Position Overview
The Catering Sales Manager is responsible for driving catering and event revenue for the DoubleTree by Hilton Huntington through proactive sales, relationship development, and exceptional client service. This position will identify and secure new business while maximizing revenue from existing accounts and repeat customers across the corporate, social, SMERF, wedding, celebration, and local community markets.
The Catering Sales Manager serves as the primary point of contact for assigned clients from initial inquiry through post-event follow-up, ensuring each event is thoughtfully planned, accurately detailed, and successfully executed. The ideal candidate is a highly motivated sales professional who thrives on building relationships, prospecting for new business, closing opportunities, and creating memorable guest experiences.
Key Responsibilities
Sales & Business Development
Develop and execute proactive sales strategies to achieve or exceed assigned catering revenue and booking goals.
Actively prospect for new catering business through telephone solicitation, outside sales calls, networking, referrals, community involvement, industry events, social media, and other lead-generation opportunities.
Develop and maintain relationships with local businesses, wedding and event planners, social organizations, community groups, corporate accounts, and other key sources of catering business.
Respond promptly and professionally to catering inquiries and leads, qualifying opportunities based on date, space, guest count, event requirements, and revenue potential.
Conduct creative and compelling property tours and site inspections that showcase the hotel's meeting space, guest rooms, food and beverage offerings, and overall event experience.
Prepare proposals, negotiate contracts, and close catering opportunities in accordance with hotel guidelines and revenue objectives.
Maintain an active sales pipeline and accurate account and booking information in the hotel's sales and catering systems.
Identify opportunities to generate repeat and referral business through consistent client follow-up and relationship management.
Participate in sales blitzes, trade shows, networking events, bridal/wedding events, community functions, and other activities designed to increase hotel visibility and generate business.
Revenue Optimization
Maximize catering revenue and profitability through strategic upselling of menus, food and beverage enhancements, meeting space, audiovisual services, room blocks, and other hotel offerings.
Recommend creative menus, packages, and enhancements that meet client needs while maximizing revenue and profitability.
Understand local market conditions, customer buying patterns, competitor activity, and emerging catering trends.
Work closely with the Director of Sales & Marketing, Revenue Management, and Food & Beverage leadership to maximize need-period revenue and overall hotel profitability.
Monitor booking pace, pipeline activity, conversion opportunities, and production against established goals.
Manage accounts and opportunities with a focus on profitable business that aligns with the hotel's overall business strategy.
Event Planning & Detailing
Serve as the primary client contact from contract signing through event completion, ensuring all expectations are clearly communicated and documented.
Develop accurate and detailed Banquet Event Orders (BEOs), proposals, contracts, diagrams, event resumes, and other required documentation.
Conduct planning meetings, menu consultations, tastings, and other client meetings as necessary to finalize event details.
Coordinate event requirements including menus, room setups, audiovisual needs, décor, timelines, special requests, guest counts, and other operational details.
Communicate all event details and changes clearly and timely to Banquets, Culinary, Front Office, Housekeeping, Engineering, Finance, and other appropriate departments.
Participate in BEO meetings, daily business reviews, staff meetings, pre-event meetings, and other hotel meetings as required.
Conduct pre-event inspections and be present for key events as needed to ensure successful execution and client satisfaction.
Welcome clients and event contacts upon arrival and maintain a visible presence during assigned functions.
Anticipate potential challenges and work proactively with hotel leadership and operating departments to develop solutions.
Teamwork & Hotel Operations
Maintain effective working relationships with all hotel departments to ensure seamless event execution and exceptional guest service.
Partner closely with the Banquet Manager, Executive Chef, Food & Beverage team, and hotel leadership to ensure all contracted services are delivered as promised.
Maintain complete knowledge of hotel facilities, meeting space capacities, room setups, menus, banquet services, amenities, and local attractions.
Ensure compliance with all Shaner Hotels, Hilton, and hotel policies, procedures, standards, and applicable regulations.
Support the overall Sales & Marketing team and assist with other hotel initiatives and responsibilities as business needs require.
