Catering Sales Manager

OTH Hotels Resorts•Pittsburgh, PA

17d

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. It manages the catering sales and planning cycle from initial inquiry through booking, detailing, and execution, while maintaining an organized pipeline and consistent activity levels. The position works closely with Culinary, Banquets, Sales, and Operations 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 role executes catering sales strategies for assigned segments, conducts outreach and client meetings, develops proposals, supports contracting and negotiation, maintains account and pipeline records, and contributes to reporting and forecasting. It also communicates event requirements through accurate Banquet Event Orders (BEOs), collaborates with operating teams, and supports on-site event execution as needed. Local travel for client appointments, networking, and site visits is required; occasional overnight travel for trade shows or market visits may be required. The position may require flexible hours, including evenings, weekends, and holidays based on event schedules.

Requirements

Four-year college degree in Business, Marketing, Hospitality Management, or a related field preferred, or an equivalent combination of education and experience.
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 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 work flexible hours, including evenings, weekends, and holidays based on event schedules.
Ability to travel locally for client appointments, networking, and site visits; occasional overnight travel for trade shows or market visits may be required.
Ability to move throughout the property or venue during site inspections and events, stand or walk for extended periods during event days, and lift and carry light materials such as brochures, signage, and sample kits.

Nice To Haves

Experience working with group and/or corporate accounts.
Four-year degree in Business, Marketing, Hospitality Management, or a related field.

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 to maximize conversion opportunities.
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.
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 help ensure client satisfaction and service excellence.
Execute catering sales strategies for assigned segments, including corporate meetings, social events, weddings, and SMERF.
Conduct proactive outreach through calls, emails, and networking to generate catering 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 encourage repeat and referral business.
Develop customized proposals with menus, pricing, and event details that align with client needs and hotel capabilities.
Follow up consistently on opportunities to advance business through the pipeline and maintain professional, brand-standard client communications.
Support contract preparation, ensure catering agreements are accurate, negotiate within established guidelines, and document event details, deposits, and payment schedules.
Escalate non-standard requests or high-risk situations to leadership as appropriate.
Coordinate with Banquets, Culinary, and Operations to support event execution; participate in pre-convention and pre-event meetings as needed.
Support on-site event execution, help meet service standards, 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.
Provide input on market trends, client preferences, and competitive activity, and support leadership with reporting and forecasting.
Perform special projects and other responsibilities as assigned.

Benefits

Medical, dental, and vision insurance may be available to eligible team members.
401(k) retirement savings plan with employer matching contributions may be available to eligible team members.
Paid sick leave and other legally required leave benefits may be available.
Paid holidays may be available.
Paid time off may be available.
Life and disability insurance may be available.
Employee assistance program may be available.
Hotel discounts may be available.
Team member meal programs may be available where offered.
Other benefits and perks as determined by the Company may be available.