Special Group Sales Manager

The Cal Alumni Association (CAA) provides all Cal graduates with rewarding connections to the university, to fellow alums, and to current students. Founded by the original graduates of the University of California in 1872, the Cal Alumni Association today represents more than half a million alums living throughout the world.

Our mission is to cultivate a lifelong relationship with our alma mater by connecting and inspiring alums, students, and the campus community through meaningful and inclusive opportunities. We foster a culture that celebrates diversity, creates a sense of belonging, and advances equity.

The Lair of the Golden Bear is seeking a results‑driven Special Group Sales Manager to generate new customers and revenue to the Lair through Special Group sales. Prospects include campus, alumni, and student groups; corporate retreats and team building; weddings; middle schools that would attend Science Camp; and other events where our property could be rented and used. This position will also build strategic partnerships and drive revenue across all Lair operations.

This role reports to the Lair's General Manager.

This job is based in Berkeley, CA, with periodic travel to Pinecrest.

• Identify, promote, network, pursue, and develop new business through special group sales for campus clubs, organizations, departments, teams, and other university groups, including CAA alumni chapters; corporate and team retreats; weddings; middle schools to attend Science Camp; and other events at our new Lair Lodge at Camp Oski during our non‑summer season.
• Prospect through networking, referrals, cold outreach, Linked In, industry events, to develop and secure new business opportunities.
• Manage the full sales cycle from prospecting to proposal to negotiation to closing and follow‑up as needed with event or session.
• Create and build customized retreat schedules to meet the needs and objectives of the group.
• Account management as needed by working with the Lair team so that session exceeds groups expectations. Maintain relationships and network with leads of groups for consideration of returning and for introductions to future new business.
• Track pipeline activity, forecasts, and performance metrics.
• Achieve monthly, quarterly, and annual revenue goals.

• Develop and execute plans for expanding participation and occupancy for family camp sessions, especially Weeks 2, 5, and 10, as well Club Lair, College Prep Camp, and Bear Music Fest.
• Identify and implement new value‑added offerings (e.g., bed sheets, food & wine, mattresses, rentals) to increase participation and revenue.
• Grow special group sales for summer shoulder season, primarily weekends in the end of August through September.

• Work with CAA's Business Development team on opportunities where cross‑promotion can drive Lair revenue.
• Seek business opportunities that add value to the Lair guest experience.

• Work across all Lair departments to ensure smooth camp operations and exceptional guest experience.
• Flexibility to provide hands‑on support as needed, ensuring seamless operations, problem‑solving in real time, and maintaining high service standards. This could include collaborating with marketing and operations to ensure success of group experience.
• Support fundraising efforts, working with CAA's Development Department to meet or exceed fundraising targets for the Lair.

• Support the Lair's evolving business needs with additional tasks as assigned. These needs may or may not be directly related to a group brought in by this position.

• Previous sales and business development experience, with proven ability to meet net sales targets.
• Excellent written, verbal, and presentation skills to interact and communicate with diverse groups both online and in person.
• Ability to work efficiently, multitask, and meet deadlines. Ability to manage and prioritize projects.
• Excellent computer skills using spreadsheet, database management, presentation, and…