Catering Sales Manager-Event Services-Exempt

Pinehurst Careers•Pinehurst, NC

About The Position

The Catering Sales Manager is a results-driven sales position responsible for capturing, soliciting, and converting revenue opportunities across Pinehurst Resort properties and the private member Country Club. Reporting to the Assistant Director of Catering, the manager leads sales for weddings and related celebrations, corporate meetings, holiday parties, fundraisers, group dining, and private resort villa dinners. The role is accountable for the sales cycle, pipeline growth, and client satisfaction, with a focus on meeting and exceeding quarterly and annual sales goals. The manager works with Restaurant Dining Outlets and Resort Operations—including Banquets, Culinary, Leisure Sales, Golf, Retail, Transportation, and Spa—to support cross-departmental bookings, service standards, and profitability. Operational teams handle physical event execution, while the manager oversees sales, client communication, planning coordination, proposals, contracts, and follow-up. The position also includes on-site presence at key function starts, venue tours and tastings, and coordination of vendors and event permits.

Requirements

Bachelor’s degree in hospitality, business, or a related field, or an equivalent combination of education and experience.
At least four years of progressive catering sales, hotel operations, or corporate B2B development experience.
Proven track record in high-frequency prospecting and short-cycle sales execution.
Ability to read, interpret, and process safety rules, vendor contracts, corporate event briefs, operating instructions, and procedure manuals.
Ability to write routine reports, professional emails, client proposals, cost estimates, and business correspondence.
Ability to speak effectively before customers, corporate clients, planners, or employees.
Ability to calculate discounts, interest, commissions, food and beverage proportions, percentages, layout dimensions, package margins, tax, gratuity, and event pricing totals.
Ability to follow written, oral, or diagram-based instructions and manage complex logistics involving several variables in fast-paced hospitality settings.
Ability to perform frequent keyboarding and phone prospecting; stand and walk across resort venues; handle objects; reach; and talk or hear.
Occasional ability to climb or balance, stoop, kneel, or crouch, and lift or move up to 30 pounds.
Required vision abilities include close, distance, color, peripheral, and depth perception, and the ability to adjust focus.

Responsibilities

Deliver warm, genuine, anticipatory service and act as a trusted advisor to clients and club members.
Build long-term client relationships and provide personalized event solutions from initial inquiry through post-event follow-up.
Maintain accountability for end-to-end client communication, follow-up, guest satisfaction, and favorable Net Promoter Score feedback.
Capture, solicit, and close sales for weddings, wedding-related events, corporate meetings, holiday parties, fundraisers, social celebrations, group dining, and private villa dinners.
Meet and exceed quarterly and annual revenue quotas through inbound lead conversion, cold calling, corporate outreach, local sales activity, networking, and bridal prospecting.
Track sales activity and performance metrics, including outbound call volume, networking attendance, and pipeline follow-up.
Cross-sell and bundle audiovisual upgrades, decor rentals, cultural themes, bar packages, and customized menus to increase contract value.
Use social media to share event content, encourage follower growth, and promote the resort.
Use Pinehurst’s history and venue offerings to develop compelling proposals and create client connections.
Stay current with event trends and pitch design concepts, guest experiences, cultural traditions, and corporate meeting formats.
Create room layouts and floor plans using Social Tables.
Lead facility tours and menu tastings, and advise clients on venues, cuisine, and services.
Coordinate cross-bookings with Leisure/Group Sales, dining outlets, Golf, Spa, Transportation, and Retail.
Process web, phone, wedding registry, and club member leads promptly and track interactions and follow-up in Agilysys Sales & Catering.
Prepare accurate cost estimates and contracts that balance client budgets and revenue goals, secure full contract prepayments, and reconcile post-event ledger balances to zero.
Analyze sales tracking data and provide pipeline insights to leadership to support business development and pricing strategies.
Communicate internally and distribute group resumes to Culinary, Banquets, and other operational departments.
Be present on-site at key function starts and promptly address client issues and layout changes.
Verify vendor Certificates of Insurance and coordinate with municipal offices regarding noise, staging, zoning, and temporary event permits.