Senior Catering Sales Manager

OTH Hotels•Binghamton, NY

19d

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 manager oversees the catering sales and planning cycle from initial inquiry through booking, detailing, and execution, maintaining an organized pipeline and consistent activity levels. The role 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 position executes catering sales strategies across assigned segments such as corporate meetings, social events, weddings, and SMERF. It manages inquiries and proposals, supports contracting and negotiation within established guidelines, coordinates event details and turnover, and maintains records and reporting. Local travel for appointments, networking, and site visits is required as needed; occasional overnight travel for trade shows or market visits may be required. The role requires flexible hours, including evenings, weekends, and holidays based on event schedules, as well as moving around venues, standing or walking for extended periods during event days, and carrying light materials as needed.

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, with 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 as needed; 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 or carry light materials as required.

Nice To Haves

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

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 in a timely, professional, accurate, and detail-oriented manner.
Conduct site tours and client meetings to showcase event spaces and services.
Maintain and grow assigned accounts while identifying new opportunities for catering and event business.
Partner with Culinary and Banquet teams on menus, service expectations, and event logistics.
Ensure event details are accurately captured and communicated through Banquet Event Orders (BEOs).
Support event execution as needed to ensure client satisfaction and service excellence.
Conduct proactive outreach through calls, emails, and networking to generate new 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 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 and ensure catering agreements are accurate.
Negotiate within established guidelines to secure business while maintaining profitability.
Ensure proper documentation of event details, deposits, and payment schedules; escalate non-standard requests or high-risk situations to leadership as appropriate.
Work with Banquets, Culinary, and Operations to ensure seamless event execution and communicate client expectations through detailed BEOs.
Participate in pre-convention and pre-event meetings as needed, support on-site execution, and assist with client concerns.
Maintain accurate records of catering activities, accounts, and pipeline in CRM and event systems.
Track individual production against revenue goals and provide input on market trends, client preferences, and competitive activity.
Support leadership with reporting and forecasting as needed.
Perform special projects and other responsibilities as assigned.

Benefits

Medical insurance
Dental insurance
Vision insurance
401(k) retirement savings plan with employer matching contributions
Paid sick leave and other legally required leave benefits
Paid holidays
Paid time off
Life insurance
Disability insurance
Employee assistance program
Hotel discounts
Team member meal programs where offered
Other benefits and perks as determined by the Company; availability and eligibility may vary.