CATERING SALES MANAGER JOB DESCRIPTION

A Catering Sales Manager owns the full revenue and client relationship pipeline for a hotel's banquet and catering operation. Every private event on property - from a corporate luncheon to a wedding reception - flows through this role, from the first inquiry call to final billing. ServSafe certification and Food Handler compliance are baseline requirements that distinguish this seat from a standard sales position. Where this role succeeds, the function diary stays full and check averages hold; where it falls short, venues sit dark and repeat business walks.

As the Catering Sales Manager, you drive top-line catering revenue by converting prospects into contracted events and managing each account through execution and re-solicitation. Working within the hotel's Food and Beverage structure and reporting to the Director of Catering or Director of Sales and Marketing, you oversee everything from prospecting and menu detailing to onsite supervision and post-event follow-up.

Career Impact: Owning a hotel's catering revenue line - including corporate accounts, weddings, and social segments - builds a measurable track record in hospitality sales that directly supports advancement to Director of Catering or Director of Sales and Marketing.

Business Impact: Every contracted event this role closes translates directly into banquet revenue, Food and Beverage margin, and guest satisfaction scores that determine whether a property meets its annual financial targets.

Growth Opportunity: The combination of outside sales, menu costing, event operations, and budget forecasting developed in this role expands your market value across full-service hotel brands, independent venues, and luxury hospitality groups.

• Solicit new catering accounts across corporate, social, and wedding segments to meet monthly and annual revenue targets.
• Convert inquiries into contracted events by conducting tours, tastings, and negotiations through to signed agreements and deposit collection.
• Detail each event by capturing menu selections, floor plans, and setup requirements, then communicate specifications to culinary and operations teams.
• Manage the function diary and adjust space allocation to maximize revenue potential across all booking segments.
• Oversee onsite execution of private events to ensure setup, service, and client experience meet contracted specifications.
• Lead and develop the Catering Coordinator, including scheduling, performance feedback, and day-to-day workflow direction.
• Coordinate support services including audio-visual, décor, and entertainment vendors to deliver complete client satisfaction.
• Maintain client accounts through post-event re-solicitation, referrals, and ongoing relationship management to drive repeat business.

• Bachelor's degree in Hospitality Management, Business Administration, or a related field, or equivalent work experience.
• Two or more years of hotel catering or banquet sales experience, with demonstrated ability to close and manage event contracts.
• ServSafe certification and current Food Handler Certification, or ability to obtain both within 90 days of hire.
• Proven ability to negotiate contracts, present menu proposals, and manage pricing integrity under revenue pressure.
• Strong mathematical competency including the ability to calculate check averages, labor ratios, and budget variances.
• Effective verbal and written communication skills across client-facing, vendor, and interdepartmental contexts.
• Ability to work a flexible schedule including evenings, weekends, and holidays as event volume requires.

• Three or more years of catering sales experience in a full-service or luxury hotel environment with a documented revenue track record.
• Working knowledge of event management or property management software used in hotel catering operations.
• Familiarity with Beverage Service certification programs such as TIPS, reflecting compliance fluency beyond base requirements.
• Experience leading or mentoring a catering support team, including a coordinator or administrative role.

• Monthly catering revenue vs. budget, reflecting how consistently bookings convert to realized hotel income.
• Function diary utilization rate, measuring the percentage of available event space booked each period.
• Client re-solicitation rate, tracking how many closed accounts are followed up and re-booked within 12 months.
• Check average per event, indicating effectiveness of upselling and menu detailing on contracted events.
• Lead response time, measuring how quickly inquiries receive a substantive follow-up from initial contact.
• Typical tools: Event management software (commonly Delphi or equivalent); property management systems (commonly OnQ or equivalent); productivity suite (commonly Microsoft Office).

• Base Salary Range: $52,000 to $72,000 annually, varying by market and property tier.
• Bonus: Commission or incentive pay tied to monthly and annual catering revenue targets.
• Equity: Not typical for this role at the property level.
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by brand.
• PTO: 10 to 15 days annually, plus hotel-observed holidays.
• Common Perks: Hotel employee rates, complimentary or discounted meals on property, uniforms provided.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Reasonable accommodations are available to qualified individuals with disabilities throughout the application and employment process, in compliance with the Americans with Disabilities Act. All applicants are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected by applicable federal, state, or local law. A pre-employment background check, which may include verification of prior employment and criminal history, is required as a condition of hire. Candidates must be authorized to work in the United States.

