Job Description Summary
Manage catering accounts to achieve guest satisfaction and drive revenue growth. Responsible for soliciting new catering sales accounts, maintaining relationships with existing clients, and ensuring all revenue goals for food, beverage, and room rental are met or exceeded.
Essential Duties and Responsibilities
- Prospect and solicit new and existing accounts to achieve or exceed revenue goals through telephone, email, outside sales calls, site inspections, and written communication.
- Understand and utilize monthly forecasting, annual budget processes, pace management, and productivity metrics to achieve financial targets.
- Apply yield management techniques and analyze historical data to maximize revenue and profitability.
- Evaluate catering business opportunities to ensure alignment with client expectations and hotel profitability.
- Conduct market research on competitors’ products, services, and pricing to inform strategic business plans.
- Sell all aspects of the hotel, including room rental, A/V, and other revenue-generating services, to maximize account value.
- Build and maintain long-term client relationships, ensuring repeat business.
- Actively participate in industry organizations and community/civic activities to maintain awareness and create booking opportunities.
- Utilize effective sales techniques, including closing and negotiating skills, for a variety of market segments.
- Conduct hotel site inspections and client presentations with professionalism and confidence.
- Participate in trade shows, sales blitzes, and networking events to generate leads.
- Collaborate with culinary and banquet teams to design creative menus, event setups, and specialty functions, ensuring seamless execution.
- Oversee the execution of all catering events sold, coordinating with banquet staff and vendors to ensure client satisfaction.
- Manage A/V equipment as a profit center when applicable.
- Maintain accurate records in sales and event management systems (e.g., Delphi) and ensure proper documentation for all events.
- Monitor market trends, competitor activity, and key client accounts to identify growth opportunities.
- Perform any other job-related duties as assigned.
Qualifications and Skills
- Prior hospitality experience with specific experience in catering sales is essential.
- Minimum 1+ year in catering sales required.
- Experience at a similar size and quality hotel preferred.
- Proficient in Microsoft Word, Excel, and hotel sales system.
- Strong sales and revenue management skills, with the ability to train and motivate peers.
- Knowledge of hotel features, benefits, and competitive landscape.
- Understanding of hotel operations, including marketing plans, personnel and labor relations, budget forecasting, and quality assurance.
- Effective verbal and written communication skills. Ability to adapt communication style to suit different audiences, such as effectively communicating with supervisors, coworkers, public etc. Ability to work effectively under time constraints and adapt communication style to different audiences.
- Strong organizational, problem-solving, and client service skills.
