Retreat Sales & Business Development Manager

JOB DESCRIPTION

POSITION: Retreat Sales & Business Development Manager

REPORTS TO: Director, Sales (DOS)

STATUS: Full Time, Exempt

JOB CLASSIFICATION: Specialist II

UNION ELIGIBLE: Yes

WORK ARRANGEMENT: Hybrid (minimum 3 day/wk in the field)

LOCATION: Napa, CA

SALARY RANGE: $70,000 + Commission

APPLICATION DEADLINE: Open Until Filled

*Blind/visually impaired strongly encouraged to apply.

*Please note the terms and conditions of this position may be subject to change, once a Union Collective Bargaining Agreement is in place.

About the LightHouse

Founded in San Francisco in 1902, the LightHouse's vision is a world where blind and low vision people flourish, and its mission is to promote independence, community, and equity created by and with blind and low vision people.

LightHouse Values

• Blindness Positivity: We take pride in our ability to navigate our lives as blind and low vision people.
• Disability Justice: We recognize the inherent worth of every person and commit to advancing equity and interdependency.
• Inclusion: We believe that everyone deserves the opportunity to belong and live to their full potential, encompassing their identities, backgrounds, and abilities.
• Excellence: We provide the highest-quality services and products, and we continuously learn, improve, and innovate.
• Empowerment: We encourage self-determination, independence, and autonomy.
• Compassion: We make efforts to understand one another, and we treat every person with dignity and respect.

OVERVIEW

The LightHouse retreat property, Enchanted Hills Napa (EHN), seeks a service-oriented Retreat Sales & Business Development Manager. The property offers a unique space for retreats, amateur concerts, conferences, and major events such as weddings, family reunions, retirement parties, and galas. The property is nearly 75-years old but will launch a new year-round retreat and catering business in need of a dynamic sales professional to help the property become a revenue generator for LightHouse and its mission of providing work opportunities for the blind and low vision community.

In addition to selling retreats, conferences, and catering, the Retreat Sales & Business Development Manager will work with the Senior Director of Business Development to pursue business partnerships that will create opportunities that are the best possible for the brand. The role is expected to have a roughly 70/30 split in outside sales versus business development.

QUALIFICATIONS:

• College degree required. Degree or certificate in business administration, hospitality management, hotel management, event management are preferred
• Two+ years sales or hospitality management experience
• Demonstrated ability to engage leads through consistent follow-up and relationship-building to maximize conversion potential
• Strong team player who is able to manage input from and work cohesively with multiple stakeholders to foster alignment, identify, and deliver the most effective and impactful solutions for the collective
• Effectively communicates with peers, senior leadership, and executive team.
• Good problem solving, decision making, critical thinking, and skills. Ability to exercise a high degree of initiative and flexibility.
• Proven track record in achieving sales goals
• Nonprofit experience preferred.
• Able to communicate effectively in English, verbal and written, in person and by phone, (other languages highly desirable).
• Talent for efficiently and effectively expressing information to individuals and groups using multiple communication pathways
• Maintains a professional image through appearance and dress
• Available to work flexible hours that may include evenings, weekends, and holidays
• System experience includes one or more CRM systems and Microsoft suite
• Strong organizational, leadership and project management skills are required.
• Team player, who can promote and exemplify LightHouse core values to internal and external customers
• Driven to provide prompt and accurate responses to all client inquiries
• Demonstrated attention to detail to ensure accuracy of contracts Proficient in Microsoft Office Suite, and Microsoft 365 apps.

JOB RESPONSIBILITIES:

