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Wedding & Private Event Sales Manager
Department: Sales / Private Events
Reports To: Revenue Director
Status: Full-Time
Classification: Exempt
Compensation: Base Salary + Uncapped Commission
JOB SUMMARY
The Wedding & Private Event Sales Manager is responsible for growing revenue across RIVERSPORT weddings, private events, corporate events, and group experiences. The position owns the sales process from prospecting and inquiry through proposal, contract, event execution oversight, and post-event follow-up. This role also provides day-to-day leadership to event coordinators and private-event setup staff. Success is measured by revenue growth, new business development, sales performance, client satisfaction, and consistent event execution.
KEY DUTIES AND RESPONSIBILITIES
Sales & Business Development
• Meet or exceed established monthly, quarterly, and annual revenue goals for weddings, private events, corporate events, meetings, celebrations, and assigned group experiences.
• Manage the complete sales cycle, including prospecting, lead qualification, consultations, venue tours, proposals, negotiation, contracts, deposits, and closing business.
• Respond to qualified sales inquiries promptly, with a goal of initial response within 24 hours.
• Maintain an active sales pipeline and proactively generate new business through outbound prospecting, networking, referrals, wedding shows, community outreach, and strategic partnerships.
• Develop and maintain relationships with corporate decision-makers, wedding and meeting planners, tourism partners, community organizations, event vendors, and other referral sources.
• Maximize revenue through upselling and cross-selling RIVERSPORT venues, Adventures, team building, dragon boating, food and beverage, rentals, and other available products and services.
• Re-engage previous clients and develop strategies to increase repeat and referral business.
• Represent RIVERSPORT and the Boathouse Vows brand at industry events, networking opportunities, wedding shows, and appropriate community events.
• Partner with Marketing to support event listings, sales collateral, digital campaigns, promotions, social content, and lead-generation initiatives.
• Maintain knowledge of competing venues, market pricing, event trends, packages, and customer preferences, and recommend pricing or package adjustments to the Revenue Director.
Client, Event & Staff Management
• Serve as the primary client relationship owner from booking through event completion and post-event follow-up.
• Ensure contracts, deposits, payments, insurance requirements, event details, layouts, timelines, and other required documentation are complete and accurate.
• Provide day-to-day leadership and oversight of event coordinators and private-event setup staff, including scheduling, work assignments, training, coaching, and performance feedback.
• Ensure each event is appropriately staffed and that event coordinators and setup staff understand client expectations, timelines, room layouts, setup requirements, and service standards.
• Oversee event setup and readiness to ensure contracted commitments and RIVERSPORT standards are met; conduct or delegate pre-event briefings as appropriate.
• Monitor staffing levels and labor usage to maintain service standards while managing labor costs within established budgets.
• Address client, staffing, or service issues promptly and escalate significant personnel or operational matters to the Revenue Director when appropriate.
• Assist with recruiting, onboarding, and training seasonal or part-time private-event staff as needed.
• Conduct post-event follow-up and reviews to assess client satisfaction, identify operational improvements, and pursue reviews, referrals, repeat business, and future sales opportunities.
Sales Reporting & Accountability
• Maintain accurate CRM or sales tracking records, including leads, proposals, contracts, booked and lost business, lead sources, and client activity.
• Maintain an accurate sales pipeline and revenue forecast and provide regular reporting to the Revenue Director on revenue, lead activity, conversion rates, average event value, new/repeat business, and other established KPIs.
• Participate in annual revenue goal setting and continually evaluate sales and event results to identify opportunities to improve revenue, profitability, conversion, and client experience.
• Work collaboratively with Athletics, Adventures, Development, Marketing, Operations, and other departments to maximize cross-selling opportunities and deliver a consistent client experience.
• Perform other duties and special projects as assigned while maintaining RIVERSPORT standards of professionalism, integrity, confidentiality, and ethical conduct.
PERFORMANCE EXPECTATIONS / KPIs
• Achieve established annual private-event and group-sales revenue goals and demonstrate year-over-year revenue growth.
• Meet established targets for new business, lead-to-booking conversion, average event value, repeat/referral business, and cross-selling.
• Maintain accurate and timely CRM records, pipeline reporting, and revenue forecasts.
• Maintain at least 95% event execution accuracy against contracted requirements, approved plans, layouts, timelines, and RIVERSPORT service standards.
• Maintain at least 90% positive client satisfaction, with a target average of 4.5 out of 5 when a numerical rating system is used.
• Ensure 100% of private events are appropriately staffed and manage event labor within ±3% of approved labor budgets.
• Ensure at least 95% of private events are fully set, inspected, and ready by the established event-ready time.
• Maintain preventable event execution issues on fewer than 5% of events and complete post-event client follow-up within two business days for at least 95% of applicable events.
Specific annual revenue goals, sales targets, and KPI benchmarks will be established by the Revenue Director.
SKILLS / QUALIFICATIONS / REQUIREMENTS
• Demonstrated sales ability with experience in event, hospitality, venue, catering, wedding, group sales, or business development and a track record of developing relationships, closing business, and achieving revenue goals.
• Strong prospecting, negotiation, presentation, networking, communication, and closing skills.
• Self-motivated and comfortable working in a performance-driven, commission-based sales environment.
• Strong organizational and analytical skills with the ability to manage multiple clients, prospects, events, deadlines, priorities, and sales data simultaneously.
• Previous experience supervising, coordinating, or leading event, hospitality, or service staff preferred.
• Demonstrated ability to lead, train, schedule, and hold employees accountable while balancing client expectations, event execution, staffing requirements, and labor costs.
• Ability to understand and accommodate diverse wedding traditions, cultural practices, and client preferences.
• Proficiency with Microsoft Office and the ability to effectively use CRM, event-management, social media, and digital sales platforms.
• Ability to build productive relationships across departments and with external partners while demonstrating RIVERSPORT's mission, values, and standards of professional conduct.
• Valid driver's license and reliable transportation.
WORK SCHEDULE
This is an in-person position based at RIVERSPORT facilities in Oklahoma City. Regular on-site attendance is essential due to the client-facing, sales, staff-management, and event responsibilities of the role. Any remote or work-from-home time must be approved in advance by the Revenue Director and is not a regular or guaranteed component of the position.
The position requires flexibility based on client and business needs, including occasional evenings, weekends, holidays, wedding shows, networking events, client meetings, site visits, and major private events. The Sales Manager is accountable for ensuring events are appropriately staffed, set up, and executed to RIVERSPORT standards but is not intended to routinely perform the duties of event setup staff.
PHYSICAL REQUIREMENTS
• Ability to move throughout RIVERSPORT facilities and outdoor event spaces and to stand or walk for extended periods during tours, shows, meetings, and events.
• Ability to work indoors and outdoors in varying weather conditions when required.
• Ability to perform reasonable event-related physical activities as necessary to support client and business needs.
COMPENSATION STRUCTURE
This position is designed as a base salary plus uncapped commission sales position.
Recommended Base Salary: $46,000-$50,000
Target Total Compensation: Approximately $65,000-$75,000 at expected performance, with the opportunity to exceed $80,000 for high performers.
Commission is earned on eligible event and group-sales revenue in accordance with RIVERSPORT's Sales Commission Plan.
RIVERSPORT FOUNDATION
RIVERSPORT Foundation builds a vibrant community through world-class rowing and paddlesports. The Wedding & Private Event Sales Manager generates earned revenue that supports RIVERSPORT's mission, programs, facilities, and community impact.
RIVERSPORT Foundation is an Equal Opportunity Employer.