The Catering Sales Manager owns the full operational and revenue cycle of a hotel's banquet and catering department, from hiring and scheduling front of house staff to recording Banquet Event Orders and coordinating billing with Accounting. Reporting to executive management and collaborating across Food and Beverage, this role delivers the guest satisfaction, labor cost control, and regulatory compliance outcomes that keep catering operations profitable and running to standard.

Key Responsibilities

• Hire, supervise, and manage front of house staff in the banquet and catering department.
• Develop, implement, and manage operational goals and monitor achievements of performance and profit objectives.
• Create effective and efficient schedules while maintaining labor costs, meeting staffing objectives, and achieving guest satisfaction.
• Assist in the budget process for the department and provide recommendations on budget initiatives.
• Report budget concerns to management.
• Ensure compliance with departmental budget initiatives.
• Support, promote, and demonstrate superior customer service in accordance with department standards and programs.
• Ensure customer service standards are followed by all team members and address issues as they arise.
• Record all Banquet Event Orders in the event management system and POS system.
• Assist clients with problems or special requests to ensure the best personal service to meet guest needs.
• Ensure that banquet and catering equipment is in proper operational condition and cleaned on a regular basis.
• Ensure all banquet and catering facilities are cleaned, vacuumed, and properly stocked according to anticipated business volume.
• Record deposits, forward checks to Accounting, and coordinate billing and credit approval for clients.
• Plan, coordinate, and supervise the execution of all internal and external event functions to ensure a top-notch experience.
• Meet and exceed monthly and annual revenue targets through referrals, telephone solicitation, direct mail, outside sales calls, networking, and community marketing techniques.
• Ensure compliance with all regulatory requirements within area of responsibility and report potential issues to executive management.
• Assist in other areas of Food and Beverage as needed.
• Maintain strict confidentiality in all departmental matters.
• Develop and manage staff training programs and rewards and recognition initiatives.
• Evaluate team members within the department and deliver performance feedback.
• Determine staffing recommendations, including interviewing and hiring, to meet business needs.
• Determine work procedures and expedite workflow.
• Manage employee performance through disciplining, coaching, and counseling.

Education & Experience

• Associate's degree from an accredited college or university, or a minimum of four years of previous supervisory experience, or an equivalent combination of education and experience.
• Must complete and maintain certification in the Beverage Service Program.
• Obtain and maintain proper Food Handler Certification.
• Be ServSafe Certified in accordance with applicable health code regulations.
• Minimum of four years of previous supervisory experience or equivalent education and experience combined.
• Previous experience in Food and Beverage desired.
• Knowledge of hotel operations including guest services, reservations, housekeeping, audio visual, accounting, restaurants, bars, and engineering.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to perform mathematical operations including addition, subtraction, multiplication, and division across all units of measure.
• Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.
• Proficient in Microsoft Office programs including Outlook, Word, Excel, and Publisher.
• Excellent motivational, communication, and customer service skills required.
• Ability to read and interpret documents such as safety rules, operating instructions, and procedure manuals.
• Flexible to work all shifts including holidays, nights, weekends, and overtime as business needs dictate.

Embedded within the Sales and Marketing department, the Catering Sales Manager leads local corporate, wedding, and social booking segments for a luxury hotel operation, conducting outside sales calls and managing the full pipeline from prospecting through monthly forecasting and month-end recaps. Working closely with the Director of Sales and Marketing and the regional sales office, this role builds the account visibility and repeat client relationships that sustain revenue growth across quarterly and annual goals.