RETREAT SALES

• Work with Senior Director of Hospitality (SDH) to understand EHN property and offering, industry trends, competition, and 3-year plan for growth.
• Collaborate with SDH, DOS, and Finance to understand EHN pricing models, social enterprise financial goals, and compliance with property lease constraints.
• Work with the SDH and the DOS to set pricing and annual sales targets for retreats, social events, add-on experiences, and catering.
• Perform all retreat and related sales hosted on the property, which may include nonprofit or for-profit group weekly meetings, blindness programming, corporate retreats, nonprofit retreats, conferences, large social functions (e.g., weddings, family reunions ), add-on experiences, and catering.
• Fully understand client needs, including retreat objective or theme, accommodations, catering, day experiences, 3rd-party participation, accessibility needs, and understanding of blindness.
• Negotiate contract rates per profit/nonprofit status, season, group size, length of stay, peer organization; factoring all against overall revenue goals.
• Prepare pricing estimates for all contracts, seeking final approval and signoff from SDH.
• Execute against sales plan to meet or exceed FY25 revenue goal of $665,000, with a 25% year-over-year increase in the first three years.
• Work with LightHouse program staff to negotiate contracts for internal use, negotiating pricing for overnight stays, catering, cleaning, and program support.
• Ensure all pertinent aspects of solicitation, closing, and customer communications are documented in LightHouse CRM. Accurately capturing sales data and information per SOP, recording both closed (won) contracts and lost business.
• Effectively communicating with all departments (Hospitality, Catering, Finance)
• Regularly meet with Hospitality to review sales process, negotiated contracts, and tracking in LightHouse CRM. As needed, fine-tune processes and hand-offs.
• Regularly meet with LightHouse Head Chef to understand profitable catering menus, seasonal changes, and culinary business opportunities. As needed, fine-tune processes and hand-offs.
• As part of sales process, conduct sales-related tours of the property until contract signed. Assist in triage outreach to understand when tour requests should be directed to Hospitality, Capital Campaign, or Development.
• Conduct research to gain insights into potential retreat business, competitors, industry trends, etc. to inform sales and business development strategy, routinely searching for pipeline opportunities.
• Identifies and solicits new customers from outreach in the community, site tours, cold calls, inquiries via email, and in-person interactions. Develop and maintain a target list of accounts; communicates updates to DOS
• Network inside and outside to obtain "leads" and build relationships with new and existing clients.
• Develop, expand, and maintain opportunities that deliver revenue growth while working toward social enterprise goals of smart sustainability, accessible retreat experiences, workforce development, blind/low vision employment, and blind/low vision awareness-raising.
• Work with Director of Data Analytics, DOS, and SDH to develop meaningful measurement and reporting processes.
• Participate in staff meetings, training sessions, and ongoing professional development opportunities to maximize effectiveness as a leader.

BUSINESS DEVELOPMENT

• Work with Senior Director of Workforce and Business Development to pursue EHN strategic partnerships to launch new business opportunities, such as Foss Cafe, culinary school, hospitality management, sommelier training certificate, all to advance career opportunities for the blind and low vision community.
• Grow property's brand presence throughout the Napa and Sonoma Valley in alignment with EHN business plan objectives. Review business plan on an annual basis to track its evolution, especially strategic partnerships.
• Represent the company at local events, conferences, and festivals to build brand awareness and generate leads. Be a welcoming voice and confident source knowledge for each and every prospect.
• Serve as key liaison to Napa and Sonoma business community, joining Napa Chamber of Commerce, Sonoma Valley Chamber of Commerce, Napa Valley Lions Club, or similar organizations.
• Identify opportunities to partner with wineries, coffee roasters and other businesses to feature their products in Foss Cafe.
• Collaborate with Sr. Director of Hospitality to conduct post-conference or post-retreat follow-up calls.
• Work with Communications on all aspects of brand promotion and marketing
• Ensure all business development outreach is documented in LightHouse CRM.
• Builds relationships with competitors in like roles to keep apprised of trends in the market and industry

Willingness to perform other related duties as assigned.

PHYSICAL REQUIREMENTS:

• Ability to carry or transport 20lbs
• Sit/Stand at a desk and perform computer work for long periods of time, as needed
• Must be able to independently travel to all LightHouse physical locations and events as needed.

WORKING CONDITIONS:

LightHouse is an equal opportunity employer. LightHouse policy and the law prohibit discrimination and harassment based on an individual's race, ancestry, religion or religious creed (including religious dress and grooming practices), color, age (40 and over), sex, gender, sexual orientation, gender identity or expression, genetic information, national origin (including language use restrictions), marital status, medical condition (including cancer and genetic characteristics), physical or mental disability (including HIV and AIDS), military or veteran status, pregnancy, childbirth, breastfeeding and related medical conditions, denial of Family and Medical Care leave, height and weight, or any other classification protected by federal, state, or local laws, regulations, or ordinances. Our policy and the law prohibit co-workers, third parties, supervisors, and managers from engaging in such conduct.

LightHouse personnel are employed on an at-will basis. Employment at-will means that the employment relationship may be terminated, with or without cause and with or without advance notice at any time by the employee or the Agency.

We strive to maintain a scent-free environment and a drug-free workplace. Employees are expected to behave in accordance with these objectives.

All employees at LightHouse are hired for an indefinite and unspecified duration and consequently, no employee is guaranteed employment for a specified length of time. Employment is at the mutual consent of the employee and LightHouse. Accordingly, either the employee or LightHouse can terminate the employment relationship at any time, with or without cause ("employment at will").

HOW TO APPLY:

Please submit a cover letter and resume as Word attachments (no. PDFs please), along with the completed employment application (downloads in a Word document), to HR@lighthouse-sf.org, including the job title in the subject line. To fill out the application, please enable editing in the document. We will not consider videos or hyperlinks to online profiles. Due to time constraints, we will only respond to complete submissions in which there is serious interest, thanks for your understanding.

Optional: please also submit your portfolio (PDF or link), and a sample design project in Adobe Illustrator (.ai), where you were the sole designer.

To fill out the application, please enable editing in the document. We will not consider videos or hyperlinks to online profiles. Due to time constraints, we will only respond to complete submissions in which there is serious interest, thanks for your understanding.

Location: American Canyon, CA, US

Posted Date: 11/22/2024