Catering & Events Sales Manager

Position Summary

The Catering & Events Sales Manager is responsible for generating new business, cultivating client relationships, and coordinating the planning process for catered events and venue bookings. This role serves as the primary point of contact for clients from the initial inquiry through final planning, ensuring a seamless and memorable experience while partnering closely with the Catering Operations Manager, culinary team, and event staff to execute exceptional events.

The ideal candidate is highly organized, sales-driven, detail-oriented, and passionate about hospitality. Success in this role requires excellent communication, relationship-building skills, and the ability to manage multiple events simultaneously while consistently exceeding client expectations and achieving revenue goals.

Reports To

Catering Operations Manager

Employment Classification

Full-Time, Exempt

Due to the nature of the hospitality industry, this position requires a flexible schedule. Evenings, weekends, and holidays are considered regular working days and are required based on business demands and scheduled events.

Essential Responsibilities

Sales & Business Development

• Generate new catering and event business through prospecting, networking, referrals, venue tours, and community engagement.

• Respond promptly to all inquiries received through TripleSeat, email, phone, social media, and the company website.

• Conduct venue tours and client consultations.

• Prepare customized proposals, menus, pricing, and event recommendations.

• Negotiate contracts while maintaining company pricing standards and profitability.

• Develop relationships with corporate clients, wedding planners, event professionals, nonprofit organizations, chambers of commerce, hotels, and community partners.

• Consistently meet or exceed established monthly, quarterly, and annual sales goals.

• Identify opportunities to increase event revenue through thoughtful upselling of food, beverage, rentals, décor, and additional services.

Client Experience

• Serve as the primary point of contact throughout the sales and planning process.

• Build trust by delivering prompt, professional, and proactive communication.

• Guide clients through menu selections, timelines, room layouts, rental needs, staffing requirements, and event logistics.

• Ensure all contracts, deposits, payments, and required documentation are completed according to company policies.

• Conduct final planning meetings prior to each event.

• Follow up after events to gather feedback, strengthen relationships, and encourage repeat business and referrals.

Event Coordination

• Collaborate closely with the Catering Operations Manager to ensure flawless execution of all events.

• Prepare accurate and detailed Banquet Event Orders (BEOs) for every event.

• Participate in planning meetings with culinary, operations, and service teams.

• Communicate all client expectations, changes, and special requests to the appropriate departments.

• Attend events as necessary to ensure quality standards and client satisfaction.

• Resolve guest concerns professionally and efficiently while maintaining the highest level of hospitality.

TripleSeat Management

• Utilize TripleSeat as the primary Customer Relationship Management (CRM) and event management platform.

• Maintain complete, accurate, and up-to-date client records.

• Record all communications, proposals, contracts, deposits, payments, tasks, and event notes.

• Track lead sources, sales opportunities, booking status, and revenue forecasts.

• Generate reports and maintain accurate sales pipelines.

• Maintain a minimum 95% TripleSeat CRM compliance rate, ensuring all event information is complete, current, and accurate.

Marketing & Community Engagement

• Represent Larkin's Catering & Events at networking functions, bridal shows, chamber events, trade shows, and community activities.

• Build strategic relationships with local businesses, venues, hotels, tourism partners, and event professionals.

• Assist with promotional campaigns and seasonal sales initiatives.

• Collaborate with leadership on strategies to increase bookings during slower periods and expand market share.

Financial Responsibilities

• Achieve established sales and revenue goals.

• Build profitable event proposals while maintaining pricing integrity.

• Monitor food, beverage, labor, and rental considerations during the planning process.

• Ensure accurate billing and adherence to contract terms.

• Assist leadership with sales forecasting and budgeting.

Qualifications

Required

• Minimum of three (3) years of experience in hospitality, catering, restaurant, hotel, venue, or event sales.

• Proven ability to achieve or exceed sales goals.

• Outstanding customer service and relationship-building skills.

• Strong organizational and time-management abilities.

• Excellent written and verbal communication skills.

• Ability to prioritize multiple projects in a fast-paced environment.

• Professional appearance and demeanor.

• Valid driver's license and reliable transportation.

Preferred

• Experience using TripleSeat.

• Experience in catering, banquet, or venue sales.

• Familiarity with Microsoft Office, Google Workspace, Canva, and hospitality management software.

Knowledge, Skills & Abilities

• Exceptional interpersonal and sales skills.

• Strong negotiation and closing abilities.

• High attention to detail.

• Ability to anticipate client needs and solve problems proactively.

• Strong organizational and planning skills.

• Ability to collaborate effectively with culinary, operations, and leadership teams.

• Ability to remain calm and professional under pressure.

• Passion for hospitality and creating memorable guest experiences.

Physical Requirements

• Ability to stand and walk for extended periods during events.

• Ability to lift and carry up to 25 pounds.

• Ability to navigate event venues, including stairs and outdoor environments.

• Ability to work extended hours during peak event periods.

Work Schedule

Hospitality is not a Monday–Friday business.

The Catering & Events Sales Manager is expected to work a schedule that supports the needs of the business, including days, evenings, weekends, and holidays. Attendance at client meetings, venue tours, networking events, and catered events outside of traditional business hours is an essential function of this position.

Performance Expectations

Success in this role will be measured by:

• Achievement of monthly and annual sales goals

• Lead conversion rate

• Average event revenue

• Repeat client business

• Client satisfaction

• Response time to inquiries

• Accuracy and completeness of TripleSeat records

• Quality of Banquet Event Orders (BEOs)

• Team collaboration

• Overall contribution to the growth and reputation of Larkin's Catering & Events

Our Culture

At Larkin's Catering & Events, we create moments people remember. We believe exceptional events begin with exceptional people, and we are committed to delivering unparalleled hospitality to every guest and every client.

Our culture is built around our N.I.C.E. values:

• Nurturing

• Intuitive

• Compassionate

• Experiences

If you are passionate about hospitality, thrive in a fast-paced environment, enjoy building lasting relationships, and love creating unforgettable events, we'd love to have you join our team.