Catering Sales Manager

Job Overview
As the Catering Sales Manager, you will be responsible for generating catering revenue through proactive sales efforts, responding to inquiries, and managing client relationships for on-property events. You will support the execution of the hotel’s catering strategy by identifying new opportunities, developing client relationships, and converting inquiries into successful events.

You will manage the catering sales and planning cycle from initial inquiry through booking, detailing, and execution, while maintaining an organized pipeline and consistent activity levels. This role requires close collaboration with Culinary, Banquets, Sales, and Operations teams to ensure seamless event execution and an exceptional guest experience.

Success in this role is measured through individual catering revenue production, conversion rates, event execution quality, and client satisfaction.

Job Responsibilities

• Generates catering revenue through proactive prospecting, responding to inquiries, and managing assigned accounts.
• Manages the catering process from lead intake through booking, detailing, and event execution to ensure a seamless client experience.
• Responds to catering inquiries and RFPs in a timely and professional manner to maximize conversion opportunities.
• Conducts site tours and client meetings to showcase event spaces and services.
• Maintains and grows assigned accounts while identifying new opportunities for catering and event business.
• Partners with Culinary and Banquet teams to align on menus, service expectations, and event logistics.
• Ensures all event details are accurately captured and communicated through Banquet Event Orders (BEOs).
• Supports event execution as needed to ensure client satisfaction and service excellence.
• Perform special projects and other responsibilities as assigned.

Catering Strategy & Business Development

• Executes catering sales strategies within assigned segments (corporate meetings, social events, weddings, SMERF, etc.).
• Conducts proactive outreach including calls, emails, and networking to generate new catering business.
• Maintains an active schedule of client interactions including site visits, tastings, and planning meetings.
• Identifies opportunities during need periods and works to generate demand for event space and catering services.
• Builds strong relationships with clients, planners, and local vendors to drive repeat and referral business.

RFP Management & Proposal Excellence

• Responds to catering inquiries and RFPs with accuracy, timeliness, and attention to detail.
• Develops customized proposals including menus, pricing, and event details that align with client needs and hotel capabilities.
• Maintains consistent follow-up on all opportunities to move business through the pipeline.
• Ensures all client communication reflects professionalism and brand standards.

Contracting, Negotiation & Risk Management

• Supports contract preparation and ensures accuracy in all catering agreements.
• Negotiates within established guidelines to secure business while maintaining profitability.
• Ensures proper documentation of event details, deposits, and payment schedules.
• Escalates non-standard requests or high-risk situations to leadership as appropriate.

Cross-Functional Collaboration & Turnover

• Works closely with Banquets, Culinary, and Operations teams to ensure seamless execution of all events.
• Communicates all client expectations clearly through detailed and accurate BEOs.
• Participates in pre-convention and pre-event meetings as needed.
• Supports on-site event execution to ensure service standards are met and client expectations are exceeded.
• Assists in addressing client concerns promptly to maintain satisfaction and relationships.

Reporting & Analytics

• Maintains accurate records of catering activities, accounts, and pipeline in CRM and event systems.
• Tracks individual production against revenue goals.
• Provides input on market trends, client preferences, and competitive activity.
Supports leadership with reporting and forecasting as needed.

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Education: Four-year college degree in Business, Marketing, Hospitality Management (or related) preferred, or equivalent combination of education and experience.

Experience: Minimum of two to four (2–4) years of experience in hotel sales, catering sales, or related hospitality field. Experience working with group and/or corporate accounts preferred.

Travel required: Ability to travel locally for client appointments, networking, and site visits as needed. Occasional overnight travel for trade shows/market visits may be required as the business requires.

Physical requirements: Ability to move throughout the property/venue during site inspections and events; ability to stand/walk for extended periods as needed during events days; ability to lift and carry light materials (e.g., brochures, signage, sample kits) as required.

Skills and Abilities:

• Strong communication and relationship-building skills.
• Exceptional organizational and detail-oriented planning abilities.
• Basic sales and negotiation skills with a desire to grow.
• Proficiency with CRM systems, event management systems, and Microsoft Office.
• Ability to manage multiple events and priorities simultaneously.
• Hospitality-focused mindset with a commitment to delivering exceptional guest experiences.
• Ability to work flexible hours, including evenings, weekends, and holidays based on event schedules.

Employment practices are administered in accordance with applicable federal, state, and local laws.This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties, and skills required. Management reserves the right to modify, add, or remove duties as necessary.