Sr. Catering Sales Manager

Pyramid Global Hospitality•Naples, FL

2d•$70,000 - $80,000•Onsite

About The Position

The Senior Catering Sales Manager is responsible for generating, selling, planning, and coordinating weddings, social events, corporate meetings, and catered functions at Naples Bay Resort & Marina. This is a sales-focused position with responsibility for the complete client experience from initial inquiry through event execution. The successful candidate will actively develop new business, respond to and convert incoming leads, build productive relationships with clients and event professionals, and maximize Food & Beverage, catering, meeting room, guest room, and ancillary revenue. The position requires a proactive sales professional who enjoys building relationships, asking for the business, closing sales, and then managing the details necessary to ensure a successful event and exceptional guest experience.

Requirements

Four-year college degree in Hospitality Management, Business, Marketing, Event Management, or a related field preferred.
Minimum of 2–3 years of catering sales, wedding sales, hotel sales, event sales, or closely related experience required.
Previous experience selling and/or planning weddings, social events, corporate meetings, and catered functions strongly preferred.
Demonstrated experience converting inquiries into contracted business and working toward individual sales or revenue goals.
Experience selling Food & Beverage, catering, meeting space, guest rooms, and related event services.
Experience within an upscale hotel, resort, private club, destination wedding venue, or highvolume event environment preferred.
Strong sales and closing skills with a genuine desire to ask for and win business.
Proactive sales mentality with the ability to develop new business rather than relying solely on incoming inquiries.
Excellent verbal and written communication skills.
Exceptional organizational skills and attention to detail.
Strong follow-up skills with the ability to effectively manage a sales pipeline.
Ability to prioritize and manage multiple clients, events, deadlines, and competing responsibilities.
Professional, polished, enthusiastic, and client-focused demeanor.
Creative and solutions-oriented approach to selling and planning events.
Self-motivated team player who works effectively both independently and collaboratively with other resort departments.
Strong working knowledge of Microsoft Office Suite, including Word, Excel, and Outlook.
Ability to work a flexible schedule, including evenings, weekends, and holidays based upon scheduled events and business needs.

Nice To Haves

Delphi/Amadeus experience preferred.
Experience with Cvent, WeddingWire, The Knot, or similar event lead platforms is a plus.

Responsibilities

Proactively sell weddings, social events, corporate meetings, holiday parties, and other catered functions to achieve and exceed established individual and departmental revenue goals.
Respond promptly and professionally to incoming inquiries from the resort website, Cvent, WeddingWire, The Knot, third-party lead sources, referrals, telephone, email, and walk-in inquiries.
Qualify opportunities and maintain consistent, proactive follow-up throughout the sales process.
Prepare compelling proposals and contracts, overcome objections, negotiate within established guidelines, and confidently ask for and close the business.
Develop new business within Naples and the Southwest Florida market through prospecting, networking, referrals, community involvement, and relationships with local businesses and organizations.
Develop and maintain strong relationships with wedding planners, event professionals, corporate clients, community organizations, and other key referral partners.
Conduct enthusiastic and professional site tours that effectively showcase Naples Bay Resort & Marina’s waterfront event venues, accommodations, dining, marina, and Naples Bay Club amenities.
Identify opportunities to maximize revenue through guest rooms, Food & Beverage, upgraded menus, meeting space, audio/visual services, additional functions, and other resort offerings.
Maintain an organized and strategic sales process with timely tracing and follow-up of all inquiries, proposals, tentative business, and future opportunities.
Maintain relationships with past clients to generate repeat business, referrals, testimonials, and future opportunities.
Participate in wedding shows, networking functions, industry events, community activities, sales initiatives, and resort promotional events as required.
Manage the client relationship from initial inquiry and contracting through planning, execution, and post-event follow-up.
Coordinate and execute weddings, social events, corporate meetings, group functions, and other special events with exceptional attention to detail.
Prepare accurate catering contracts, proposals, estimates of charges, Banquet Event Orders (BEOs), event timelines, floor plans, and other required documentation.
Work directly with clients to determine menus, room setups, schedules, audio/visual requirements, décor, entertainment, guest accommodations, transportation, and other event requirements.
Identify and recommend creative enhancements and upselling opportunities that improve the client experience while generating additional revenue.
Coordinate event logistics with internal resort departments including Banquets, Food & Beverage, Culinary, Front Office, Reservations, Engineering, and other operational teams.
Coordinate with outside vendors including wedding planners, florists, entertainment providers, audio/visual companies, photographers, décor and rental companies, and other event partners as necessary.
Ensure all event details, changes, guarantees, special requests, and client expectations are accurately documented and clearly communicated to all appropriate departments.
Conduct and participate in pre-event meetings, BEO meetings, and operational meetings as required.
Serve as the primary liaison between the client and resort departments throughout the planning process.
Act as the resort point of contact on the event date for contracted weddings and other events as required.
Anticipate potential challenges and proactively develop solutions to ensure seamless event execution.
Maintain consistent, professional verbal and written communication with clients throughout the entire sales and planning process.
Maintain accurate and organized sales files and electronic documentation.
Ensure all leads, accounts, activities, contracts, event details, revenue, and client communications are accurately recorded within Delphi or other designated resort systems.
Maintain disciplined sales traces and follow-up to ensure no lead or business opportunity is lost due to lack of communication.
Track personal sales activity, pipeline, conversion, bookings, and revenue performance against established goals.
Maintain accurate event revenue forecasts and communicate changes that may impact departmental revenue projections.
Ensure contracts, BEOs, estimates of charges, deposits, guarantees, and other documentation are completed accurately and according to established resort standards and timelines.
Monitor event details to ensure compliance with Naples Bay Resort & Marina policies and procedures.
Provide feedback to the Director of Sales & Marketing regarding market trends, competitive activity, client feedback, lost business, pricing opportunities, and potential revenue improvement strategies.
Actively contribute to the resort’s catering, event, and guest room revenue goals by identifying opportunities to generate new business, increase conversion, increase Food & Beverage and catering revenue, increase average event spend, generate incremental guest room revenue, develop new market segments, increase repeat and referral business, and identify and sell need dates.
Maintain a polished, professional, responsive, and welcoming approach when interacting with clients, guests, vendors, and colleagues.
Develop strong client relationships and establish confidence throughout the sales and planning process.
Ensure events are executed according to the service and hospitality standards of Naples Bay Resort & Marina.
Remain visible, attentive, courteous, and solutions-oriented during events when required.
Follow up with clients following events to ensure satisfaction and identify opportunities for repeat business and referrals.
Work collaboratively with all resort departments to create memorable experiences while maintaining profitable operations and appropriate service levels.