Catering Sales Manager

OTH Hotels Resorts•Binghamton, NY

22h•$62,353 - $66,500

About The Position

The Catering Sales Manager generates catering revenue through proactive sales efforts, timely responses to inquiries, and management of client relationships for on-property events. The role supports the hotel’s catering strategy by identifying new business opportunities, developing client relationships, and converting inquiries into bookings. It manages the catering sales and planning cycle from initial inquiry through booking, detailing, and execution, while maintaining an organized pipeline and consistent sales activity. The manager works closely with Culinary, Banquets, Sales, and Operations teams to support seamless event execution and an exceptional guest experience. Success is measured by individual catering revenue production, conversion rates, event execution quality, and client satisfaction. The position executes sales strategies across assigned segments, such as corporate meetings, social events, weddings, and SMERF business. It includes prospecting, client outreach, site visits, tastings, proposal development, follow-up, account management, and relationship-building with clients, planners, and local vendors. The manager supports contract preparation and negotiation within established guidelines, documents event details and payment schedules, and escalates non-standard requests or high-risk situations. The role maintains records and pipeline information in CRM and event systems, tracks production against revenue goals, and supports reporting and forecasting. The position requires a four-year college degree in Business, Marketing, Hospitality Management, or a related field (preferred), or an equivalent combination of education and experience. A minimum of two to four years of experience in hotel sales, catering sales, or a related hospitality field is required. Local travel for client appointments, networking, and site visits is required as needed; occasional overnight travel for trade shows or market visits may be required. The role involves moving throughout the property or venue, standing and walking for extended periods during event days, and carrying light materials as needed. Flexible hours, including evenings, weekends, and holidays, may be required based on event schedules.

Requirements

Minimum of two to four years of experience in hotel sales, catering sales, or a related hospitality field.
Strong communication and relationship-building skills.
Exceptional organizational and detail-oriented planning abilities.
Basic sales and negotiation skills, with a desire to grow.
Proficiency with CRM systems, event management systems, and Microsoft Office.
Ability to manage multiple events and priorities simultaneously.
Hospitality-focused mindset and commitment to exceptional guest experiences.
Ability to travel locally for client appointments, networking, and site visits as needed.
Ability to work flexible hours, including evenings, weekends, and holidays based on event schedules.
Ability to move throughout the property or venue during site inspections and events, stand or walk for extended periods as needed, and lift or carry light materials.

Nice To Haves

Four-year college degree in Business, Marketing, Hospitality Management, or a related field; equivalent education and experience is also accepted.
Experience working with group and/or corporate accounts.
Ability to travel overnight occasionally for trade shows or market visits as business requires.

Responsibilities

Advocate the Open Door Policy through clear, calm, and direct communication in accordance with company guidelines.
Generate catering revenue through proactive prospecting, inquiry responses, and management of assigned accounts.
Manage the catering process from lead intake through booking, detailing, and event execution.
Respond to catering inquiries and RFPs in a timely and professional manner.
Conduct site tours and client meetings to showcase event spaces and services.
Maintain and grow assigned accounts and identify new catering and event business opportunities.
Coordinate with Culinary and Banquet teams on menus, service expectations, and event logistics.
Ensure event details are accurately captured and communicated through Banquet Event Orders (BEOs).
Support event execution as needed to ensure client satisfaction and service excellence.
Execute catering sales strategies within assigned segments, including corporate meetings, social events, weddings, and SMERF.
Conduct proactive outreach through calls, emails, and networking to generate business.
Maintain an active schedule of client interactions, including site visits, tastings, and planning meetings.
Identify opportunities during need periods and generate demand for event space and catering services.
Build relationships with clients, planners, and local vendors to drive repeat and referral business.
Develop customized proposals with menus, pricing, and event details aligned with client needs and hotel capabilities.
Follow up consistently on opportunities to move business through the pipeline and ensure client communications meet professional and brand standards.
Support contract preparation, negotiate within established guidelines, and document event details, deposits, and payment schedules.
Escalate non-standard requests or high-risk situations to leadership as appropriate.
Work with Banquets, Culinary, and Operations to ensure seamless event execution and communicate client expectations through detailed and accurate BEOs.
Participate in pre-convention and pre-event meetings as needed; support on-site event execution and promptly assist with client concerns.
Maintain accurate catering activity, account, and pipeline records in CRM and event systems.
Track individual production against revenue goals and provide input on market trends, client preferences, and competitive activity.
Support leadership with reporting and forecasting as needed.
Perform special projects and other responsibilities as assigned.