Event Sales Manager

Wine Industry Expo; Virginia; On-site; USD 52,000 - 60,000; Full time

Benefits offered by this job

401(k) matching

Dental insurance

Flexible schedule

Health insurance

Paid time off

Professional development assistance

Job summary

Southwest Mountains Vineyards seeks an experienced Event Manager to grow wedding, corporate, nonprofit, and private events at The Summit House, the Tasting Barn, and other winery spaces. You will drive new business, convert leads to bookings, and coordinate with internal teams to ensure seamless planning and execution.

This role is highly sales-driven, requiring proactive outreach, professional client interaction, and the ability to manage projects from inquiry to contract while maintaining

Qualifications

• 3+ years of experience in event sales, wedding sales, hospitality sales, business development, venue management, or related revenue roles.

Responsibilities

• Prospect for wedding, corporate, nonprofit, and private event opportunities through outbound calls, email outreach, networking, referrals, and events.
• Develop and execute sales strategies to increase qualified leads, tours, bookings, and event revenue.
• Build and maintain relationships with planners, hotels, nonprofits, and referral sources.
• Manage an active sales pipeline and maintain accurate CRM records.
• Analyze booking trends and market opportunities to inform pricing, packages, and promotions.
• Lead the sales process from inquiry through signed contract and transition to planning.

Skills

Event sales

Hospitality sales

CRM management

Prospecting & lead follow-up

Relationship building

Tools

CRM software

Event management system

Job description

Position Overview

Southwest Mountains Vineyards is seeking a driven, polished, and relationship-focused Event Manager to grow wedding, corporate, nonprofit, and private event business for The Summit House, the Tasting Barn, and other winery event spaces.

This is a proactive sales role with primary responsibility for generating new business, converting qualified leads into bookings, and building long-term relationships with clients, planners, vendors, and referral partners. The Event Manager guides prospects from initial outreach or inquiry through signed contract, then collaborates with the Director of Events and internal teams to support a seamless transition into planning and execution.

The role operates with a high degree of independence and requires discretion and independent judgment in developing sales strategies, prioritizing opportunities, managing client relationships, recommending event solutions, and supporting revenue growth.

Primary ResponsibilitiesSales & Business Development

• Prospect for wedding, corporate, nonprofit, and private event opportunities through outbound calls, email outreach, networking, partnerships, referrals, wedding shows, and community or industry events.
• Develop and execute sales strategies that increase qualified leads, venue tours, bookings, and event revenue.
• Build and maintain relationships with wedding planners, corporate planners, hotels, tourism partners, nonprofits, and other referral sources.
• Independently manage an active sales pipeline, prioritize opportunities based on revenue potential and strategic value, and maintain accurate records in the designated CRM or event management system.
• Analyze booking trends, competitor activity, and market opportunities and recommend strategies, pricing, packages, promotions, and sales initiatives.

Event Sales & Client Experience

• Manage the sales process from initial inquiry or outreach through signed contract and transition to event planning.
• Respond promptly and professionally to inquiries, conduct venue tours, present pricing and packages, and follow up consistently with prospective clients.
• Prepare proposals, contracts, pricing information, and customized event recommendations.
• Exercise independent judgment in developing client solutions and recommending event experiences, enhancements, and premium services.
• Serve as a primary client contact during the sales process and maintain complete, accurate client notes, contracts, and sales activity records.
• Identify opportunities to grow revenue through wine experiences, culinary offerings, food and beverage, venue enhancements, and additional services.

Vendor, Partner & Market Relations

• Develop and maintain relationships with planners, caterers, florists, rental companies, photographers, entertainment providers, and other event professionals who can generate referrals and repeat business.
• Host vendor tours and familiarization visits and educate partners on The Summit House experience and Southwest Mountains Vineyards offerings.
• Represent Southwest Mountains Vineyards at wedding shows, networking events, industry gatherings, and other sales opportunities.
• Help establish The Summit House as a premier wedding and private event destination in the Charlottesville and Virginia wine country market.

Broader Winery Events & Collaboration

• Support sales and booking efforts for private events in the Tasting Barn and other winery spaces, including corporate events, celebrations, dinners, and private functions.
• Support sponsored, promotional, and special events hosted by Southwest Mountains Vineyards as needed.
• Work closely with the Director of Events and the hospitality, culinary, wine, marketing, and operations teams to ensure event offerings are effectively priced, marketed, sold, and transitioned for execution.
• Participate in sales and event meetings and clearly communicate upcoming bookings, client needs, and revenue opportunities.
• Assist in developing sales materials, venue collateral, promotional campaigns, and event offerings.
• Uphold the hospitality standards and brand values of Southwest Mountains Vineyards in every client, vendor, and partner interaction.

Performance Expectations

• Develop and maintain a qualified pipeline capable of supporting annual booking and revenue objectives.
• Meet or exceed established goals for qualified leads, venue tours, proposals, bookings, and revenue.
• Independently manage prospecting, lead development, client relationships, and sales activity with limited day-to-day supervision.
• Contribute sound, strategic recommendations on pricing, packages, promotions, partnerships, and sales initiatives.

Qualifications

• 3+ years of experience in event sales, wedding sales, hospitality sales, business development, venue management, or a related revenue-generating role.
• Proven ability to generate new business and sell a high-touch hospitality or event experience.
• Demonstrated success managing a sales pipeline and working toward booking and revenue goals.
• Comfort with outbound prospecting, venue tours, presentations, negotiations, and closing business.
• Strong communication, organization, analytical ability, attention to detail, and follow-through.
• Ability to exercise independent judgment, manage competing priorities, and make sound business decisions.
• Professional, personable, and self-directed, with the ability to collaborate effectively across teams.
• Experience with CRM, event management, reservation, or related software preferred; familiarity with the Charlottesville events market is a plus.
• Ability to work evenings, weekends, and holidays as required by the events calendar.

What We're Looking For

The ideal candidate is a natural salesperson and relationship builder who is equally comfortable prospecting for new business, discussing a couple's wedding vision, hosting a planner tour, or networking with a local partner. This person is proactive, polished, highly organized, motivated by both hospitality and results, and accountable for growing The Summit House and the broader events business at Southwest Mountains Vineyards.

Position Details

• Classification: Full-Time, Exempt
• Compensation: Base salary in the range $52,000 - $60,000 with performance-based incentive opportunity tied to event bookings, revenue growth, and sales performance.
• Location: Southwest Mountains Vineyards, Keswick, Virginia
• Pay: $52,000.00 - $60,000.00 per year

Benefits:

• 401(k) matching
• Dental insurance
• Flexible schedule
• Health insurance
• Paid time off
• Professional development assistance

Work Location: In person