Catering Sales Manager

Sonesta International Hotels Corporation•Sonesta Nashville Airport, TN

About The Position

The Catering Sales Manager drives catering revenue and creates memorable events through client relationship-building, event planning, and sales strategy. The role manages the complete catering sales cycle, from lead generation and prospecting through contract negotiation, event planning, and post-event follow-up. Events may include corporate meetings, social events, weddings, banquets, conferences, and group dining experiences. The manager works closely with Banquets, Culinary, Conference Services, Operations, and Sales teams to coordinate event details, ensure seamless execution, maximize guest satisfaction, and develop repeat business. The position also monitors revenue performance and event profitability, maintains sales and event records in CRM and hotel sales systems, and keeps informed about hospitality and event industry trends.

Requirements

At least 2 years of experience in Catering Sales, Hotel Sales, Event Planning, Banquet Sales, or Hospitality Sales.
Strong knowledge of catering operations, banquet services, food and beverage planning, and event management processes.
Demonstrated ability to drive catering revenue, close sales opportunities, and build long-term client relationships.
Excellent communication, negotiation, and presentation skills, with a strong customer service mindset.
Strong organizational skills, exceptional attention to detail, and ability to manage multiple events simultaneously.
Experience with hotel sales systems, CRM platforms, event management software, and banquet event orders (BEOs).
Ability to thrive in a fast-paced hospitality environment while maintaining professionalism and flexibility.
Ability to collaborate effectively across Operations, Culinary, Banquets, and Sales teams.
Passion for hospitality, events, food and beverage experiences, and creating memorable moments for guests and clients.

Nice To Haves

Bachelor’s degree in Hospitality Management, Event Management, Marketing, Business, or a related field preferred.

Responsibilities

Drive catering sales revenue through proactive sales activities, client relationship management, and event planning.
Manage the full catering sales cycle, from lead generation and prospecting through contract negotiation, event planning, and post-event follow-up.
Respond to catering inquiries, prepare proposals, conduct site tours, and develop customized event experiences.
Coordinate corporate meetings, social events, weddings, banquets, conferences, and special events in hotel event spaces.
Partner with Culinary, Banquets, Conference Services, and Operations teams to ensure smooth event execution and exceptional guest experiences.
Prepare banquet event orders (BEOs), event timelines, room setup details, catering menus, and operational notes.
Identify opportunities to upsell catering packages, food and beverage enhancements, audiovisual services, and hotel accommodations.
Build relationships with local businesses, event planners, vendors, and community partners to generate business.
Monitor catering revenue performance, booking pace, conversion metrics, and event profitability.
Conduct client meetings, pre-event planning calls, walkthroughs, and post-event follow-ups to support satisfaction and repeat business.
Maintain accurate sales activity, contracts, event details, and reporting in CRM and hotel sales systems.
Stay informed about hospitality, catering, wedding, and event industry trends and bring fresh ideas to clients.
Perform other duties as assigned.