Manager Event Revenue

Posted June 4, 2024

Washington National Cathedral is seeking a full-time Manager Event Revenue to develop and manage the Cathedral’s private event and meeting rentals from inquiry through contract. This position will work closely with the Director of Revenue to build the event rental, meeting/conference pipeline and to market the Cathedral’s magnificent rental spaces and the new Virginia Mae Center, the Cathedral’s new micro retreat and conference venue. The Manager Event Revenue will also manage the wedding inquiries in close coordination with the worship department. This position will work in tandem with the Guest and Event Management Services (GEMS) on all rental inquiries, specifically both the Director and the Project Manager of Event Logistics and will liaise closely with the GEMS teams leading up to, during, and after each event and meeting rental to ensure the flawless execution of every contract. The Manager Event Revenue will report to the Director of Revenue and will also assist the Director of Revenue in researching, identifying, developing, and managing new revenue opportunities across all categories, including event and meeting rentals, weddings, special events, and other areas.

This position is 75% dedicated to business development/sales and achieving the ambitious sales goals over the next 3-5 years to support the Cathedral’s missional work; 25% of this position will be dedicated to supporting the Director of Revenue in a wide variety of public-facing initiatives to maximize event rental opportunities, to assist in the marketing and business development strategy to launch the new Virginia Mae Center, and to develop, plan and launch new revenue-generating opportunities and events. This position will perform critical tasks and functions for these initiatives and will collaborate across all departments of the Cathedral and with external clients and business partners.

The ideal candidate would have a strong event, catering, venue, or hospitality sales background, a growth mindset and entrepreneurial spirit. You are a good fit if you have a unique ability to connect the brand you are selling to the organization’s mission; you strive to build connection and engagement; you get excited about delivering the best experience, and you inspire collaboration and innovation.

Washington National Cathedral is a house of prayer for all people, conceived by our founders to serve as a great church for national purposes. The Cathedral holds a unique place at the intersection of sacred and civic life. Our vision is to strive to serve God and our neighbors as agents of reconciliation, a trusted voice of moral leadership and a sacred space where the country gathers during moments of national significance.

The Cathedral is one of the top 10 tourist destinations in Washington D.C. and a premiere Washington D.C. event destination. With its exceptional architectural settings, historical significance, expansive grounds and panoramic views, the Cathedral is a highly regarded and desired venue for special events and experiences of all sizes and types and its new Virginia Mae Center aims to deliver warm hospitality for overnight guests and conferences/retreats.

Duties and Responsibilities

Event Sales and Execution

  • Manages all aspects of the event sales process including but not limited to:
    • responding to all event, meeting, and wedding inquiries in a welcoming and timely manner
    • qualifying leads for missional fit
    • generating proposals
    • negotiating final rental terms
    • preparing deal sheets to communicate the final terms to all stakeholders
  • Achieve or exceed personal sales goals, monthly, quarterly, annually, through account development and maintenance.
  • Maintain and develop sales funnel through active targeting and prospecting, sales calls, site visits and follow up correspondence. Work alongside the Director of Revenue and the Director of Marketing to develop a comprehensive sales funnel strategy.
  • Coordinates, schedules, and leads client prospect tours in coordination with the Director of Event Logistics.
  • Ensures that all prospects and clients have a clear understanding of Cathedral’s policies and expectations.
  • Works closely with the GEMS teams, specifically both the Director and the Manager of Event Logistics and the House Managers, to ensure flawless execution of all contracts.
  • Follows up and checks in with clients throughout the full cycle of the contracted execution phase.
  • Works with accounting to track all contract payments such as deposits and balances due.
  • Ensures the delivery of radical hospitality from the beginning to end of the event.
  • Develops and maintains ongoing business relationships across the institution, including facilities personnel and vendors.
  • Conducts final inspections on the day of the event to ensure everything adheres to the client’s standards.
  • Assess each event’s overall success and submit findings to the team.
  • Think strategically to maximize the sales potential of all Cathedral spaces.

