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Hospitality Sales Manager

Justin Vineyards & Winery

Paso Robles, CA

Hospitality Sales Manager Hospitality Sales Manager

Job Description:

The Hospitality Sales Manager role is responsible for bringing new business while retaining the current customer base for all departments across JUSTIN and Landmark wine brands. They support the increase in visitation and profitability, specifically through increased group and catering revenue, gross-margin and contribution. Channels utilized to do this may include, tasting rooms, tele-sales, local outreach, TPIs, and sales through on-property and off-property visits or events. The Sales Manager networks with potential clients, manages large accounts, works to maintain a loyal customer base, and oversees hospitality sales and marketing strategies. Requires strong leadership, analytic and business management skills.

Here's what you'll do:

•  Analyzes current client base or target market
•  Devises annual Sales Plan including new ways to expand the Leisure and Corporate client base, including: Groups SMERF, MICE, LNRs and Transient.
•  Coordinates with Marketing team to develop promotional and advertising materials, including crafting creative briefs for internal and agency design teams
•  Creates a database of organizations and businesses that might require a location for conferences and events
•  Performs Sales calls to prospective and past clients (including tracking for appropriate follow up and reporting)
•  Creates Proposals, Group Contracts, LNR's, and facilitates payments and deposits on said groups
•  Meets with representatives from these companies/groups to explain the property merits and amenities, coordinating Site Visits as needed
•  Networks with wedding planners and special event planners to encourage bookings
•  Designs and advertises (via TPIs) special group packages to increase larger bookings
•  Assists with maintaining public listing or review sites to further brand Representation
•  Design and update all banquet and meeting packets (including choosing assets, arranging photo shoots, trade sites, distribution, etc....)
•  Overcomes hesitations of clients to close a sale
•  Manages accounts and visits of high-profile clients, or internal TWC executives as directed
•  Addresses and resolves any issues or complaints regarding groups, sales or marketing
•  Is the On-property contact during events (when needed)
•  Participates in Public On-Property events, including at a sales booth or connecting with guests directly to promote group offerings
•  Maintains positive relationships with clients to encourage repeat and recurring business
•  Responsible for performance, profit and loss, multi-department communication across JUSTIN and Landmark
•  Manages revenue, gross-margin, volume, operating expenses and contribution margin for assigned Line items within each of the wine businesses; continuously utilizes data to modify annual and long-term plans focused on growth and profit maximization
•  Generates Leads and tracks success of channels utilized
•  Responsible for Sales and Group level revenue reporting and assisting the Banquet Team with Day of Recaps as needed
•  Attends local and regional community engagement events, especially those where contacts or leads can be generated
•  Actively participates in trade and industry meetings, representing the winery locations
•  Plans regular sales blitz's in the region
•  Creates targeted Sales trips across CA (or other locations as directed) including building an itinerary, costings, show participation requirements, etc.... to submit for pre-approval
•  Attends Hospitality Senior Leadership Meetings
•  Works cross-functionally with a variety of other departments, including but not limited to Finance, Production, Logistics Wholesale Sales, Human Resources, Wine Marketing, etc. to ensure success of the wine DTC business
•  Works cross-functionally to develop break-through programs focused on increasing traffic overall to all locations
•  Works cross-functionally to develop break-through programs focused on increasing revenue per group
•  Works cross-functionally to develop break-through programs focused on new ideas to sell wine to groups and consumers outside of traditional DTC subchannels
•  Manages development, updating, analysis and action plans based on monthly key performance indicators (KPI's) Reviews performance with the Director, adjusts annual and long-term plans as directed
•  Works with Hospitality/DTC Management team for developing and executing Wine calendar of events (including public and off-site consumer events)
•  Works with IT department to select vendors or enhance systems as related to groups, events, banquets or communication
•  As needed may be assigned to assist any other department within hospitality in the areas of operations, outreach, sales process, or guest services
•  Other duties as assigned

Here's what you'll bring to the table:

Travel outside of Paso Robles may be required for this job up to 50% of the time, as directed

EDUCATION & EXPERIENCE:

Minimum 3 years of direct to consumer or hospitality group sales management experience

Minimum of 3 years of relevant finance or analytics focused experience
•  Hotel and Winery experience strongly preferred
•  BS/BA in relevant field (e.g. finance, sales/marketing, etc.)
•  Working knowledge of Marketing, Advertising protocols is preferred
•  Experience in Catering or Food and Beverage Management is highly desired

The Wonderful Company is an Equal Opportunity Employer and with opportunities for advancement. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories.

Additional Information:

Job Posted:
Friday, February 14th
Type of Work:
Full Time
Job Category:
Reference No:
JUS4879