Core Functions

• Complete on-boarding checklist encompassing global familiarization process to include competitive site inspections and email introductions to professional contacts.
• Manage local corporate, weddings, and social booking segments.
• Detail and service group meetings and events.
• Review and discuss sales goals with the Director of Sales and Marketing.
• Plan monthly site inspections, client trips, and ongoing sales trips as required.
• Create and implement a strategic prospecting plan and sales action plan for review.
• Actively participate, orchestrate, and initiate projects and meetings as required to achieve sales goals.
• Meet and exceed monthly, quarterly, and annual sales goals.
• Establish and maintain visibility with industry accounts.
• Methodically solicit potential clients for future business on an ongoing basis.
• Conduct outside sales calls and polished presentations to current and prospective clients.
• Attend hotel and industry-related functions and tradeshows.
• Represent and cross-sell group properties.
• Support the regional sales office and maintain relationship with them.
• Entertain potential and existing clientele to develop and maintain relationships.
• Participate in annual budget and marketing plan.
• Participate in monthly forecasting and month-end recaps.
• Lead the Catering Coordinator.
• Assist the Corporate Sales Manager as directed by the Director of Sales and Marketing.

Required Qualifications

• Three to five years of experience in a comparable position in a luxury hotel operation preferred.
• Excellent knowledge of all aspects of luxury market segments.
• Must be highly numerate and able to work comprehensively with spreadsheets and budgeting packages.
• Proficient in Microsoft Office software.
• Proficient in OnQ and Delphi.
• Fluent in the EventReady Program.
• Excellent communication skills across verbal, written, and nonverbal formats.
• Professional and appropriate business appearance and presentation.
• Possess excellent organizational and administrative skills.
• Quality driven with a passion for excellence in guest service and satisfaction.
• Approachable, open minded, and fair.
• Able to work in a team and independently on occasion.
• Willing and capable of learning and applying new systems.
• Able to take on additional tasks as assigned.
• Fluent in English.
• Able to sit and stand for extended periods of time.
• Flexible work hours to meet the demands of a 24-hour operation.

Reporting to hotel leadership, the Catering Sales Manager drives direct-selling in the local corporate catering market, negotiating and closing contracts with clients prior to events and creating profitable menus distributed to Food and Beverage departments. Partnering with culinary and operations teams, this role delivers complete client satisfaction by coordinating support services and physically verifying all function arrangements against specifications to protect both repeat bookings and check averages.

Primary Duties

• Solicit direct-selling in the local corporate catering market.
• Plan and detail booked events.
• Maximize catering revenues wherever possible and minimize erosion of check averages from price-sensitive groups.
• Communicate function arrangements to all responsible hotel departments.
• Communicate with clients prior to events to initiate, negotiate, and close contracts for all catered functions.
• Create profitable menus and distribute client expectations to Food and Beverage departments.
• Coordinate catering support services including flowers, entertainment, decoration, and audio-visual to provide complete client satisfaction.
• Physically double-check all function arrangements against client specifications and correct where necessary.
• Maintain client contracts and effective communication to ensure repeat bookings.
• Update and increase client prospects through active prospecting.
• Maximize revenues for the hotel through up-selling techniques.

Qualifications & Experience

• High school diploma or equivalent required.
• College degree preferred.
• Minimum of one year of hotel sales or catering experience, or successful completion of an equivalent training program.
• Knowledge of hotel industry operations.
• Requires knowledge of advanced sales techniques.
• Proven selling, negotiating, and presentation skills.
• Able to delegate, effectively train, and coach team members.
• Highly developed customer service skills with strong attention to detail.
• Proficient in Microsoft Word, PowerPoint, Excel, and Outlook.
• Delphi experience preferred.
• Dynamic, enthusiastic, and creative, with the ability to perform multiple functions and troubleshoot when needed.
• Command of the English language both written and verbal, with the ability to demonstrate warmth and empathy when engaging with others.
• Able to work a flexible schedule including nights, weekends, and holidays.

Sitting at the intersection of sales and event operations, the Catering Sales Manager leads top-line catering revenue at assigned venues, taking bookings from initial inquiry through contract execution, deposit collection, and onsite execution oversight for private events. Operating across culinary, operations, and marketing teams, this role shapes the year-over-year booking strategy that keeps venue space fully utilized and client relationships strong enough to generate ongoing new business.

Duties

• Drive all top-line catering revenue at assigned venues and work with the marketing team to develop strategy to ensure space is fully booked year over year.
• Take the lead in booking business at assigned venues and oversee execution of all catering for private events.
• Respond to all client inquiries in a timely manner with appropriate follow-up as required.
• Follow the necessary steps to book business including all correspondence, tours, visits, tastings, contract execution, and deposits and payments.
• Capture all menu and event details for each event and communicate clearly to culinary and operations teams.
• Be onsite to greet clients and oversee event setup and execution of private events.
• Work with venue clients to ensure all building rules and procedures are followed.
• Keep senior management informed of work status, problems, and progress related to work assignments or unresolved issues.

