Catering Sales Manager

Mainsail Lodging & Development•Dunedin, FL

About The Position

As a Catering Sales Manager, you are responsible for generating local social and catering business, coordinating select on-site social events, identifying and developing target accounts, and nurturing existing client relationships to meet or exceed assigned revenue goals. This role executes contracts for local catering and social events, ensuring business is transitioned accurately and in a timely manner to support seamless event execution and service delivery. You will achieve catering revenue goals by strategically up-selling and maximizing each opportunity, while maintaining profitability and client satisfaction. Proactive sales efforts—including outside sales calls, industry networking, trade shows, and site inspections—are essential to building a strong and sustainable business pipeline. Success in this role requires cultivating long-lasting, trusted relationships with clients, meeting planners, local wedding vendors, community partners, and internal teams. You will represent the hotel and ownership with professionalism and integrity, fostering inclusive relationships that reflect our commitment to diversity, equity, and belonging. By delivering consistent service excellence throughout the sales and event experience, you drive customer loyalty and repeat business.

Requirements

Bachelor’s degree preferred; equivalent combination of education and experience considered
Catering sales, events, or convention services experience required
Familiarity with the local market preferred
Strong customer service, communication - both verbal and written, and presentation skills
Ability to effectively present information to individuals and groups
Proficiency in Microsoft Office programs, Marriott systems, SFAweb and CI/TY
Ability to sit or stand for extended periods of time
Ability to lift, push, pull up to 50 lbs
Ability to communicate clearly
Corrected vision within normal range
Ability to drive/transport self and others
Ability to travel, domestically and internationally
Flexible schedule, including evenings, weekends, and extended hours based on business needs
Ability to make sound judgments and decisions quickly
Ability to manage multiple priorities and meet deadlines
Work independently while collaborating effectively with others
Maintain the highest degree confidentiality of sensitive information
Perform effectively in high-pressure and fast-paced environments
Ability to effectively handle challenges in the workplace, including anticipating, preventing, identifying and solving problems as necessary

Responsibilities

Maximizing Revenue & Managing Profitability
Identify, qualify, solicit, and close local social catering business to meet or exceed individual and hotel revenue goals
Manage and coordinate definite local catering business, ensuring accuracy and profitability
Prepare and generate Banquet Event Orders (BEOs), contracts, proposals, group resumes, and rooming lists
Process billing and ensure timely and accurate financial reconciliation
Proactively solicit affiliate and ancillary business associated with citywide and local events
Maintain a strong understanding of the local market, including competitor positioning, economic conditions, and demand trends, and effectively sell against them
Maximize revenue through strategic up-selling of packages, menus, and food and beverage enhancements
Identify opportunities for process improvement and operational efficiencies
Maintain a clear understanding of target customers and service expectations
Drive financial performance by increasing revenue, controlling expenses, and delivering value for ownership
Managing Sales Activities
Manage sales efforts related to local social and catering business
Respond promptly and professionally to incoming catering inquiries
Capture and close the most profitable opportunities based on market conditions and hotel needs
Negotiate contracts using effective sales and pricing strategies within established guidelines
Design, develop, and sell creative catered events
Maintain accurate records and forecasting reports related to catering revenue and pace
Execute catering sales strategies and initiatives
Support the operational aspects of business booked, ensuring accurate and timely turnover to Events and Operations teams
Promote accountability and consistent follow-through to achieve business objectives
Executes and supports Customer Service Standards and hotel's Brand Standards
Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence)
Participates in and practice daily service basics of the brand
Building Successful Relationships
Work collaboratively with Sales, Marketing, Events, Culinary, and Operations teams to ensure aligned and non-duplicative sales efforts
Partner closely with operations to ensure successful execution of booked events
Collaborate with hotel leadership to develop and execute catering sales plans aligned with revenue goals and market demand
Work with Food & Beverage leadership to develop menus and offerings that drive sales
Build and maintain productive relationships with clients, wedding professionals, vendors, community partners, and industry peers, including all other departments of the hotel, to ensure guest satisfaction
Ensures that the property implements a seamless turnover from sales to operations while consistently delivering high level of service
Providing Exceptional Customer Service
Understand client needs, objectives, and challenges to recommend appropriate solutions prior to and during their program/event
Deliver attentive and proactive service before, during, and after events to ensure guest satisfaction and loyalty
Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship
Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders
Additional Responsibilities
Performs other duties, as assigned, to meet business needs
Hotel Performance
Ensure successful performance by assisting guests with an exceptional experience to ensure high performing scores on the GSS (Guest Satisfaction Surveys) according to Marriott and Mainsail/Fenway standards