Catering Sales Manager

Position Summary 

The Catering Sales Manager is responsible for proactively selling, coordinating, and servicing catering and social events at Hancock Hotel, including weddings, corporate meetings, social gatherings, celebrations, and other assigned markets.

This position serves as a primary point of contact for clients from the initial inquiry through event completion, ensuring a seamless and exceptional guest experience. The Catering Sales Manager is responsible for responding to sales leads within established timeframes, prospecting and soliciting new business, developing new client relationships, maintaining existing accounts, preparing proposals and contracts, and coordinating event details with internal departments.

The Catering Sales Manager works closely with the Director of Sales, Convention Services Manager, and other hotel departments to ensure events are executed successfully and meet or exceed client expectations.

This position requires a strong sales mentality, exceptional organizational skills, attention to detail, hospitality-focused communication, and the ability to manage multiple events and priorities in a fast-paced boutique hotel environment.

WHAT'S IN IT FOR YOU…

• Insurance enrollment available from DAY 1!
• Paid time off available from DAY 1!
• Holiday pay available from DAY 1!
• 401(k) enrollment after 30 days!
• Hotel and travel discounts at destinations worldwide!
• Professional development and promotion opportunities!
• Opportunity to work in a unique boutique hotel environment
• Opportunity to build relationships with local businesses, organizations, and community partners
• Collaborative and guest-focused leadership team

ESSENTIAL DUTIES & RESPONSIBILITIES

Sales & Business Development

• Proactively solicit, prospect, and develop new catering and event business through telephone calls, email, networking, referrals, outside sales calls, site visits, and community involvement.
• Respond to catering and event inquiries and sales leads within established response-time standards.
• Conduct property tours and event consultations with prospective clients.
• Identify client needs and recommend appropriate meeting, event, catering, and hotel services.
• Develop and maintain strong relationships with corporate clients, wedding couples, social groups, community organizations, and other key accounts.
• Conduct weekly outside sales calls and client/site visits.
• Represent Hancock Hotel at expos, conventions, bridal shows, networking events, industry mixers, and community events.
• Maintain an active pipeline of prospective business and follow up consistently to convert leads into confirmed events.
• Meet or exceed established catering sales goals and performance expectations.
• Maintain accurate records of sales activities, leads, accounts, proposals, contracts, and event status.

Event & Catering Coordination

• Meet with clients to understand and document event requirements, including menus, dates, times, guest counts, room setup, tables, chairs, audiovisual needs, décor, food and beverage selections, and other logistical requirements.
• Create, prepare, and submit sales proposals and contracts for client review, approval, and required deposits/payments.
• Review contracts and event details for accuracy and ensure all client commitments are clearly communicated to operating departments.
• Prepare and maintain detailed event orders, banquet event orders, resumes, and other documentation as required.
• Coordinate communication between Director of Sales, Convention Services Manager, and other departments to ensure successful event execution.
• Conduct pre-event planning meetings and communicate important event details to the appropriate operational teams.
• Follow up with clients before, during, and after events to ensure expectations are met.
• Assist with event execution and client service as needed, particularly for high-profile or complex events.
• Ensure changes to event details are communicated promptly and accurately to all affected departments.
• Conduct post-event follow-up to obtain client feedback, resolve concerns, and identify future business opportunities.

Guest & Client Relations

• Establish and maintain professional, positive relationships with clients throughout the sales and event process.
• Investigate and resolve client complaints or concerns related to food quality, service, event execution, or other catering-related matters.
• Work with appropriate hotel leadership and operational departments to resolve issues promptly and professionally.
• Anticipate client needs and take ownership of the overall event experience.
• Identify opportunities to exceed client expectations and encourage repeat business and referrals.

Revenue & Administrative Responsibilities

• Monitor catering sales performance and provide regular updates to the Director of Sales.
• Maintain accurate client, account, and event information in hotel systems and applicable sales tools.
• Review contracts for accuracy.
• Demonstrate an understanding of budgets, pricing, profitability, and revenue opportunities.
• Assist with reporting related to catering and event business.
• Support the development of strategies designed to increase catering revenue, occupancy, food and beverage revenue, and overall hotel profitability.
• Conserve organizational resources and operate within approved budgets.