Skills & Qualifications

• Bachelor's degree from an accredited college or university with major coursework in Marketing, Business Administration, or a related field.
• Minimum of two years of catering sales and concessions experience.
• Strong PC and data processing skills with working knowledge of Microsoft Word, Excel, and database management software.
• Excellent organizational skills, leadership skills, and customer service skills.
• Strong track record of building relationships and generating new business.
• Enthusiastic and positive thinker.
• Able to work event nights, weekends, and holidays as required.

A key member of the hotel's Food and Beverage team, the Catering Sales Manager solicits new catering accounts, sustains relationships with existing accounts, and coordinates client functions from initial inquiry through onsite execution to meet and exceed revenue goals. Collaborating across Food and Beverage managers, outside planners, vendors, and the Director of Catering, this role delivers the account management, pricing integrity, and event service standards that convert one-time bookings into long-term client relationships.

Accountabilities

• Keep immediate supervisor fully informed of all problems or matters requiring attention.
• Prepare and submit required reports in a timely manner.
• Follow up on all turnovers within 24 hours via telephone and within three days with written correspondence.
• Respond to catering inquiries immediately.
• Use partnership agreements to meet client needs.
• Interact with outside planners and vendors for event setup.
• Maintain pricing integrity and propose upscale menus for clients.
• Manage existing accounts and follow up with client re-solicitation to capture future business.
• Work with other Food and Beverage managers and keep them informed of relevant issues as they arise.
• Manage the function diary and adjust space to ensure maximum potential revenue.
• Be visible on the floor and assist staff as needed during functions.
• Participate in or conduct departmental and hotel training.
• Plan and execute holiday and special events in conjunction with the Director of Catering.
• Use feedback from client evaluations to improve service and quality.
• Participate in required Manager on Duty program as scheduled.
• Maximize efforts toward productivity, identify problem areas, and assist in implementing solutions.
• Approach all encounters with guests and employees in an attentive, friendly, courteous, and service-oriented manner.
• Attend all required hotel meetings and trainings.

Experience & Qualifications

• At least four years of progressive experience in a hotel or related field, or a two-year college degree and three or more years of related experience, or a four-year college degree and at least two years of related experience.
• Comprehensive knowledge of all operational departments within a hotel including guest services, reservations, housekeeping, audio visual, accounting, restaurants, bars, and engineering.
• Proficient in Windows, approved spreadsheets, and word processing software.
• Proficiency in Delphi preferred.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to understand and evaluate complex information and data from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Maintain high standards of personal appearance and grooming.
• Proficient in verbal and written communication with all levels of employees and guests in an attentive, friendly, courteous, and service-oriented manner.
• Able to multitask and prioritize departmental functions to meet deadlines.
• Able to handle problems including anticipating, preventing, identifying, and solving problems as necessary.
• Maintain a warm and friendly demeanor at all times.
• Flexible and able to work long hours as required.
• Maintain regular attendance in compliance with scheduling requirements.

Sustained catering revenue growth depends on the Catering Sales Manager, who builds new business through focused prospecting, cold calling, and personalized catering presentations while managing and growing an existing customer base through strong account management. Based primarily in a home office environment with approximately 80% of time dedicated to revenue-producing activities, this role delivers the new client pipeline and customer retention outcomes that expand the catering business within the assigned market.

Activities

• Manage and grow the existing customer base by creating a great experience for each customer.
• Build sales through excellent account management, establishing strong relationships, and being an enthusiastic advocate of catering services.
• Generate new business through prospecting and cold calling efforts.
• Enter and maintain accurate information in the CRM system.
• Develop a thorough understanding of the catering concept including the menu, suggestive selling, and the ability to meet client needs.

Background & Experience

• Two to five years of outside sales or business development experience including cold calling.
• Superior closing skills in both virtual and in-person formats.
• Results-oriented with the ability to work effectively with limited supervision.
• Proven track record of success.
• Excellent oral and written communication skills.
• Able to work in a fast-paced environment and effectively meet all deadlines.
• Represent with the highest level of integrity and professionalism at all times.