Catering Sales Manager

OTH Hotels•Pittsburgh, PA

About The Position

The Catering Sales Manager generates catering revenue through proactive sales efforts, responding to inquiries, and managing client relationships for on-property events. The role supports the hotel’s catering strategy by identifying new opportunities, developing client relationships, and converting inquiries into successful events. The manager oversees the catering sales and planning cycle from initial inquiry through booking, event detailing, and execution, maintaining an organized pipeline and consistent activity levels. Close collaboration with Culinary, Banquets, Sales, and Operations teams helps ensure 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 role executes catering sales strategies across assigned segments such as corporate meetings, social events, weddings, and SMERF; conducts outreach and client interactions; prepares proposals and supports contracting; and coordinates event details and turnover. It also maintains accurate CRM and event-system records, tracks production against revenue goals, and supports reporting and forecasting. Local travel for client appointments, networking, and site visits is required, with occasional overnight travel for trade shows or market visits potentially required. Work hours may be flexible and include evenings, weekends, and holidays based on event schedules.

Requirements

Minimum of 2–4 years of experience in hotel sales, catering sales, or a related hospitality field.
Strong communication and relationship-building skills.
Strong 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.
Ability to stand and walk for extended periods as needed during event days.
Ability to lift and carry light materials such as brochures, signage, and sample kits as required.

Nice To Haves

Four-year college degree in Business, Marketing, Hospitality Management, or a related field, or equivalent combination of education and experience.
Experience working with group and/or corporate accounts.
Occasional overnight travel for trade shows or market visits may be required as business needs require.

Responsibilities

Advocate the Open Door Policy through clear, calm, and direct communication in accordance with OTH Hotels Resorts guidelines.
Generate catering revenue through proactive prospecting, inquiry response, and management of assigned accounts.
Manage the catering process from lead intake through booking, detailing, and event execution.
Respond to catering inquiries and RFPs promptly and professionally.
Conduct site tours and client meetings to showcase event spaces and services.
Maintain and grow assigned accounts while identifying new catering and event business opportunities.
Partner with Culinary and Banquet teams on menus, service expectations, and event logistics.
Accurately capture and communicate event details through Banquet Event Orders (BEOs).
Support event execution as needed to promote client satisfaction and service excellence.
Execute catering sales strategies within assigned market segments.
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 to generate demand for event space and catering services.
Build relationships with clients, planners, and local vendors to encourage 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 advance them through the pipeline and ensure client communications meet professional and brand standards.
Support preparation of catering contracts, negotiate within established guidelines, document event details, deposits, and payment schedules, and escalate non-standard requests or high-risk situations to leadership.
Coordinate with Banquets, Culinary, and Operations to support event execution and communicate client expectations through detailed BEOs.
Participate in pre-convention and pre-event meetings as needed, support on-site execution, and help address client concerns promptly.
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.