What are the responsibilities and job description for the Catering Sales Manager position at Westin La Paloma Resort and Spa?
The Catering Sales Manager will cultivate new volume accounts while strengthening relationships with assigned existing accounts to drive business growth. Enhance the brand's presence and reputation within the local community across multiple hotel properties.
HOW YOU?LL SHAPE THE EXPERIENCE & FUTURE
- Handle and follow up on inquiries for small meetings/events with or without guestrooms. Follow up on leads by qualifying the customer?s needs and dates for the event to determine if the business is a good fit for the property.
- Negotiate contracts and banquet event orders (BEO). Identify and price customer needs for the event, up-selling where possible, and closing the sale with the customer, collecting the customer deposit and signature on the BEO.
- Communicate group details/changes to all hotel departments, coordinating customer?s needs with other property business and activities to ensure customer?s expectations are met and the property operates efficiently.
- Present potential business at Driver Meetings to determine best mix of customers for hotel to attain budgeted revenues. Conduct meetings with client and hotel staff to ensure each event meets client?s expectations.
- Finalize and detail catering plans for groups contracted by assigned sales manager. Completely orchestrates these functions on-site or off-site. Empowered to do whatever it takes to solve problems.
- Prospect for new catering business using a wide variety of methods including phone calls, outside sales calls, trade shows, attending community functions, blitzes, internet prospecting, supplier partnerships, etc.
- Monitor blocked space to ensure group is meeting their contractual obligations. Initiate release of blocked space on cut-off date to allow sale of these rooms to other customers.
- Maintain account files in software system, ensuring accurate communication between client and hotel staff.
- Other duties as assigned.
KEY STRENGTHS FOR SUCCESS
- Strong sales and negotiation acumen with the ability to identify and close business opportunities.
- Relationship builder with a client-first mindset and polished communication skills.
- Detail-oriented event planner with the ability to manage multiple programs and deadlines.
- Highly organized with expertise in BEO creation, lead management, and CRM systems.
- Strategic thinker who can align sales initiatives with broader business goals.
- Comfortable in a fast-paced, multi-property environment.
- Proven ability to upsell and maximize revenue without compromising guest satisfaction.
- Confident presenter and team collaborator with a hospitality-driven work ethic.
PROFESSIONAL EXPERIENCE
Minimum 2 years of experience in catering sales or related hotel disciplines, including:
Convention services
Event planning and execution
Banquet or culinary operations
Proven track record of exceeding sales targets and client satisfaction metrics.
ACADEMIC BACKGROUND
- Bachelor?s Degree in Business, Hospitality Management, Marketing, or a related field.
- Must possess a valid driver?s license and reliable transportation for attending client appointments, off-site events, and community functions.
Benefits
- Medical, dental, and vision (HSA available)
- Company-paid disability & life insurance
- Employee Assistance Program
- Supplemental benefits
- 401(k) with match
- Employee discounts
- Paid vacation & sick time