Catering Sales Manager

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.