Sr. Manager, Catering Sales - InterContinental San Francisco

IHG•San Francisco, CA

7d•$83,200 - $104,000

About The Position

Drive revenue growth through strategic direct sales efforts, including the acquisition of new accounts and the development and retention of existing client relationships. Execute targeted sales strategies to maximize hotel profitability while delivering exceptional guest experiences. Provide leadership and oversight of client events to ensure seamless execution and the highest levels of customer satisfaction. Every day is different, but you’ll mostly be Develop and expand a diverse client base across corporate, social, association, and organizational segments through strategic inside and outside sales efforts, ensuring catering revenue goals are consistently met or exceeded. Proactively prospect, qualify, and convert new business opportunities to drive incremental revenue. Lead negotiations for guest room blocks, meeting space, and catering services within established booking parameters; ensure accuracy and completeness of all contracts, rate agreements, and banquet event orders (BEOs). Manage incoming inquiries and deliver timely, customized proposals in alignment with departmental standards and revenue strategies. Partner cross-functionally with hotel departments to ensure seamless execution of events; effectively communicate all sales-related details to support operational excellence. Oversee event setup by conducting pre-function inspections, ensuring all arrangements meet client specifications and hotel standards; address and resolve any discrepancies promptly. Serve as the primary on-site contact for clients during events, providing a high-touch experience to ensure satisfaction and strengthen long-term relationships. Monitor all event phases—including setup, execution, refresh, and breakdown—to ensure adherence to timelines, service standards, and operational procedures. Plan and execute client engagement initiatives, including site tours, familiarization events, and off-site presentations, while hosting clients in accordance with company guidelines. Maintain detailed and accurate client records within CRM systems; generate monthly reports, forecasts, and performance insights for assigned market segments. Represent the hotel at industry events, trade shows, and in key feeder markets to enhance visibility and generate new business opportunities. Conduct post-event follow-up to assess client satisfaction, address feedback, and secure repeat and referral business.

Requirements

Minimum of five (5) years of experience in a hotel sales role, with a preference for experience in catering or events sales.
Proven ability to generate new business, manage client relationships, and consistently achieve or exceed revenue targets.
Strong knowledge of local businesses, market dynamics, and current industry trends.
Demonstrated expertise in negotiating contracts, managing event logistics, and executing high-level catering functions.
Excellent communication, presentation, and interpersonal skills with a client-focused approach.
Ability to collaborate effectively with cross-functional teams to ensure seamless event execution.
Strong organizational and time-management skills, with the ability to manage multiple events and priorities simultaneously.
Proficiency in CRM and sales systems (e.g., Delphi) and standard business software.
Self-motivated, detail-oriented, and results-driven with strong problem-solving abilities.

Responsibilities

Develop and expand a diverse client base across corporate, social, association, and organizational segments through strategic inside and outside sales efforts, ensuring catering revenue goals are consistently met or exceeded.
Proactively prospect, qualify, and convert new business opportunities to drive incremental revenue.
Lead negotiations for guest room blocks, meeting space, and catering services within established booking parameters; ensure accuracy and completeness of all contracts, rate agreements, and banquet event orders (BEOs).
Manage incoming inquiries and deliver timely, customized proposals in alignment with departmental standards and revenue strategies.
Partner cross-functionally with hotel departments to ensure seamless execution of events; effectively communicate all sales-related details to support operational excellence.
Oversee event setup by conducting pre-function inspections, ensuring all arrangements meet client specifications and hotel standards; address and resolve any discrepancies promptly.
Serve as the primary on-site contact for clients during events, providing a high-touch experience to ensure satisfaction and strengthen long-term relationships.
Monitor all event phases—including setup, execution, refresh, and breakdown—to ensure adherence to timelines, service standards, and operational procedures.
Plan and execute client engagement initiatives, including site tours, familiarization events, and off-site presentations, while hosting clients in accordance with company guidelines.
Maintain detailed and accurate client records within CRM systems; generate monthly reports, forecasts, and performance insights for assigned market segments.
Represent the hotel at industry events, trade shows, and in key feeder markets to enhance visibility and generate new business opportunities.
Conduct post-event follow-up to assess client satisfaction, address feedback, and secure repeat and referral business.