Job Description
JOB TITLE: Catering Sales Manager
DEPARTMENT: Sales and Catering
SUPERVISOR: Director of Catering
Position Purpose
The Catering Sales Manager supports the Sales and Catering team through a combination of sales responsibility and hands-on event coordination. This role would be a good fit for someone looking to further develop their catering sales abilities, event coordination, and client management skills under the guidance of the Director of Catering.
Working closely with the Director of Catering, Catering Sales Managers, Event Service Managers, and hotel operations teams, the Catering Sales Manager serves as a key liaison between clients and internal departments to deliver seamless social events and select meetings.
Evening and weekend availability is required based on business needs.
Key Responsibilities
Sales & Client Support
- Support catering sales efforts through client communication, follow-up, and relationship building via phone, email, and in-person contact.
- Manage a limited portfolio of accounts and assigned events with an individual sales goal. Sales goals are scaled to the specific role and are a portion of the overall team revenue target. Individual goals are reviewed annually as established by the Director of Sales and Director of Catering.
- Support the catering sales team to identify new business opportunities through prospecting and lead qualifications, as well as presenting larger/more complex opportunities to senior catering sales managers the for follow-up.
- Prepare and present proposals and contracts for assigned accounts under departmental guidelines.
- Upsell event enhancements, menus, and services to drive incremental revenue within assigned events.
- Participate in site inspections and client meetings, leading discussions as appropriate for assigned accounts.
- Maintain accurate client and sales activity records in Salesforce and related systems.
Event & Conference Services Coordination
- Coordinate and service all assigned social events and select meetings once turned over from Catering Sales/ Event Managers.
- Serve as the primary day-to-day contact for assigned events, responding to guest inquiries and needs within the time as set in the hotels SOP.
- Organize and conduct pre-event meetings as required.
- Ensure accurate and timely communication of event details to the banquet, kitchen, and hotel operations teams.
- Attend required meetings including BEO reviews, resumes, and departmental meetings.
- Maintain accurate and organized event files in Salesforce and other systems.
Event Execution & Operations
- Conduct periodic visits to events while in progress to ensure service standards are met.
- Stay through key portions of food functions to ensure guest satisfaction.
- Assist with running the banquet floor as needed for coverage.
- Work collaboratively with the Executive Chef and Banquet Manager on special events.
- Support service standards and assist with cleanliness and safety observations while touring the property.
Administrative & Team Support
- Maintain timely follow-up correspondence and accurate administrative records.
- Support adherence to hotel and corporate policies and SOPs.
- Represent the hotel professionally at site visits, events, or community functions as needed. Attendance and hotel hosted events may take place outside normal working hours.
- Perform other related duties in support of Sales and Catering operations.
Performance Metrics The Catering Manager’s performance will be evaluated based on a combination of sales contribution, execution accuracy, and service quality, including but not limited to:
Revenue Performance
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Achievement of assigned individual sales goal
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Incremental revenue generated through upselling on assigned events
- Event Accuracy & Execution
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Timely and accurate completion of BEOs, Diagrams, resumes, and event documentation
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Adherence to departmental timelines and standards
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Effective communication with banquet, kitchen, and hotel operations teams
Guest Satisfaction
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Client feedback and post-event follow-up results
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Responsiveness to client needs and issue resolution during events
Professional & Team Contribution
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Participation in required meetings and pre-event planning sessions
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Compliance with hotel policies, SOPs, and Salesforce standards
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Collaboration and support of the Sales and Catering team
REQUIRED SKILLS & QUALIFICATIONS
- Strong organizational and time-management skills with the ability to manage multiple events.
- Working in stressful, high pressure situations, being able to evaluate and select among alternate courses quickly and accurately
- Excellent interpersonal and communication skills, both written and verbal.
- Customer-service focused with a professional demeanor.
- Basic knowledge of food and beverage operations.
- Proficient in Microsoft Word, Excel, and Outlook. Delphi & Salesforce experience preferred. M365 and OPERA experience a plus.
- Ability to work flexible hours including evenings and weekends.
- Team-oriented with a willingness to learn and grow within the department.
- Position requires sitting, standing, & walking for extended periods, and the ability to navigate event spaces.
EDUCATION & EXPERIENCE
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Four year college degree required, Hospitality degree a plus
OR
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High school diploma or equivalent required; college degree preferred. Hospitality degree a plus
- Previous experience in hospitality, catering, events, or hotel operations preferred.
- Prior exposure to catering sales, conference services, or banquet operations a plus.
Exemption Status: Exempt
