Director of Sales & Events

Description:
POSITION SUMMARY

The Director of Sales & Events is the primary revenue driver at the Royal Gorge Route Railroad - a hands-on sales leader who owns the active pursuit and closing of group bookings, corporate accounts, travel trade partnerships, weddings, and large-scale event contracts. This person will also lead the inside concierge sales and reservations team, which takes incoming reservations calls and checks in guests for every departure. For the Director of Sales, every day is a sales and prospecting day.

Working closely with the VP of Marketing and the General Manager, the Director of Sales translates strategy into daily activity - making calls, building relationships, generating proposals, and closing deals across train excursions, lodging, Antithesis at the Royal Gorge Mansion, and Mansion group events. This role carries full responsibility for the wedding and events sales portfolio until sales volume warrants the addition of a dedicated Weddings & Events Sales Manager.

This role is supported by an as-needed events coordinator and has the full food and beverage team at their disposal for collaboration on package and menu development, and event execution. The Director also serves as the sales mentor for the Reservations Manager, ensuring consistent prospecting discipline, pipeline health, CRM utilization, and a relentless focus on guest enhancement throughout the organization.

We're searching for an experienced, driven, personable hospitality sales professional - a closer who loves to win and thrives on building lasting relationships.

KEY RESPONSIBILITIES

Group & Corporate Sales Production
• Own and manage a robust sales pipeline across all revenue channels - including individual reservation enhancement, mid- to large-sized group train bookings, lodging packages, dining at Antithesis, and year-round Mansion events.
• Execute daily, weekly, monthly, and quarterly sales goals with a relentless, relationship-building approach: outbound prospecting, lead follow-up, site tours, proposals, contract negotiation, and closing.
• Develop creative packages and proposals tailored to client needs - weddings, corporate retreats, incentive groups, tour operators, reunions, holiday parties, and more.
• Build and manage a portfolio of top-tier group accounts, corporate clients, DMOs, and travel trade partners.
• Represent Royal Gorge Route Railroad at select trade shows, drive-market travel industry events, FAM trips, sales missions, and community engagements.
• Maintain accurate CRM records for all accounts, prospects, activities, and forecasts.
• Achieve monthly, quarterly, and annual revenue targets as set by the VP of Marketing and General Manager.

Wedding & Event Sales
• Own the full wedding and events sales cycle - from first inquiry to signed contract - for weddings, rehearsal dinners, corporate events, milestone celebrations, private dining at Antithesis, and other private group events.
• Develop comprehensive event packages that incorporate the full suite of Royal Gorge experiences: Mansion venue, train excursions, lodging accommodations, and dining at Antithesis.
• Manage and grow a portfolio of active leads and booked events across multiple calendar years.
• Proactively mine opportunities through CVBs, Events & Meeting Planner organizations, bridal industry networks, hospitality industry peers, and regional business communities.
• Build and continuously develop key relationships and word-of-mouth referral partnerships across Colorado and the drive market.
• Represent Royal Gorge Mansion at bridal expos, corporate event planning conferences, and community events.
• Partner with the VP on wedding and event marketing initiatives - bridal shows, online listings (The Knot, WeddingWire, etc.), social media content, and editorial features.
• Build and maintain a preferred vendor network (photographers, florists, entertainment) that enhances client experience and generates referral business.

Event Coordination & Execution
• Direct support teams on timelines, logistics, vendor communication, and client correspondence - keeping the Director's focus on selling.
• Collaborate closely with the full food and beverage team to ensure contracted events are executed flawlessly and exceed guest expectations.
• Liaise with operations, culinary, and lodging teams to deliver seamless experiences.
• Support marketing and pipeline development by soliciting referrals, testimonials and reviews, and coordinating the capture of multi-media to build social proof and attract new inquiries.

Client Relationship Management
• Serve as primary point of contact and trusted advisor for engaged couples, event hosts, corporate planners, and group buyers from first inquiry through contract execution.
• Deliver an exceptional, personalized sales experience that reflects the prestige of both the Royal Gorge Route Railroad and the Royal Gorge Mansion brands.
• Cultivate long-term relationships with key group accounts, travel agents, DMOs, and meeting planners through consistent communication, site visits, and personalized service.
• Drive repeat business and referral growth by delivering exceptional service on every contract.
• Identify upsell and cross-sell opportunities within existing accounts - expanding single-experience clients into full Royal Gorge experience guests.
• Work with the Reservations Manager to coordinate lodging blocks for wedding parties, event guests, and group rooming.

Team Mentorship & Collaboration
• Oversee and mentor the Reservations Manager to ensure that every booked guest experience is enhanced at every opportunity - improving average spend, extending time across all businesses, and building long-term relationships.
• Champion the philosophy that every guest must be availed of the opportunity to enjoy all that the train, retail, caboose, Mansion, and Antithesis have to offer via savvy enhancement and upselling throughout the full guest lifecycle.
• Provide coaching and mentorship to Concierge Sales Coordinators on upselling, inquiry conversion, and relationship-building techniques.

Reporting & Strategy Support
• Deliver weekly sales activity reports and pipeline updates to the VP of Marketing and GM.
• Provide market intelligence - competitor activity, pricing trends, event industry shifts, and demand patterns - to inform strategy.
• Assist with annual sales planning, goal setting, and budget development across group and event segments.

QUALIFICATIONS
• 7+ years of sales experience with a proven track record of quota achievement, preferably spanning both group/corporate sales and wedding or event sales in hospitality, tourism, or attractions.
• Experience with the full wedding or event sales cycle - from inquiry to contract - including multi-component proposals, vendor coordination, and high-touch client relationships.
• Proven ability to manage and close high-value, emotionally driven sales conversations with grace and professionalism.
• Strong CRM discipline and pipeline management skills across multiple market segments simultaneously.
• Highly self-motivated, organized, and comfortable managing a large and varied prospect base.
• Exceptional interpersonal and presentation skills - equally comfortable with an excited couple and a corporate meeting planner.
• Familiarity with event industry platforms (The Knot, WeddingWire, Cvent, or similar).
• Proficiency with Microsoft Office, Google Workspace, and hospitality/reservation software.
• Bachelor's degree preferred; equivalent experience considered.

COMPENSATION & BENEFITS

Compensation

Details

Base Salary

$100,000-$120,000 per year, commensurate with experience

Commission

Earned on all group, wedding, and event contracts; OTE of $130,000-$150,000+ for strong performers

Accelerated Tiers

Exceptional candidates who exceed targets consistently may qualify for accelerated commission tiers

Benefits Package
• Fully paid health, dental, and vision insurance for employee and eligible dependents
• 8% 401(k) employer match, fully vested
• Generous paid time off (PTO) - accruing from day one
• Complimentary and discounted rides on the Royal Gorge Route Railroad
• Dining discounts at Antithesis at the Royal Gorge Mansion
• Employee lodging rates at Royal Gorge Route Railroad properties
• Industry conference attendance
• Relocation assistance available for exceptional candidates

The Royal Gorge Route Railroad is an Equal Opportunity Employer.

If you require a reasonable accommodation during the application or hiring process, please contact the HR Director at (719) 276-4000.