Job Description

The Sales and Catering Manager will build strong client relationships to drive group room and event revenue by generating leads, conducting site tours, and negotiating/contracting business. This position will build strong client relationships, create BEOs, manage room blocks and times, and coordinate with F&B, Banquets, and operations to ensure seamless execution and guest satisfaction.

KEY RESPONSIBILITIES

Sales and Client Relations

• Partner with the Director of Sales (DOS) to achieve monthly sales and catering goals; maximize revenue with effective upselling.
• Demonstrate professional, courteous, and ethical communication to build and sustain strong relationships and rapport with prospective and existing clients.
• Conduct site visits, tours and plan meetings for upcoming groups and potential clients as needed.
• Communicate with clients to initiate, negotiate, and finalize contracts for room blocks and catered events, including terms for F&B pricing, meeting room rental, function space, guestrooms, and property services.
• Confirm event specifications and preferences with the client through emails, phone calls, and in-person meetings.
• Prepare and manage sales documents: contracts, Banquet Event Orders (BEOs), room diagrams, invoices, and folios.
• Review sales documents and present group details in weekly BEO meetings to the affected departments.
• Coordinate deposits/payments, manage rooming lists, and oversee room inventory.
• Maintain accurate files and post-event notes.

Event Execution and Banquet Operations

• Collaborate with the banquet captain on set up, breakdown, clean up, and that equipment is returned to the proper areas or suppliers.
• Serve as the on-site contact for groups and events.
• Oversee banquet service to ensure delivery aligns with contracts and BEOs; adapt to last-minute requests according to the property’s policy.
• Delegate tasks to banquet staff; maintain close communication with Food & Beverage.
• Communicate client feedback, issues, and needs to the DOS.
• Manage inventory and order/rent banquet supplies as needed, such as furniture, linens, and A/V equipment, within budget guidelines.
• Maintain all banquet equipment, supplies, and facilities in an organized, clean, and safe environment.
• In partnership with F&B leadership, participate in hiring, scheduling, training, coaching, and performance management of the banquet staff as necessary.

Cross-Functional and General

• Act as a liaison between the Sales and Food & Beverage departments.
• Champion a customer service focused culture at every touch point with associates, guests, owners, and our communities to help build a healthy, productive environment dedicated to serving others with excellence.
• Adhere to the proper dress code and provide a professional appearance at all times.
• Follow company policies and procedures and effectively communicate them to team members.
• Participate in on- and off-site networking, community, and charity events.
• Additional duties and responsibilities may be assigned.

JOB REQUIREMENTS

Education and Experience

• Bachelor’s degree in hospitality, business, marketing or a related field preferred.
• 3+ years of experience of sales coordination or similar experience; wedding and group marketing experience preferred.
• Proven success prospecting, negotiating, and closing group/catering business.
• Experience creating proposals, contracts, BEOs, rooming lists, and timelines.
• Cross-functional coordination with F&B, Banquets, and Operations to execute events.

Knowledge, Skills and Abilities

• Customer service mindset with effective upselling techniques and revenue optimization.
• Proficiency with Microsoft Office/Google Workspace, sales/catering/CRM systems, and hotel PMS or the ability to learn.
• Excellent communication (verbal and written), presentation, and negotiation skills; lead event walk-throughs and tastings.
• Strong organizational skills with attention to detail.
• Ability to effectively manage time, competing priorities, and workload.
• Ability to work independently, collaboratively, and lead a team.
• Ability to work a flexible schedule to include nights, weekends and holidays as business demands.

Physical Demands and Work Environment

• Frequent standing, walking, and moving between meeting rooms, banquet spaces, kitchen/BOH, and front office areas.
• Occasional lifting, carrying, and setup/breakdown of event materials (linens, A/V, signage) typically up to 25–30 lbs.
• Bending, reaching, and kneeling to arrange room setups and displays.
• Regular use of computer, phone, and sales/catering software; ability to read BEOs, diagrams, and reports.
• Fast-paced hospitality setting with shifting priorities and frequent interruptions on event days.
• Professional, client-facing environment requiring polished communication and appearance.
• Mix of front-of-house (lobby, function rooms) and back-of-house (banquet prep areas, kitchens) environments.
• Exposure to typical hotel conditions: variable temperatures near entrances/kitchens, moderate noise levels during events.