Sales and Catering Manager

Hulsing Hotels•Lawrence, KS

16h•Onsite

About The Position

The Catering Sales Manager is responsible for achieving individual and departmental catering and banquet revenue goals at an assigned Hulsing Hotels property by prospecting new clients, managing existing accounts, and executing all assigned events with a consistently high standard of detail, communication, and guest satisfaction. This position owns the full sales and event management cycle for assigned bookings — from initial inquiry and proposal through contract execution, event detailing, on-site management, and final billing — with a primary focus on catering-only accounts, smaller group bookings, day functions, charity events, and social events that do not require overnight room blocks. The Catering Sales Manager is an integral member of the Sales & Catering team, works collaboratively with all property departments to ensure flawless event execution, and serves as the primary point of contact for clients throughout every stage of the event lifecycle. This role requires a results-driven, detail-oriented sales professional with strong relationship-building skills, a genuine passion for hospitality, and the organizational discipline to manage multiple active accounts and events simultaneously.

Requirements

Minimum 2 years of catering sales, event sales, or hospitality sales experience required, with a demonstrated track record of meeting or exceeding revenue goals.
Proven ability to manage multiple active accounts and events simultaneously from initial inquiry through post-event billing.
Strong sales skills including prospecting, needs assessment, proposal development, negotiation, and closing.
Comprehensive knowledge of catering and banquet event operations, food & beverage service styles, and event logistics.
Excellent written and verbal communication skills including public speaking, client presentation, and professional correspondence.
High proficiency in Microsoft Office Suite (Word, Excel, Outlook, PowerPoint).
Accurate and thorough event documentation including BEO preparation, contract management, and CRM data entry.
Strong time management, organizational, and prioritization skills for managing concurrent event timelines and client commitments.
Results-driven and self-motivated with a genuine bias for proactive prospecting and revenue production.
Detail-oriented — treats BEO accuracy and event documentation as a non-negotiable standard.
Builds strong, trust-based relationships with clients, colleagues, and operating department partners.
Creative problem-solver who remains calm and solution-focused when events require real-time adjustments.
Loyal, professional, and committed to going the extra mile for clients and the team.
Willing to work evenings and weekends as required during special events and peak catering periods.
Fluency in English (spoken and written) required for client-facing sales activity, event documentation, proposal writing, and team communication.
Exceptional written communication skills are essential for BEO and contract accuracy and client correspondence.
Valid driver’s license required.

Nice To Haves

Previous experience in a hotel, resort, country club, or full-service event venue catering sales role strongly preferred.
Experience with hotel catering management systems (Delphi FDC or equivalent) and property management systems (Opera or equivalent) a significant plus.
Bilingual skills a plus.
Certified Meeting Professional (CMP) or Certified Hospitality Sales Professional (CHSP) designation a plus.
Brand-required training certifications must be completed within the timeframes established by the applicable franchise brand (IHG, Hilton, Marriott, or Best Western).

Responsibilities

Serve as the primary point of contact for all assigned catering accounts from booking confirmation through post-event follow-up; maintain timely, professional, and thorough communication with every client throughout the entire event lifecycle.
Conduct detailed planning meetings or calls with each client to confirm and document all event requirements including food & beverage selections, room setup, A/V needs, décor, timing, vendor coordination, transportation, group activities, and any special requests or requirements.
Prepare all required event documentation for each assigned booking including Banquet Event Orders (BEOs), group resumes, service orders, and any other property-standard event forms; ensure all documents are complete, accurate, and reflect the most current confirmed details before distribution.
Ensure all event details are captured in a fully executed, signed BEO before the event begins; communicate all important details, timing changes, guarantee updates, and special instructions to all affected departments in a timely and thorough manner.
Manage all assigned accounts in the property’s catering management system (Delphi FDC or equivalent); record all client communications, update event details, and maintain complete and accurate catering files for every booking with all supporting documentation.
Maintain awareness of all pertinent catering contract elements and be prepared to clearly explain contract terms, cancellation policies, attrition clauses, food & beverage minimums, and service charge and tax structures to clients as needed.
Monitor and communicate final attendance guarantees for all assigned events within the property’s established guarantee deadline; record and distribute guarantee updates to the Kitchen, Banquets, and all affected departments immediately upon confirmation.
Be present and actively engaged during assigned large-scale, complex, or high-profile catering events to ensure all client expectations and event details are being met and exceeded in real time; serve as the on-site client liaison and decision-maker for the duration of these events.
Attend all weekly group resume meetings, BEO meetings, and Sales & Catering team meetings; come prepared with complete and current information on all assigned upcoming events; follow up on all action items assigned during meetings before the next meeting.
Collaborate closely with the Banquet Manager, Executive Chef, Food & Beverage team, Engineering, Housekeeping, and Front Desk to ensure all event logistics are planned, communicated, and executed seamlessly; build and maintain strong working relationships with all operating departments.
Address and resolve client concerns, requests, or unexpected event-day challenges promptly, calmly, and with full authority to act within established guidelines; escalate issues requiring ownership or Director of Sales & Marketing involvement immediately and with a recommended solution.
Coordinate and communicate with outside vendors, entertainment providers, florists, photographers, and other third-party service providers involved in assigned events as needed; ensure all vendor access, timing, and logistical requirements are confirmed and communicated to the appropriate property departments.
Prepare, review, and approve accurate final event billing for each assigned group during and immediately following their event; verify that all charges reflect contracted rates, confirmed consumption, applicable service charges, and taxes before submitting for client approval and posting.
Cover the responsibilities of other Sales & Catering team members when needed due to absence, vacancy, or peak demand; demonstrate flexibility and a team-first mindset in supporting the department’s collective performance.
Participate in the preparation of weekly and monthly catering revenue and activity reports as directed by the Director of Sales & Marketing; provide accurate booking pace, production, and pipeline data on request.
Maintain a professional, conservative appearance and model the highest standards of ethical conduct, service excellence, and brand representation in all interactions with clients, guests, vendors, and team members.
Perform other duties as assigned by the Director of Sales & Marketing or General Manager.