What are the responsibilities and job description for the Catering Sales Manager position at J W Marriott?
Position Title: Catering Sales Manager
Reports To: Vice President of Sales
Department: Sales - 060000
Shift: Varies
Role: The Catering Sales Manager is responsible for proactively soliciting and managing business/social catering related opportunities. Handles incoming requests, manages the Sales process which includes Site inspections and then turns over opportunity to the Event Management Team. Adheres to all Company, Safety and Department policies and procedures. Fosters teamwork and provides excellent guest service, anticipates guest needs to exceed guest expectations. Builds brand loyalty by living the JW Marriott Core Values.
Qualifications:
- Education: High School Diploma or equivalent required; Bachelor’s Degree preferred.
- Experience: 3 years of catering sales experience in hospitality or related industries preferred.
- Skills:
- Demonstrates exceptional telephone sales skills with the ability to engage clients and close business effectively
- Exhibits strong selling capabilities and a comprehensive understanding of the full sales cycle
- Possesses solid operational knowledge to ensure sales commitments align with hotel capabilities
- Thorough understanding of Marriott lodging products, brand culture, and strategic positioning
- Strong knowledge of current food and beverage trends, menu planning, and event‑related culinary considerations
- Deep understanding of contractual agreements, negotiation components, and associated legal implications
- Excels in customer service with the ability to build, maintain, and grow long‑term client relationships
- Makes effective, timely decisions that support business objectives and guest satisfaction
- Demonstrates strong negotiation abilities to achieve mutually beneficial outcomes
- Communicates clearly and professionally with clients, partners, and internal teams
- Comprehensive knowledge of overall hotel operations and how they influence catering and event execution
- Proficient in standard office applications and hotel sales systems, including SFA and Delphi
Required Work Cards needed:
- Valid Nevada Driver’s License
- Valid Clark County Health Card
- Valid Alcohol Awareness Card (TAM Card)
Key Responsibilities: Responsibilities include, but are not limited, to the following:
Sales & Revenue Generation
- Supports and executes sales strategies that drive market share, enhance guest satisfaction, and achieve revenue goals
- Proactively solicits and manages catering-related business opportunities to grow the event pipeline
- Maximizes revenue by effectively upselling products, services, and enhancements; consistently meets or exceeds individual and team sales goals
- Responds promptly, professionally, and efficiently to incoming catering inquiries to convert leads into confirmed events
Client Relationship Management
- Builds and strengthens relationships with new and existing customers to secure repeat and future bookings
- Engages in proactive client outreach including sales calls, client entertainment, FAM trips, and participation in trade shows
- Conducts professional and engaging site inspections that highlight the hotel’s capabilities and event spaces
Contracting & Event Management
- Prepares, negotiates, and finalizes catering contracts in accordance with brand, legal, and operational standards
- Manages catering events for groups of 75 guests or fewer, including:
- Weddings
- Anniversaries
- Holiday Parties
- Corporate & Non-Profit Events
- Birthdays
- Reunions
- Proms
Internal & External Collaboration
- Develops and maintains strong working relationships with key internal partners, including Operations, Culinary, and Banquets teams, to ensure seamless event execution
- Collaborates with external stakeholders such as planners, non-profit partners, businesses, and community organizations to support long-term business growth
The above statements represent a general outline of principal job functions and should not be construed as a complete description of all aspects and requirements required for this job.
Essential Job Functions:
The physical demands described here reflect the essential functions of this position. In compliance with the Americans with Disabilities Act (ADA) and Nevada Revised Statutes (NRS) 613.330, reasonable accommodations will be provided to qualified individuals with disabilities.
Work is performed in a (type of location, i.e., office, kitchen, restaurant, casino, etc.) environment and in other locations throughout the property. Must be tolerant to varying conditions of noise level, temperature, illumination and air quality. The noise level in the work environment is usually moderate. When on the casino floor, the noise level increases too loud. Additionally, smoking is permitted in casino areas consistent with Nevada state regulations, which are followed by the employer.
- Interacts with management, applicants, fellow Associates and/or guests.
- Ability to speak, read, write and understand English.
- Ability to read, analyze and interpret documents. Ability to write reports, customer correspondence and notices to departments. Ability to effectively handle meetings, communicate one on one to staff and present to large groups.
- Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals.
- Ability to apply common sense understanding to carry out instructions and give direction in written, oral or diagram form. Ability to deal with and resolve problems involving multiple variables.
- Requires prolonged standing, mobility, bending, reaching and lifting up to up 25 pounds
- Requires eye/hand coordination and the ability to use standard office equipment
- Requires the ability to distinguish letters, numbers and symbols.
- Ability to and comply with Policies and Procedures, Job Description, daily memorandums, chemical labels (MSDS) and other instructions.