Sales and Events Manager

  • Catalina Island Company
  • Irvine, CA, USA
  • Mar 12, 2019
Full time Event Management Event Planning Food/Beverage/Catering Hospitality Sales

Job Description

Sales and Events Manager


Job Details

Full Time
Up to 50%
Hospitality - Hotel


About the Company:

Catalina Island Company, the resort operator on Catalina Island, is located 22 miles off the coast of southern California and offers an abundance of amenities including Descanso Beach Club and Canyon, Island Spa Catalina, Pavilion Hotel, Avalon Grille, state-of-the-art beachfront conference and meeting space Catherine’s Terrace, as well as Banning House Lodge & Villas, Harbor Reef Restaurant and Harbor Sands in Two Harbors. The Catalina Island Company boasts more than 25 activities and tours designed to introduce visitors to the island’s natural beauty and rich history including the Zip Line Eco Tour, East End Adventure, Undersea Expedition and many more.

We are committed to encouraging and developing our team in a world class environment and are continuously developing the products and services we offer to increase the standards on Catalina Island – “California’s Island Escape”.


The Role:

This position is a Full time, year round position including weekends and evenings when appropriate. Living on-island is preferred but not required. Manage in totality all group events coming to our facilities. Works independently with all resort operating departments to execute all aspects of contracted groups. This position will sell and/or manage a variety of small and large events while providing exceptional guest satisfaction. During non-peak, conducts independent sales activities as directed to generate incremental business for the resort.



The incumbent is responsible to:

  • Perform Group Services projects such as assisting with Banquet Menu development, Audio Visual, BEO and Meeting Room Set Up coordination and various other Group Services projects as warranted.
  • Source vendors for meeting services not in inventory.
  • Participate in weekly BEO meetings and if required, ensures prompt and timely distribution of BEO packet and 10 day catering schedule.
  • Generate incremental revenue via up-selling and charging fees on outside services such as AV, Décor, Linens, etc.
  • Prepare custom menus and budgets as requested by clients and Sales Team.
  • Conduct or assist with client site inspections.
  • Coordinate projects or tasks in support of Group Sales activities.
  • Interface with clients to answer questions or assist staff with communications between resort and clientele.
  • Write creative proposals.
  • Act as customer advocate regarding all aspects of Group Contracts to include but not limited to Programs and Activities, Banquets, On Own Dining, Front Office, Transportation, Spa and miscellaneous resort services.
  • Assist with VIP arrangements for on-property site visits.
  • Assist sales team in coordinating in-market sales trips.
  • Follow up punctually (within 24 hours) with all clientele.
  • Assist with setting up of meeting rooms when needed.
  • Build Network and relationship building for lead generation.
  • Spend a majority of time in the field soliciting potential group sales opportunities in Southern California.
  • Conduct daily direct sales calls that are prearranged, social and cold-calling.
  • Present a professional demeanor at all times as an executive representative of Catalina Island Company.
  • Develop and maintain relationships with key clients and establishes a client base of meeting planners, organizations, associations, and corporate businesses through continues direct sales efforts.
  • Grow existing accounts and generate new business in assigned geographic or vertical region to ensure that group revenues meet or exceed budget.
  • Negotiate guest room rates, meeting room rental, function space, group Activities & Tours, Spa services and venue rental and resort services within approved booking guidelines and continuously confirms all client requirements in writing.
  • Respond promptly (within 24 hours) to guest requests and inquiries and follows up to ensure utmost guest satisfaction.
  • Upon closing of contracts, coordinate with Group Services, Food & Beverage and other operational departments to ensure appropriate service delivery and that all client requirements are met.
  • Monitor goal production and controlling expenditures to meet budgeted departmental financial guidelines.
  • Coordinate with other sales team members in evaluating, soliciting, selling and in confirming profitable business.
  • Prepare monthly production summaries and activity reports and communicates overall market trends to VP of Sales & Marketing and Director of Resort Sales as needed.
  • Represent the company at conventions, events and trade shows as warranted by assigned region.
  • Coordinate and conduct site inspections of property for key clients.


Language Skills:

Ability to read, analyze and interpret general business periodicals, technical procedures, or governmental regulations. Ability to effectively respond to questions from managers, clients, customers and the general public. Bilingual English/Spanish preferred.


Physical Requirements:

  • Must be able to stand, walk for extended periods of time.
  • Must be able to lift and carry up to 25 lbs.
  • Must be able to bend, stoop, squat, stretch, push and pull on a regular basis.
  • Must have full range of overhead motions and full hand dexterity.
  • Requires visual acuity and the ability to hear clearly to communicate with managers, coworkers and guests



We offer a highly competitive salary with health, dental life, 401K Match, vacation and sick benefits for all Full Time regular positions. Both Full Time and Part Time positions receive discounts in F&B outlets in the company and discounted hotel rooms and activity tours.



Minimum Qualifications:

  • Ability to prepare comprehensive reports documenting Banquet related activities
  • Knowledge of current trends in catering and conference services industry and be able to convey meeting room set up to clients.
  • Ability to communicate with all levels of staff and management to effectively convey ideas in both verbal and written format
  • Ability to project a positive and professional demeanor and approach, reflective of Catalina Island Company’s image and values
  • Strong organizational skills and ability to prioritize, with emphasis on attention to detail and continuous follow-up
  • Ability to elicit buy-in and cooperation of others
  • Ability to maintain physical condition appropriate to the performance of assigned duties and responsibilities, which may include sitting or standing for extended periods of time and for operating assigned office equipment
  • Ability for appropriate decision-making and problem-solving, utilizing factual information, company policies, and personal judgment through experience
  • Flexibility and adaptability to effectively handle stress and matriculate in a fast-paced, frequently-changing environment
  • Must be able to lift between 20 and 30 pounds (tables, chairs and other Set Up equipment)
  • Exceptional computer skills, with intimate knowledge of Microsoft Office programs including Word, Excel and PowerPoint. POS system knowledge as well as Sales and Catering software (OPERA) is desired
  • Ability to work well in a high stress, fast paced environment.
  • It is also essential that you have strong administration and management skills, have the ability to up sell and train colleagues, very hands on and supportive in achieving the common team goals.
  • You must be well versed in financial aspects and knowledgeable in Micros Point of Sale system.
  • Must have a valid Driver’s License


    Education and/or Experience:

  • Bachelor’s Degree
  • Minimum of 2 years of experience as a Sales and/or Events Manager with a proven track record of success