Sales and Marketing Manager

Job description

**Salary Range:** $86,000 plus 2% commission on venue sales and up to a $4k annual bonus based on top performance. **Benefits:** FREE employee-only medical coverage, a 4% employer 401(k) match, and FREE short-term disability. Other incredible benefits [HERE.](https://www.lulafit.com/careers) **Location:** Phoenix, AZ located at the beautiful [Esplanade](https://esplanadephx.com/). **Work Hours:** Monday-Friday with flexibility required for weekends based on business needs. **Reports to:** Senior Tenant Experience Director **Playbook x Onsite:** Playbook specializes in delivering exceptional hospitality services in Commercial Real Estate to fundamentally change the value proposition of the modern office. We’ve partnered with Tourmaline Capital Partners (TCP) across their national portfolio to represent and operate their workplace hospitality program and brand, [**Onsite**](https://work-onsite.com/). Onsite is a cutting edge, workplace experience platform that delivers what office tenants need to make every day productive and maximize their workplace outcomes. We deliver this through the four Onsite pillars: People, Services, Spaces, and Technology. - *Spaces* designed for work, however, and wherever employees want - *Services* curated for members, with programming designed to inspire collaboration - *People* dedicated to building community and activating experiences - *Technology* that enables it all to happen *Onsite* **Your Mission:** Your mission is to own revenue generation for the Esplanade and all private and public-facing meeting and event spaces. You lead the full sales lifecycle from inbound inquiry through contract execution, ensuring bookings are well scoped, profitable, and aligned with tenant-first priorities. Through disciplined pipeline management, thoughtful pricing, and strong client relationships, you drive consistent revenue while supporting the larger goal of positioning the Esplanade as a lifestyle destination and the place professionals in Phoenix need to be. **Your Focus:** You own the journey of how a prospect becomes a permanent part of our community. By hosting with 5-star standards during every meeting or event, you turn "amenities" into essential venues that clients will return back to. You operate with an entrepreneurial edge, proactively identifying opportunities to drive measurable vitality and revenue. Ultimately, you lead with such clarity and conviction that our spaces become the undeniable first choice for any organization seeking a home for connection and high-performance work. ### Outcomes You’ll Deliver: - **Revenue Strategy Planning and Execution:** Own the vision and strategy for the meeting and events revenue service line. This includes managing the public and private sales of a large conference center, outdoor plaza and upstairs patio event space, while funneling additional venue bookings to the in-house restaurant operator’s restaurant and private dining venues. - **Catering Sales:** Create and drive a deeply integrated partnership with Episcope hospitality to cross-pollinate venue sales and drive significant catering revenue in all meeting and event spaces. Upsell catering services to private and public clients. - **Sales Pipeline:** Build and maintain a strong pipeline for meeting and event venue bookings through paid external marketing, relevant networking opportunities, and on-site promotional activations. Work hand-in-hand with the Catering Director of Sales to build strategic relationships on campus and in tenant suites. - **Restaurant Partnerships:** Stay embedded with all additional restaurant partners on the Esplanade campus to build a strong referral pipeline and bolster retail business. This includes 4 additional restaurant concepts on-site. - **Asset and Brand Positioning:** Design intentional campaigns that make the building a magnetic destination. By showcasing your amenities through targeted activations and service showcases, you create the energy that supports your building’s long-term flourish and market presence. The clients you are booking space for and brands you are bringing into the building support the larger goal of transforming the Esplanade into an affluent lifestyle destination and the place business professionals need to be in the market. - **Maintain 5-Star Operations:** Act as the architect for meeting and event execution, defining the goals, logistics, and "run-of-show" frameworks for delivering exceptional event and meeting service. You set the stage with such precision that the events team can step in and deliver a seamless, high-impact experience every time. - **Relationship Mastery:** Serve as the primary "Connector" for internal and external partners. You’ll lead the intake process with curiosity, understanding your clients and their vision so deeply that you can translate their expectations into a flawless brand reality, while maximizing revenue potential. - **Ecosystem & Partner Synergy:** Prioritize and champion our on-site operators and local partners to create a cohesive thriving hub. You’ll orchestrate vendor selection and alignment, ensuring every partner is tuned in to our standards and contributes to the overall "house proud" atmosphere. - **Financial Stewardship & Impact Insights:** Manage your budget with an entrepreneurial mindset. Proactively forecast market patterns and provide strategic recommendations to the Senior Experience Director on promotional or sales strategies during off-peak periods. Track metrics through revenue and engagement data to inform planning decisions. ### Requirements: - 4+ years of experience driving sales leads and meeting revenue goals, preferably in large unique venue spaces. - 1+ years experience managing at least one full-time direct report - Proven experience owning operational standards, service delivery, and team performance in high-volume or high-touch environments. - End-to-end event planning and execution experience. - Skilled in driving revenue and efficiency through utilization planning, staffing models, and resource management. - Effective escalation owner, resolving complex event issues quickly while protecting the guest experience. - Comfortable partnering cross-functionally with key stakeholders to deliver an exceptional experience. - Tech-savvy, with experience using booking, scheduling, and collaboration tools (Google Workspace, Slack, event platforms). - Adaptable and confident learning new systems for membership and program management. ### Key Competencies: - **Human-Centric Intuition:** You have a natural ability to "Know Your People." You’ve demonstrated the insight to design campaigns that aren't just "nice to have," but reflect the deep-seated needs and business realities of a community, creating rituals that truly make a building a destination. - **The Blueprint Mindset:** You are a master of Setting the Stage. You possess the rigor to plan with such thoroughness and clarity that the transition from vision to execution is effortless. - **Relational Stewardship:** As a primary Connector, you build deep-rooted trust through authentic presence and relentless follow-through. Whether you’re navigating a tenant’s vision or a vendor’s logistics, you communicate with the mindset of a host and the precision of a partner. - **Balanced "Craft" & Reality:** You possess the entrepreneurial edge to balance high-energy creative campaigns with the 5-star standard realities of execution. You have a sharp eye for what’s possible, ensuring that every ambitious idea is grounded in logistical excellence and operational capacity. - **Organization & Prioritization:** You thrive in the "dance" of complex environments. You bring structure and reliability to the most intricate cultural rhythms, managing the calendar with a level of poise and prioritization that ensures the building’s heartbeat never skips a beat.