Catering Sales Manager

Description

Department: Sales & Marketing

Reports To: Director of Sales & Marketing

Supervisory Responsibility: Conference Services Coordinator

Pay Range: $60,000 - $65,000 annual, plus eligibility for quarterly performance-based bonus

Position Summary

The Catering Sales Manager is responsible for driving catering and event revenue through proactive 

solicitation, relationship development, and strategic sales efforts. This position manages the sales 

process from initial inquiry through contracting for meetings, conferences, corporate events, 

weddings, social functions, and other catered events, including associated guest room 

accommodations when applicable.

The Catering Sales Manager oversees the Conference Services Coordinator, who manages event 

detailing, planning, and on-site coordination following contract execution. While the Catering Sales 

Manager maintains overall accountability for client satisfaction and event success, the primary 

focus of this position is generating new business, growing existing accounts, and achieving catering 

revenue goals.

Key Responsibilities

Catering Sales & Business Development

• Proactively solicit and secure new catering and event business through outbound sales 

efforts, prospecting, networking, referrals, and community partnerships.

• Manage incoming inquiries, conduct site tours, prepare customized proposals, negotiate 

pricing and contractual terms, and execute event contracts.

• Develop and maintain relationships with corporate clients, associations, nonprofit 

organizations, event planners, local businesses, and social clients to drive new and repeat 

business.

• Develop and execute sales strategies to achieve or exceed established catering revenue 

goals.

• Identify opportunities to maximize revenue through strategic pricing, menu enhancements, 

event upgrades, and additional hotel services.

• Maintain an active sales pipeline, consistent follow-up practices, and accurate sales 

activity records.

• Contract guest room accommodations associated with assigned events as applicable, 

collaborating with the Director of Sales & Marketing and Group Sales team on pricing and 

booking strategy.

• Represent the hotel at networking functions, community events, client appointments, and 

industry activities.

Contracting & Event Oversight

• Manage the sales process through contract execution, ensuring accurate event 

specifications, pricing, space assignments, deposits, and contractual terms.

• Facilitate a thorough transition of contracted events to the Conference Services 

Coordinator for detailed planning, client coordination, and execution.

• Maintain oversight of contracted business to ensure client expectations, financial 

commitments, and hotel standards are met.

• Provide guidance and support to the Conference Services Coordinator in addressing 

significant client requests, contractual changes, or service concerns.

• Lead the weekly BEO meeting, ensuring operational departments are informed of upcoming 

events, key requirements, and any significant changes.

• Collaborate with Banquets, Culinary, Food & Beverage, and hotel leadership to support 

successful event execution without assuming responsibility for day-to-day event detailing 

or on-site coordination.

• Maintain overall accountabilityy for client satisfaction, event success, and long-term 

relationship development.

Team Leadership & Interdepartmental Collaboration

• Directly supervise, train, coach, and develop the Conference Services Coordinator, 

establishing clear expectations, priorities, and performance standards.

• Oversee the accuracy and timely completion of BEOs, event documentation, and planning 

responsibilities managed by the Conference Services Coordinator.

• Ensure effective communication and a seamless transition between the sales, conference 

services, and operational teams.

• Foster a collaborative, solutions-oriented environment focused on accountability, service 

excellence, and operational success.

• Participate in departmental meetings, leadership discussions, and operational planning as 

needed.

Budgeting, Forecasting & Financial Performance

• Assist the Director of Sales & Marketing in developing annual catering revenue budgets, 

sales goals, and strategic business plans.

• Take ownership of assigned catering revenue targets and implement proactive sales 

strategies to achieve or exceed budget expectations.

• Monitor catering booking pace, definite and tentative business, sales activity, and future 

revenue opportunities.

• Maintain accurate sales forecasts, booking records, and pipeline reports within the hotel's 

sales and catering systems.

• Participate in regular forecasting, budget reviews, and revenue strategy discussions.

• Identify opportunities to maximize profitability through strategic pricing, space utilization, 

upselling, and effective management of contracted business.

• Collaborate with the Director of Sales & Marketing on group pricing and booking decisions 

when events include guest room accommodations.

Client Relationships & Business Retention

• Serve as the primary sales contact through contracting and maintain strategic relationships 

with clients following the transition to Conference Services.

• Build long-term partnerships that encourage repeat business, referrals, and account 

growth.

• Conduct post-event follow-up as appropriate to evaluate client satisfaction and identify 

future business opportunities.

• Address escalated client concerns and collaborate with operational leadership to ensure 

satisfactory resolution.

• Represent the hotel professionally while upholding Hilton brand standards and service 

expectations.

Requirements

Qualifications

Required

• Previous experience in catering sales, hotel sales, event sales, or a related hospitality sales 

role.

• Demonstrated ability to prospect, negotiate, close business, and achieve revenue goals.

• Strong relationship-building, communication, and customer service skills.

• Excellent organizational skills and ability to manage multiple sales opportunities and 

priorities.

• Ability to lead and develop team members while collaborating effectively with hotel 

operations.

• Proficiency in Microsoft Office and the ability to learn hotel sales and catering systems.

• Flexibility to work occasional evenings, weekends, and holidays based on business needs.

Preferred

• Full-service hotel catering or sales experience.

• Previous supervisory or leadership experience.

• Experience with Delphi or comparable sales and catering systems.

• Knowledge of catering revenue forecasting, event contracting, and hotel operations.

• Established relationships within the Northern Colorado business and events community.