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About the job

The Catering Sales Manager will actively prospect for new business, respond to and qualify inquiries, develop creative proposals, conduct site visits, negotiate contracts, and manage the sales process through conversion. Once business is confirmed, the Manager will serve as the primary client contact through the planning and execution process, coordinating closely with Banquets, Food & Beverage, Culinary, Front Office, Engineering, and other hotel departments and vendors to ensure seamless event delivery.

The ideal candidate is a proactive and results-oriented salesperson with excellent relationship-building skills, strong negotiation abilities, exceptional attention to detail, and the organizational discipline required to manage multiple events and priorities simultaneously.

ESSENTIAL FUNCTIONS

Actively prospect for new corporate and social catering business through outbound sales efforts, networking, referrals, partnerships, industry events, local market research, community events and other business-development activities.

Develop and maintain a healthy pipeline of prospective catering business and consistently pursue opportunities to achieve or exceed revenue goals.

Respond to incoming event inquiries in a timely, professional, and personalized manner.

Qualify leads based on event requirements, guest count, date, budget, revenue potential, and overall fit with the hotel.

Conduct sales presentations, site inspections, client meetings, tastings, and event consultations.

Develop creative proposals and customized event experiences that align with client objectives while maximizing hotel revenue.

Build and maintain strong relationships with corporate clients, meeting planners, event professionals, social clients, wedding and special-event contacts, and local community partners.

Identify opportunities to generate repeat business, referrals, and additional revenue from existing accounts and clients.

Maintain an in-depth understanding of the hotel’s event spaces, culinary offerings, amenities, services, and competitive positioning.

Stay informed about local market trends, competitor activity, seasonal demand, and emerging opportunities within the corporate and social events markets.

SALES PROGRESS & NEGOTIATION

Manage the full sales cycle from initial inquiry and qualification through contracting, deposit, final details, event execution, and post-event follow-up.

Prepare and present proposals, estimates, menus, packages, and contracts in accordance with hotel standards and revenue objectives.

Negotiate rates, menus, packages, minimums, concessions, and other contract terms while protecting hotel profitability and brand standards.

Maintain accurate and timely records of leads, opportunities, contracts, revenue, and client activity within the hotel’s sales and catering systems. Monitor sales pipeline, conversion, pace, and production against established goals.

Follow up consistently with prospects and clients to maximize conversion and ensure no viable business opportunity is overlooked.

Ensure all contracts and event details are accurate, complete, and communicated appropriately to the operational team.

EVENT PLANNING & SERVICE

Develop detailed event plans and ensure all client requirements, preferences, timelines, and special requests are accurately documented and communicated.

Coordinate menus, room setups, audiovisual requirements, décor, entertainment, transportation, amenities, and other event components as applicable.

Conduct planning meetings and event reviews with clients and internal hotel teams.

Coordinate closely with Banquets, Culinary, Food & Beverage, Front Office, Engineering, Housekeeping, Security, and other departments to ensure seamless execution.

Monitor event progress and serve as a key point of contact for the client during event execution.

Anticipate client needs and proactively resolve challenges or changes before and during events.

Ensure the client experience consistently reflects the hotel’s luxury service standards.

Conduct post-event follow-up to gather feedback, address outstanding items, and identify opportunities for future business.

Maintain strong relationships with clients beyond the individual event to encourage repeat and referral business.

REVENUE & PERFORMANCE

Achieve or exceed individual catering sales and revenue goals.

Develop business that supports overall hotel occupancy, food and beverage revenue, and profitability objectives.

Identify opportunities to maximize event revenue through menu enhancements, upgrades, ancillary services, and additional event components.

Monitor individual sales performance, conversion, average spend, and other relevant KPIs.

Provide accurate forecasts and updates regarding event pace, pipeline, and anticipated revenue.

Partner with Revenue Management and Sales Team to ensure business is evaluated based on overall value, profitability, and hotel strategy.

QUALIFICATION STANDARDS

Bachelor’s degree in Hospitality, Business, Marketing, Sales, or a related field preferred.

3+ years of experience in hotel catering sales, event sales, hospitality sales, or a related field; luxury or upper-upscale hotel experience strongly preferred.

Demonstrated success in generating new business and achieving sales or revenue goals.

Proven experience managing the full sales cycle, including prospecting, qualification, proposal development, negotiation, contracting, and closing.

Experience selling and servicing both corporate and social events preferred.

Strong understanding of catering, banquet operations, event planning, and hotel operations.

Exceptional relationship-building, communication, presentation, and negotiation skills.

Highly organized with exceptional attention to detail and the ability to manage multiple events, clients, and deadlines simultaneously.

Strong business-development mindset with the confidence and persistence to actively prospect for new business.

Ability to build trust and maintain long-term relationships with clients and industry partners.

Strong problem-solving and decision-making skills, particularly in a fast-paced event environment.

Ability to remain composed and service-oriented while managing changing client needs and time-sensitive situations.

Strong financial acumen and understanding of event pricing, profitability, contracts, and revenue management principles.

Proficiency with Microsoft Office Suite and familiarity with hotel sales and catering systems/CRM platforms.

Professional, polished, and service-oriented demeanor appropriate for a luxury hospitality environment.

Flexibility to work evenings, weekends, and holidays based on event schedules and business needs.