Group & Catering Sales Manager - The Ben Hotel, Autograph Collection

Sage Hospitality•West Palm Beach, FL

About The Position

The Group & Catering Sales Manager is responsible for driving group and catering revenue through strategic sales initiatives, proactive business development, and strong client relationship management. This role focuses on identifying and securing new business opportunities while maximizing existing accounts to position The Ben as a premier destination for meetings, corporate gatherings, and social events in West Palm Beach. Success in this role requires a dynamic sales professional who thrives on prospecting, networking, and cultivating meaningful relationships. By combining market insight, creative selling strategies, and a service-driven mindset, the Group & Catering Sales Manager plays a vital role in growing revenue and ensuring the hotel remains a sought-after venue for memorable events and gatherings.

Requirements

Proven expeience in hospitality sales, group sales, catering sales, or event sales.
Experience in outside sales, B2B sales, or business development preferred.
Strong negotiation and relationship-building skills.
Proficiency in CITY.
Excellent presentation, communication, and organizational skills.
Ability to work independently while contributing to a collaborative team environment.
Strong understanding of hospitality sales strategies and revenue optimization.

Responsibilities

Conduct high-revenue potential sales calls and proactive prospecting activities to generate new business.
Maintain an active direct sales program aligned with departmental goals and the hotel’s marketing strategy.
Dedicate a minimum of 90% of work time to revenue-generating sales activities.
Represent the hotel at networking events, industry functions, and business development opportunities.
Maintain reliable transportation and a valid driver’s license to conduct outside sales calls and client visits.
Identify and secure new accounts through targeted prospecting, research, networking, and market intelligence.
Capture competitor accounts by analyzing market opportunities and conducting reader board surveys.
Develop and maintain a Targeted Account Development strategy to drive new revenue opportunities.
Acquire referrals from existing clients and follow up on all leads within 48 hours.
Utilize creative sales strategies, telemarketing, and outreach initiatives to expand the client base.
Maximize revenue from existing accounts by identifying growth opportunities and upselling services.
Develop long-term relationships with key clients through consistent communication and personalized service.
Maintain detailed client profiles and account records to ensure exceptional service delivery.
Achieve 90% of productivity goals and 100% of activity goals established by management.
Negotiate room rates, catering packages, and function space agreements using yield management strategies to maximize revenue.
Prepare and present customized proposals and contracts to clients.
Maintain organized and accurate client records through CRM systems and sales reporting tools.
Monitor sales performance, pipeline activity, and forecasting to support revenue strategy discussions.
Provide exceptional service throughout the sales process to ensure a seamless and positive client experience.
Maintain accurate and organized account files and documentation.
Promptly follow up on all customer needs, inquiries, and event-related requests.
Communicate effectively with internal departments to ensure successful event execution.
Conduct research and market analysis to identify trends, opportunities, and competitive advantages.
Understand the hotel’s strengths, event capabilities, and service offerings to effectively position the property in the marketplace.
Maintain strong knowledge of competitor offerings and industry developments.
Represent the hotel with integrity, professionalism, and a service-focused approach at all times.
Maintain a polished, professional appearance when interacting with clients and representing the property.
Demonstrate a collaborative team attitude and maintain strong communication with all hotel departments.
Manage travel and sales expenses responsibly to support departmental budget goals.