Catering Sales Manager

Description

Department:
Sales & Marketing

Reports To:

Director of Sales & Marketing

Supervisory Responsibility:
Conference Services Coordinator

Pay Range: $60,000 - $65,000 annual, plus eligibility for quarterly performance-based bonus

The Catering Sales Manager is responsible for driving catering and event revenue through proactive

solicitation, relationship development, and strategic sales efforts. This position manages the sales

process from initial inquiry through contracting for meetings, conferences, corporate events,

weddings, social functions, and other catered events, including associated guest room

accommodations when applicable.

The Catering Sales Manager oversees the Conference Services Coordinator, who manages event

detailing, planning, and on-site coordination following contract execution. While the Catering Sales

Manager maintains overall accountability for client satisfaction and event success, the primary

focus of this position is generating new business, growing existing accounts, and achieving catering

revenue goals.

• Proactively solicit and secure new catering and event business through outbound sales efforts, prospecting, networking, referrals, and community partnerships.
• Manage incoming inquiries, conduct site tours, prepare customized proposals, negotiate pricing and contractual terms, and execute event contracts.
• Develop and maintain relationships with corporate clients, associations, nonprofit organizations, event planners, local businesses, and social clients to drive new and repeat business.
• Develop and execute sales strategies to achieve or exceed established catering revenue goals.
• Identify opportunities to maximize revenue through strategic pricing, menu enhancements, event upgrades, and additional hotel services.
• Maintain an active sales pipeline, consistent follow-up practices, and accurate sales activity records.
• Contract guest room accommodations associated with assigned events as applicable, collaborating with the Director of Sales & Marketing and Group Sales team on pricing and booking strategy.
• Represent the hotel at networking functions, community events, client appointments, and industry activities.

• Manage the sales process through contract execution, ensuring accurate event specifications, pricing, space assignments, deposits, and contractual terms.
• Facilitate a thorough transition of contracted events to the Conference Services Coordinator for detailed planning, client coordination, and execution.
• Maintain oversight of contracted business to ensure client expectations, financial commitments, and hotel standards are met.
• Provide guidance and support to the Conference Services Coordinator in addressing significant client requests, contractual changes, or service concerns.
• Lead the weekly BEO meeting, ensuring operational departments are informed of upcoming events, key requirements, and any significant changes.
• Collaborate with Banquets, Culinary, Food & Beverage, and hotel leadership to support successful event execution without assuming responsibility for day-to-day event detailing or on-site coordination.
• Maintain overall accountabilityy for client satisfaction, event success, and long-term relationship development.

• Directly supervise, train, coach, and develop the Conference Services Coordinator, establishing clear expectations, priorities, and performance standards.
• Oversee the accuracy and timely completion of BEOs, event documentation, and planning responsibilities managed by the Conference Services Coordinator.
• Ensure effective communication and a seamless transition between the sales, conference services, and…