Compliance & Safety

• Ensure catering and event operations comply with applicable health, sanitation, fire, safety, and security regulations.
• Follow and enforce hotel policies, procedures, and service standards.
• Observe and implement all safety and security procedures.
• Report unsafe conditions, incidents, or concerns to the appropriate member of management.
• Maintain confidentiality of client, employee, hotel, and business information.

ADDITIONAL RESPONSIBILITIES

• Display a strong orientation toward profitability and align daily activities with hotel and company strategic goals.
• Support a positive, collaborative, and team-oriented work environment.
• Build morale and group commitment toward departmental and organizational goals.
• Support the efforts of team members and other departments to achieve successful event outcomes.
• Give and receive constructive feedback professionally.
• Exercise sound and accurate judgment when making decisions and resolving issues.
• Prioritize and plan work effectively and efficiently.
• Adapt to frequent changes, delays, last-minute requests, and unexpected events while maintaining professionalism.
• Meet established deadlines and follow through on commitments.
• Demonstrate strong ownership and accountability for assigned responsibilities.
• Perform other duties and special projects as assigned by the Director of Sales, General Manager, or other designated leadership.

CORE COMPETENCIES & QUALIFICATIONS

The successful candidate should demonstrate:

• Strong sales and business development skills.
• Excellent oral and written communication skills.
• Excellent interpersonal and relationship-building skills.
• Strong customer service and hospitality orientation.
• High level of professionalism and confidence when working with clients.
• Strong organizational skills and exceptional attention to detail.
• Ability to manage multiple events, deadlines, and priorities simultaneously.
• Ability to work independently while collaborating effectively with a cross-functional team.
• Strong problem-solving and decision-making skills.
• Ability to analyze proposals, bids, pricing, and budgets.
• Basic understanding of revenue management, profitability, and financial performance.
• High level of computer literacy and ability to learn and utilize hotel and sales systems.
• Ability to remain calm and professional in a fast-paced environment.
• Ability to work flexible hours, including evenings, weekends, and holidays, based on business and event needs.
• Valid driver's license and reliable transportation for outside sales calls and community events, as applicable.

EDUCATION & EXPERIENCE

Preferred:

• Bachelor's Degree in Hotel/Restaurant Management, Hospitality Management, Business, Marketing, or a related field.
• 2–3 years of experience in hospitality sales, catering sales, event management, hotel sales, or a related sales management capacity.
• Previous hospitality industry experience preferred.

Equivalent Experience:
A combination of education, training, and relevant hospitality sales or event experience may be considered in lieu of a degree.

CERTIFICATIONS, LICENSES & REGISTRATIONS

• Valid driver's license may be required based on business responsibilities and outside sales expectations.
• Food safety certification or other hospitality-related certifications are preferred and may be required based on assigned responsibilities.

PHYSICAL REQUIREMENTS & WORKING CONDITIONS

• Ability to sit, stand, walk, and move throughout the hotel and event spaces for extended periods.
• Ability to navigate stairs and various areas of the hotel and event facilities.
• Ability to occasionally lift, carry, push, or pull event-related materials and equipment.
• Ability to work in a variety of environments, including offices, guest areas, banquet/event spaces, restaurants, and outdoor event locations.
• Ability to work a flexible schedule based on client and event needs, including evenings, weekends, and holidays.
• Regular interaction with guests, clients, associates, vendors, and community partners.

EQUAL EMPLOYMENT OPPORTUNITY

Hancock Hotel and First Hospitality are committed to providing equal employment opportunities to all associates and applicants. Employment decisions are based on qualifications, business needs, and organizational requirements and are made without regard to legally protected characteristics. Decisions and criteria governing the employment relationship with all employees are made in a non-discriminatory manner, without regard to race, color, creed, religion, national origin, sex, marital status, pregnancy, disability, sexual orientation, gender expression, veteran status, age, FMLA status, or any other factor determined to be unlawful by federal, state or local statutes

ACKNOWLEDGMENT

This job description is intended to describe the general nature and level of work performed by an individual assigned to this position. It is not intended to be an exhaustive list of all duties, responsibilities, qualifications, or working conditions associated with the position. Management reserves the right to modify, add, or remove responsibilities as business needs require.