Catering Sales Manager

DeFoor Hospitality Group•Madison, WI

17d

About The Position

The Catering Sales Manager is responsible for generating hotel revenue by identifying and securing group meetings, conferences, and social events. The role focuses on prospecting and developing accounts, building relationships with customers and the competitive set, and selling hotel services and facilities, including restaurant outlets. The manager qualifies leads, prepares proposals and contracts, negotiates event terms within approved guidelines, and works with culinary operations to create menus that meet client budgets. The position also involves property tours and customer visits, maintaining accurate account and sales-system records, collaborating across departments, and performing other duties as assigned.

Requirements

At least two years of sales experience in a management role.
At least two years of hotel sales experience.
A four-year degree or equivalent experience.
Excellent verbal, written, and presentation skills.
Confidence and ability to present to small groups.
Strong negotiation skills and ability to convince and influence professional and hotel guests.
Ability to make decisions based on established policies and procedures.
Strong administrative skills, including business writing, mathematics, and knowledge of Microsoft Office products.

Responsibilities

Maintain working knowledge of the hotel and surrounding area.
Target and prospect new business using marketing and sales resources.
Develop and maintain relationships with the competitive set and customers.
Participate in community organizations and professional associations to maintain visibility and increase market share.
Develop and execute plans for existing and new accounts to meet or exceed sales revenue expectations.
Travel as recommended for outside sales calls and trade shows.
Maximize revenue by selling all facets of the hotel, including restaurant outlets.
Learn about DeFoor Hospitality Group hotels to cross-sell effectively.
Qualify incoming leads and prepare proposals, contracts, and addendums to secure catering business.
Conduct property tours and inform potential customers about available hotel services; entertain customers during site inspections, pre-planning trips, and program operations when appropriate, and complete required site forms.
Follow up on proposals and contracts to close business.
Collaborate with culinary operations to create custom menus suited to client budgets.
Negotiate food and beverage minimums, meeting room rental, function space, and hotel services within approved booking guidelines.
Maintain accurate, organized, and current files, including computer files and sales platform records.
Manage account details and document all required solicitation and closing information in the sales and catering system.
Use logic, integrity, and sound judgment in business decisions, considering operational needs and effects on other departments.
Perform other duties as assigned to meet business needs.