Sales and Catering Manager

**JOB SUMMARY**

The Sales and Catering Manager will build strong client relationships to drive group room and event revenue by generating leads, conducting site tours, and negotiating/contracting business. This position will build strong client relationships, create BEOs, manage room blocks and times, and coordinate with F&B, Banquets, and operations to ensure seamless execution and guest satisfaction.

**KEY RESPONSIBILITIES**

*Sales and Client Relations*

* Partner with the Director of Sales (DOS) to achieve monthly sales and catering goals; maximize revenue with effective upselling.
* Demonstrate professional, courteous, and ethical communication to build and sustain strong relationships and rapport with prospective and existing clients.
* Conduct site visits, tours and plan meetings for upcoming groups and potential clients as needed.
* Communicate with clients to initiate, negotiate, and finalize contracts for room blocks and catered events, including terms for F&B pricing, meeting room rental, function space, guestrooms, and property services.
* Confirm event specifications and preferences with the client through emails, phone calls, and in-person meetings.
* Prepare and manage sales documents: contracts, Banquet Event Orders (BEOs), room diagrams, invoices, and folios.
* Review sales documents and present group details in weekly BEO meetings to the affected departments.
* Coordinate deposits/payments, manage rooming lists, and oversee room inventory.
* Maintain accurate files and post-event notes.

*Event Execution and Banquet Operations*

* Collaborate with the banquet captain on set up, breakdown, clean up, and that equipment is returned to the proper areas or suppliers.
* Serve as the on-site contact for groups and events.
* Oversee banquet service to ensure delivery aligns with contracts and BEOs; adapt to last-minute requests according to the property’s policy.
* Delegate tasks to banquet staff; maintain close communication with Food & Beverage.
* Communicate client feedback, issues, and needs to the DOS.
* Manage inventory and order/rent banquet supplies as needed, such as furniture, linens, and A/V equipment, within budget guidelines.
* Maintain all banquet equipment, supplies, and facilities in an organized, clean, and safe environment.
* In partnership with F&B leadership, participate in hiring, scheduling, training, coaching, and performance management of the banquet staff as necessary.

*Cross-Functional and General*

* Act as a liaison between the Sales and Food & Beverage departments.
* Champion a customer service focused culture at every touch point with associates, guests, owners, and our communities to help build a healthy, productive environment dedicated to serving others with excellence.
* Adhere to the proper dress code and provide a professional appearance at all times.
* Follow company policies and procedures and effectively communicate them to team members.
* Participate in on- and off-site networking, community, and charity events.
* Additional duties and responsibilities may be assigned.

**JOB REQUIREMENTS**

*Education and Experience*

* Bachelor’s degree in hospitality, business, marketing or a related field preferred.
* 3+ years of experience of sales coordination or similar experience; wedding and group marketing experience preferred.
* Proven success prospecting, negotiating, and closing group/catering business.
* Experience creating proposals, contracts, BEOs, rooming lists, and timelines.
* Cross-functional coordination with F&B, Banquets, and Operations to execute events.

*Knowledge, Skills and Abilities*

* Customer service mindset with effective upselling techniques and revenue optimization.
* Proficiency with Microsoft Office/Google Workspace, sales/catering/CRM systems, and hotel PMS or the ability to learn.
* Excellent communication (verbal and written), presentation, and negotiation skills; lead event walk-throughs and tastings.
* Strong organizational skills with attention to detail.
* Ability to effectively manage time, competing priorities, and workload.
* Ability to work independently, collaboratively, and lead a team.
* Ability to work a flexible schedule to include nights, weekends and holidays as business demands.

*Physical Demands and Work Environment*

* Frequent standing, walking, and moving between meeting rooms, banquet spaces, kitchen/BOH, and front office areas.
* Occasional lifting, carrying, and setup/breakdown of event materials (linens, A/V, signage) typically up to 25–30 lbs.
* Bending, reaching, and kneeling to arrange room setups and displays.
* Regular use of computer, phone, and sales/catering software; ability to read BEOs, diagrams, and reports.
* Fast-paced hospitality setting with shifting priorities and frequent interruptions on event days.
* Professional, client-facing environment requiring polished communication and appearance.
* Mix of front-of-house (lobby, function rooms) and back-of-house (banquet prep areas, kitchens) environments.
* Exposure to typical hotel conditions: variable temperatures near entrances/kitchens, moderate noise levels during events.