Pay Range:
USD $55,000.00 - USD $60,000.00 /Yr.
Job Description:
Catering Sales Manager: Job Description
Department: Sales & Marketing / Catering
Reports to: Director of Sales & Marketing
Location: DoubleTree by Hilton Charlottesville, VA
Position Summary
The Catering Sales Manager drives revenue by selling and booking social, corporate, and group events. These include weddings, banquets, meetings, galas, and social functions. The role covers the whole sales cycle: finding leads, running site tours, negotiating contracts, and handing events off to operations. It also includes building lasting client relationships. You will work closely with the Catering/Banquet Operations, Culinary, Event Services, and Revenue Management teams. Together you will deliver events that meet client expectations and the hotel's financial goals.
Key Responsibilities
Sales & Revenue Generation
- Meet or exceed monthly, quarterly, and annual catering revenue and booking goals.
- Respond to inquiries and RFPs quickly, and turn leads into confirmed business.
- Prospect new accounts through outreach, networking, referrals, local events, and industry associations.
- Conduct site inspections and menu tastings that show off the property.
- Negotiate pricing, food and beverage minimums, and contract terms in line with hotel policy and revenue strategy.
Client Management
- Act as the main contact for clients from first inquiry through the event itself.
- Work with clients on event design, menu selection, timelines, room setup, and budgets.
- Keep long-term relationships with repeat clients, planners, and corporate accounts. Pursue upsell opportunities such as premium menus, bar packages, and audio-visual services.
- Gather feedback after events and resolve concerns quickly.
Event Coordination & Execution
- Prepare accurate contracts, banquet event orders (BEOs), and proposals.
- Hold pre-event meetings with operations, culinary, and banquet staff so every detail is communicated.
- Be available during key events to resolve issues and make sure clients are satisfied.
- Work with sales and revenue teams to manage space inventory and avoid conflicts.
Administration & Reporting
- Keep accurate records in the hotel's CRM and catering system (e.g., Delphi).
- Track pipeline, forecasts, and competitor pricing. Report on them regularly.
- Take part in sales meetings, forecasting sessions, and marketing initiatives.
- Follow hotel brand standards, financial controls, and food safety and liquor regulations.
Qualifications
Required
- 2–4 years of catering, banquet, or event sales experience, preferably in a hotel or full-service venue.
- Proven record of meeting sales targets.
- Strong negotiation, presentation, and written and verbal communication skills.
- Solid knowledge of food and beverage, event logistics, and banquet operations.
- Proficiency in Microsoft Office and catering/CRM software.
- Strong organization and the ability to manage many events and deadlines at once.
Preferred
- Bachelor's degree in Hospitality Management, Business, Marketing, or a related field.
- Existing relationships with local planners, corporate accounts, and wedding vendors.
- Experience with social events and weddings as well as corporate business.
- Certifications such as CMP, CSEP, or an alcohol service certification.
Skills & Attributes
- Customer-focused, polished, and professional.
- Self-motivated and results-driven, with a consultative sales style.
- Calm and flexible under pressure.
- Detail-oriented and good with numbers.
- Team player who works well with all departments.
Working Conditions
- Flexible schedule, including evenings, weekends, and holidays as events require.
- Time spent on the property, with site tours and event walkthroughs.
- Ability to stand and walk for long periods, and to lift up to 25 lbs when needed.
- Occasional off-site client meetings, trade shows, and networking events.
Compensation & Benefits
- Competitive base salary plus incentive bonus: $55,000-$60,000.
- Medical, dental, and vision insurance.
- Paid time off and holidays.
- 401(k).
- Professional development and career advancement opportunities.