Catering Sales Manager

About the Role The Westin Cocoa Beach Resort & Spa is seeking a highly driven and relationship-focused Catering Sales Manager to lead the development and growth of the resort’s catering and social business.  The role is responsible for generating revenue through weddings, galas, corporate events, fundraisers, reunions, celebrations, and local catering opportunities. The Catering Sales Manager will proactively identify new business, cultivate client relationships, and collaborate with internal teams to deliver exceptional event experiences while maximizing revenue, profitability, and guest satisfaction. Success in this role requires strong sales acumen, attention to detail, and the ability to build lasting partnerships within the local community, corporate market, and event planning industry.

Key Responsibilities

• Customer-focused with a passion for creating memorable experiences
• Proactively solicit and secure catering business through prospecting, networking, referrals, and community involvement.
• Develop and execute strategic catering sales plans targeting corporate, SMERF, and social segments
• Generate revenue through weddings, galas, fundraisers, reunions, holiday events, corporate functions, and social celebrations.
• Conduct site inspections and client presentations showcasing the resort's event spaces and amenities.
• Develop relationships with local businesses, wedding planners, event planners, destination management companies, and community organizations.
• Participate in sales blitzes, networking events, trade shows, and industry functions.
• Maintain an active sales pipeline and achieve monthly and annual revenue goals.
• Serve as the primary contact for catering clients from initial inquiry through event completion.
• Prepare proposals, contracts, banquet event orders (BEOs), and event specifications.
• Coordinate event details including menus, room setups, audiovisual needs, décor, and special requests.
• Lead pre-conference and event planning meetings with clients and internal departments.
• Ensure all events are executed according to client expectations and resort standards.
• Conduct post-event follow-up to gather feedback and identify future business opportunities.
• Achieve and exceed catering revenue, profitability, and guest satisfaction goals.
• Maximize banquet food and beverage revenues through strategic upselling and creative package offerings.
• Collaborate with Revenue Management and Sales Leadership to ensure pricing integrity and profitability.
• Monitor pace, booking trends, and catering forecasts.
• Partner closely with Banquets, Culinary, Convention Services, Operations, and Finance teams.
• Participate in daily business reviews, weekly sales meetings, and event execution meetings.

Qualifications

• Minimum of 3+ years of hotel catering sales, event sales or hospitality sales experience.
• Marriott luxury brand experience strongly preferred & CI/TU systems
• Proven track record of achieving goals.
• Strong organizational, communication, and negotiation skills
• Proficiency with Microsoft Office and hotel sales systems.
• Ability to work evenings, weekends, and holidays as business demands.
• Preferred knowledge of the Cocoa Beach/Central Florida catering market
• Ability to deliver exceptional guest satisfaction
• Hotel onsite based position

Benefits