Catering Sales Manager

OTH Hotels Resorts•Williamsburg, VA

3d•$62,353 - $67,000•Onsite

About The Position

OTH Hotels Resorts is seeking an experienced Catering Sales Manager for a hotel property in New York. Property details will be provided during the interview process. The role generates catering revenue through proactive sales, responding to inquiries, and managing client relationships for on-property events. The manager supports the hotel’s catering strategy by identifying opportunities, developing relationships, and converting inquiries into events. The position manages the catering sales and planning cycle from initial inquiry through booking, event detailing, and execution, maintaining an organized pipeline and consistent sales activity. It works closely with Culinary, Banquets, Sales, and Operations teams to support seamless events and an exceptional guest experience. Success is measured by individual catering revenue production, conversion rates, event execution quality, and client satisfaction. The role includes prospecting, managing accounts and proposals, conducting site tours and client meetings, supporting contract preparation and negotiation, documenting event details in Banquet Event Orders (BEOs), and coordinating event turnover and execution. It also maintains activity and pipeline records in CRM and event systems, tracks production against revenue goals, and supports reporting and forecasting. Local travel for client appointments, networking, and site visits is required; occasional overnight travel may be required for trade shows or market visits. Flexible hours, including evenings, weekends, and holidays, may be needed based on event schedules.

Requirements

Two to four years of experience in hotel sales, catering sales, or a related hospitality field.
Strong communication and relationship-building skills.
Strong organizational skills and detail-oriented planning abilities.
Basic sales and negotiation skills and 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; occasional overnight travel for trade shows or market visits may be required as business needs dictate.
Ability to move throughout the property or venue during site inspections and events, stand and walk for extended periods as needed on event days, and lift and carry light materials such as brochures, signage, and sample kits.
Ability to work flexible hours, including evenings, weekends, and holidays, based on event schedules.

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.

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, responding to inquiries, and managing 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 and identify new catering and event business opportunities.
Coordinate 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 ensure client satisfaction and service excellence.
Conduct outreach through calls, emails, and networking to generate business; maintain a schedule of client interactions, 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 encourage repeat and referral business.
Develop customized proposals, including menus, pricing, and event details aligned with client needs and hotel capabilities; follow up consistently on opportunities.
Support contract preparation, negotiate within established guidelines, document event details, deposits, and payment schedules, and escalate non-standard requests or high-risk situations as appropriate.
Work with Banquets, Culinary, and Operations to coordinate events; participate in pre-convention and pre-event meetings as needed; communicate client expectations through accurate BEOs; and support on-site execution and timely resolution of client concerns.
Maintain accurate records of catering activities, accounts, and pipeline in CRM and event systems; track production against revenue goals; provide input on market trends, client preferences, and competitive activity; and support reporting and forecasting.
Perform special projects and other responsibilities as assigned.