Watersound Wedding and Events Sales Manager

Job Summary

As Wedding Sales Manager, you will lead wedding and social event sales by generating new business, qualifying leads, and closing high-value events through proposals and contract negotiations. This role is primarily focused on selling complex weddings and social celebrations, with an emphasis on creative event design, menu concepts, and customized experiences that drive revenue growth.

You will serve as the primary sales contact from initial inquiry through contract execution, ensuring a seamless and elevated client experience before transitioning events to the Events team for execution and servicing. While limited servicing is required, this position is heavily focused on pipeline development, relationship building, prospecting, and achieving established sales goals.

The Wedding Sales Manager will collaborate closely with Property Service Managers and operational teams to introduce clients, communicate event details, and support informational and servicing needs to ensure successful event transitions. This position may also support and act on behalf of the Director of Watersound Wedding Collective as needed.

The ideal candidate combines a passion for hospitality with strong organizational skills, proven sales experience, attention to detail, and a creative approach to luxury weddings and social event planning.

Primary Responsibilities & Essential Functions

• Develop and execute strategic sales plans targeting new business opportunities across Northern Florida, with a focus on event planners, weddings, and organizations.
• Manage and grow a portfolio of accounts by building relationships, upselling services, and ensuring strong customer satisfaction and long-term loyalty.
• Conduct proactive outreach through cold calling, lead generation, site visits, networking events, and community engagement to expand market reach.
• Deliver compelling presentations and product demonstrations showcasing catering options, event packages, venue offerings, and customized client solutions.
• Utilize brand-approved sales systems, including Delphi, to track leads, manage accounts, document activity, block meeting space, generate reports, and analyze sales opportunities.
• Handle inquiry calls, proposals, negotiations, and contracts in accordance with departmental procedures.
• Book appropriate business to help assigned hotels achieve or exceed monthly room revenue, catering, event, and other applicable revenue goals.
• Negotiate contracts and pricing while maintaining profitability standards and brand expectations.
• Maintain detailed follow-up communication after client visits, site visits, cold calls, networking opportunities, and sales meetings.
• Build and maintain strong client relationships through consistent communication before, during, and after the sales process.
• Collaborate with marketing teams to support promotional campaigns that increase brand visibility and drive new business.
• Provide exceptional customer service from initial inquiry through event execution, ensuring clear communication and a seamless client experience.
• Partner with the Director of Watersound Wedding Collective to provide input for annual budgeting, revenue generation strategies, advertising initiatives, and promotional expenses.
• Work closely with Property Service Managers to introduce clients, communicate event and operational details, and support all servicing and informational needs to ensure a seamless client experience.
• Partner with culinary, lodging, operations, and events teams to develop customized experiences that align with luxury brand standards and client expectations.
• Represent the Watersound Wedding Collective at networking functions, community events, industry showcases, and promotional opportunities to strengthen market presence and generate new business.
• Monitor market trends, competitor activity, and customer preferences to identify growth opportunities and enhance sales strategies.
• Maintain accurate sales forecasting, account management, and pipeline reporting to support departmental revenue goals.

Education and Experience

• Bachelor’s degree in Hospitality Management, Business Administration, Marketing, Event Management, or related field preferred; equivalent hospitality experience may be considered.
• Minimum of 4 years of experience in event planning, catering sales, wedding coordination, or hospitality sales required.
• Previous luxury hospitality, resort, or wedding sales experience preferred.
• Minimum of 1 year of supervisory or leadership experience preferred.
• Proven experience achieving sales goals and revenue targets in a hospitality or event-driven environment.
• Experience with Delphi, CRM systems, and event management software preferred.
• Proficiency in Microsoft Office Suite, including Word, Excel, Outlook, PowerPoint, and Teams.
• Valid driver’s license required.
• Ability to work a flexible schedule, including evenings, weekends, and holidays based on business demands.
• Strong multitasking, organizational, and problem-solving skills in a fast-paced environment.
• Professional, detail-oriented, and guest-service focused demeanor required.

Knowledge, Skills, Abilities

• Proven experience in outside sales, business development, or hospitality sales management.
• Strong knowledge of wedding, catering, luxury hospitality, and social event sales operations.
• Advanced sales skills including cold calling, lead generation, prospecting, account management, and territory development.
• Excellent negotiation and closing skills with a strong customer-focused approach.
• Ability to conduct engaging presentations, site tours, and upsell additional services effectively.
• Exceptional written and verbal communication skills with the ability to build rapport with clients, vendors, and leadership teams.
• Strong organizational and time management skills with the ability to prioritize multiple projects simultaneously.
• Analytical mindset with the ability to interpret sales data, forecast revenue, and develop actionable business strategies.
• Demonstrated success managing multiple accounts while meeting or exceeding sales targets.
• Creative mindset with the ability to design customized experiences and unique event concepts.
• Ability to maintain professionalism, confidentiality, and composure in high-pressure environments.
• Strong customer service orientation with a commitment to delivering elevated guest and client experiences.
• Ability to collaborate effectively with Property Service Managers, operational leaders, culinary teams, and executive leadership.

Physical Demands

• Ability to stand and walk for extended periods
• Frequent bending, lifting, pushing, pulling, carrying, kneeling, and stooping
• Must be able to lift to 25 lbs

Working Conditions

• Indoor and/or outdoor 
• Exposure to extreme heat and cold depending on season and location  
• Potential exposure to naturally occurring environmental factors such as wind, rain, red tide, etc. 
• Possibility to work 11+ hour shifts 

The above statements are intended to describe the general nature and level of work being performed and are not an exclusive list of all duties and responsibilities.  The St. Joe Company/St. Joe Resort Operations reserves the right to amend and change responsibilities to meet business and organizational needs.