Business Development and Sales Strategy

  • Developing short- and long-term event sales growth strategies.
  • Assist in managing and executing on-site business development and venue marketing opportunities with the Director of Revenue.
  • Represent the Cathedral as needed in business development opportunities, meetings, and conferences.
  • Establish and foster relationships in the market with peers and vendors.
  • Stay updated on industry trends and event management technology.
  • Conduct market research to stay competitive in the events business and establish competitive rates for event spaces.
  • Monitor regional events and potential revenue sources.

Operational Administration

  • Manage and lead Department project management and CRM systems.
  • Complete competitive and market analysis, gather information and relevant data, and prepare reports to present to the Director of Revenue and other key stakeholders.
  • Compile monthly analytics on the sales pipeline including sales and prospect reports, monthly recaps, etc.
  • Partner with the Director of Revenue to develop presentation and pitch materials, create proposals, and account management as directed.
  • Develop and maintain event rental, meetings, conferences, and weddings photo library and sales resources.
  • Performs other duties as assigned.
minimum qualifications
  • Bachelor’s degree in a relevant field.
  • 3-4 years of sales in the hospitality or catering, or event rental business.
  • Strong sales, prospecting and contract negotiation experience
  • Experience with project management and CRM systems (Monday.com), Social Tables
  • Proficiency with Microsoft Office (Power Point, Word, Outlook, Teams, and Excel).
KNOWLEDGE, SKILLS, ABILITIES
  • Ability to work effectively as part of a team and independently.
  • An outgoing personality with the ability to network and cold call in the market
  • Excellent customer service and hospitality skills and experience in working with the public.
  • Full understanding of the importance of the Cathedral’s mission and brand
  • Ability to review logistical procedures, identify problem areas, and optimize performance through procedural changes.
  • Excellent interpersonal, verbal, written communications and presentation skills.
  • Ability to create efficiencies in process.
  • Ability to work in a fast-paced, dynamic environment and remain calm under pressure.
  • Ability to collaborate across multiple departments and with a diverse group of volunteers and staff.
  • Ability to prioritize and move between multiple projects simultaneously, maintaining ownership and handing off projects when needed.
  • Ability to communicate effectively with people from a variety of backgrounds.
  • Ability to assert discretion when dealing with private events and confidential matters.
  • Excellent organizational, analytical, and problem-solving skills.
preferred experience
  • Sales and business development experience.
  • Event management or coordination experience
  • Experience in the events and hospitality industry
  • Comfort working with a diverse range of people, specifically in a religious setting with people of diverse faiths and backgrounds; familiarity with Christian faith traditions, beliefs, and terminology preferred.
WORKING CONDITIONS
  • This position requires a flexible schedule, routinely working outside of normal business hours, including evenings, weekends and holidays.
  • This position is eligible for a hybrid model of work, requiring at least 3 days/week in the office.
  • Flexibility in daily schedules when the Cathedral hosts funerals, State events and other special events may be required.
  • The position requires prolonged sitting, standing, walking, reaching, twisting, turning, kneeling, bending, and stooping in the performance of daily activities.
  • The position also requires grasping, repetitive hand movement, and fine coordination in preparing reports using a computer keyboard.
  • The need to lift, drag, push, and pull files, reports and other materials weighing up to 25 pounds is also required.
  • The position requires clear and consistent language and long periods of speaking to large groups.
  • Acute hearing is also required when providing phone assistance.

Washington National Cathedral is an equal opportunity employer and strives to create a more diverse and inclusive atmosphere for all. Applicants will not be discriminated against because of race, color, religion, sex, sexual orientation, gender identity, or national origin.

We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.

Washington National Cathedral seeks individuals who are committed to our mission. We appreciate interest from those who will contribute to an atmosphere in which diversity is valued and supported.

Expected salary range: $65,000 – $70,000 commensurate to experience

Apply Now

To apply, send a cover letter and resume to [email protected].