Maintain flexibility to work evenings, weekends, holidays, and other varied schedules based on event and business demands.
Qualifications
High school diploma or equivalent required; bachelor's degree in Hospitality Management, Business, Marketing, or a related field preferred.
Minimum of 2 years of experience in hotel catering sales, event sales, convention services, banquet operations, hospitality sales, or a related field preferred.
Proven ability to prospect for new business, develop client relationships, negotiate contracts, and close sales.
Demonstrated ability to achieve or exceed revenue and production goals.
Strong knowledge of catering, banquet operations, food and beverage, and event planning.
Excellent verbal, written, presentation, negotiation, and interpersonal communication skills.
Strong organizational skills with the ability to manage multiple events, deadlines, and client relationships simultaneously.
Proficiency with Microsoft Office and hotel sales/catering systems such as Delphi, Cvent, or similar platforms preferred.
Ability to analyze business opportunities, understand revenue potential, and make sound business decisions.
Ability to work independently while also collaborating effectively with hotel leadership and operating departments.
Professional appearance and demeanor with a strong commitment to hospitality and customer service.
Knowledge of the local Huntington market, businesses, organizations, venues, and community is strongly preferred.
Bilingual English/Spanish skills are a plus.
Must be available to work evenings, weekends, holidays, and varied shifts based on business and event needs.
What Success Looks Like
Success in this role will be measured by the Catering Sales Manager's ability to:
Consistently achieve or exceed catering revenue and booking goals.
Build a strong and diversified catering pipeline.
Generate new business through proactive prospecting and community engagement.
Increase average catering spend through effective upselling and creative solutions.
Convert inquiries into confirmed business.
Develop repeat and referral business from satisfied clients.
Maintain accurate, timely, and detailed event documentation.
Deliver seamless event experiences in partnership with hotel operations.
Build strong relationships throughout the Huntington business and social community.
Contribute to the overall revenue, profitability, and guest satisfaction goals of the DoubleTree by Hilton Huntington.
Shaner Hotels has an exciting opportunity to grow your hospitality career at the DoubleTree by Hilton Huntington! Located in downtown Huntington, West Virginia, near Marshall University, our hotel offers an exceptional environment for associates who are passionate about creating memorable guest experiences.
The DoubleTree by Hilton Huntington features more than 20,000 square feet of flexible meeting space, a seasonal outdoor pool, and a variety of amenities designed to make every guest's stay comfortable and enjoyable. Whether guests are visiting for Marshall University Thundering Herd sporting events, business travel, meetings, or exploring the Huntington area, our team delivers the warm hospitality and service guests expect.
Guests can enjoy delicious dining experiences at Doppio Albero Restaurant and unwind at Bootleggers Lounge, featuring comforting favorites and expertly crafted cocktails in a welcoming atmosphere.
If you're looking for an exciting opportunity to begin or advance your hospitality career, the DoubleTree by Hilton Huntington is the perfect place to grow with Shaner Hotels. Join our team and become part of an award-winning hospitality organization focused on service excellence, teamwork, and career development.
Shaner Hotel Group
Shaner Hotels is one of the hospitality industry's leading award-winning hotel owner-operators and management companies. Our growing portfolio includes more than 70 full-service, select-service, extended-stay, and resort properties, representing over 8,000 guest rooms across 14 states and three countries.
We proudly partner with many of the world's most recognized hospitality brands, as well as distinctive independent hotels, delivering exceptional guest experiences and operational excellence across every property.
Beyond hotel management, Shaner Hotels provides a comprehensive range of hospitality services for investors, hotel owners, and brand partners, including hotel development, design and construction, revenue management, e-commerce, sales and marketing, human resources, accounting, and operational support.
Whether you're joining one of our hotels or our corporate team, you'll become part of an organization committed to innovation, professional growth, and delivering outstanding hospitality. At Shaner Hotels, we invest in our people and provide opportunities to build rewarding careers across every area of the hospitality industry.
