Senior Catering Sales Manager

OTH Hotels Resorts•Binghamton, NY

20d

About The Position

The Senior 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. The position manages the catering sales and planning cycle from initial inquiry through booking, detailing, and execution, maintaining an organized pipeline and consistent activity levels. It collaborates 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.

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 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 or carry light materials such as brochures, signage, and sample kits.

Nice To Haves

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 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 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 ensure client satisfaction and service excellence.
Complete special projects and other responsibilities as assigned.
Execute catering sales strategies within assigned segments, including corporate meetings, social events, weddings, and SMERF.
Conduct proactive outreach through calls, emails, and networking to generate 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 drive 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 to move business through the pipeline and ensure client communications meet professional and brand standards.
Support contract preparation, negotiate within established guidelines, document event details, deposits, and payment schedules, and escalate non-standard requests or high-risk situations to leadership.
Coordinate with Banquets, Culinary, and Operations to support event execution; participate in pre-convention and pre-event meetings as needed.
Communicate client expectations through detailed and accurate BEOs, support on-site execution, and help address client concerns promptly.
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.
Travel locally for client appointments, networking, and site visits; occasional overnight travel for trade shows or market visits may be required.