Area Director of Event Sales

Area Director of Events

Department: Sales & Events  |  Location: Washington, DC  |  Reports To: Vice President of Operations or Designee

Salary Range: $80,000.00 - $85,000.00 +BONUS elgibility

POSITION SUMMARY

The Area Director of Event Sales is a senior sales and events leadership role responsible for driving private event revenue across 4–6 Donohoe Hospitality lounge and rooftop bar venues in the Washington, DC market. This position functions as the primary contact for all private event inquiries, operating similarly to a hotel Catering Sales Manager — but exclusively focused on social and corporate event experiences in our unique food and beverage venues.

The ideal candidate is a polished, proactive sales professional with a deep network in the DC market, a passion for hospitality, and the ability to sell memorable experiences. This role requires an entrepreneurial mindset, exceptional client relationship skills, and the ability to manage multiple venue calendars and revenue targets simultaneously.

KEY RESPONSIBILITIES

Private Event Sales

• Serve as the dedicated point of contact for all private event inquiries across assigned venues, including corporate receptions, social celebrations, buyouts, happy hours, and networking events.


• Respond to all leads promptly and professionally; conduct site tours, prepare proposals and BEOs, and guide clients from initial inquiry through executed contract.


• Develop and maintain a proactive sales strategy to generate new business through outreach, referrals, venue partnerships, and community engagement.


• Meet or exceed individual and portfolio-wide event revenue targets on a monthly, quarterly, and annual basis.


• Negotiate event contracts, pricing, and minimums in alignment with venue guidelines and ownership goals.

Client & Account Management

• Build and maintain lasting relationships with corporate accounts, event planners, DMCs, concierge contacts, and repeat clients.


• Develop a client database and implement a consistent follow-up cadence to drive repeat business and referrals.


• Represent Donohoe Hospitality at industry events, trade shows, and networking functions to elevate brand presence in the DC market.

Event Coordination & Execution

• Collaborate closely with venue General Managers and F&B teams to ensure seamless event execution that exceeds client expectations.


• Create detailed Banquet Event Orders (BEOs) and communicate event specifications clearly to all operating departments.


• Conduct pre-event walkthroughs and be present for key events as needed to ensure quality and client satisfaction.


• Manage event logistics including room setup, AV coordination, catering requirements, staffing needs, and vendor relationships.

Revenue & Reporting

• Track and report event sales activity, pipeline, pace, and revenue performance across all assigned venues.


• Prepare weekly/monthly sales reports and forecasts for ownership and leadership review.


• Identify and recommend pricing strategies, menu enhancements, and package offerings to optimize event revenue.


• Monitor competitive landscape to ensure Donohoe venues remain competitively positioned in the DC private events market.

Team & Cross-Functional Collaboration

• Partner with marketing to develop event collateral, packages, and digital content that drives event inquiries.


• Provide feedback to venue leadership on client preferences, market trends, and opportunities to enhance the event product.


• Mentor and support venue-level teams in executing events to Donohoe standards.

QUALIFICATIONS

Required

• Minimum 3–5 years of event sales or catering sales experience in hotels, restaurants, private clubs, or upscale food & beverage venues.


• Proven track record of meeting and exceeding sales revenue goals.


• Strong knowledge of the Washington, DC corporate and social events market.


• Exceptional written and verbal communication skills; polished and professional presentation.


• Proficiency in event management/CRM software; experience with BEO generation and event management platforms.


• Ability to manage multiple venue relationships and event pipelines simultaneously.


• Flexibility to work evenings and weekends as required for client events.

Preferred

• Experience in a multi-unit or area sales role.


• Established relationships with DC-area corporate accounts, event planners, or DMCs.


• Bachelor's degree in Hospitality Management, Business, Marketing, or related field.


• Familiarity with hotel catering or conference services operations.

CORE COMPETENCIES

• Sales Drive & Results Orientation — Motivated by revenue goals and client wins; consistently proactive in generating new business.


• Client Focus — Builds strong, lasting relationships and delivers a high-touch client experience at every touchpoint.


• Communication & Influence — Confident presenter and negotiator; able to tailor messaging to a wide range of clients.


• Organization & Attention to Detail — Manages multiple events and deadlines with precision.


• Collaboration — Works effectively across venues, departments, and organizational levels.


• Adaptability — Thrives in a fast-paced, multi-venue environment with shifting priorities.

WHAT WE OFFER

• Competitive base salary with performance-based incentive program.


• Comprehensive benefits including medical, dental, and vision coverage.


• Paid time off and company holidays.


• Career growth opportunities within the Donohoe portfolio.


• A dynamic, collaborative team culture rooted in hospitality excellence.