Catering Sales Manager

The Catering Sales Manager drives banquet and catering revenue from inquiry to event execution. You’ll prospect and convert social and corporate business, craft proposals and menus, negotiate and contract, and hand off clean, complete BEOs—partnering with Culinary, Banquets, and Operations to deliver profitable, on-brand events that delight planners and guests.

Key Responsibilities

• Business Development & Prospecting

  • Proactively source new business (corporate meetings, socials, weddings, non-profit galas, local catering).

  • Build pipelines via outbound calls, site tours, networking, CVB/third parties, and community partnerships.

• Sales Cycle Ownership

  • Qualify leads, conduct needs discovery, design menus/packages, and create proposals and presentations.

  • Negotiate terms (menus, pricing, room rental, concessions) and secure signed contracts with deposits and credit approvals.

• Event Detailing & Handoffs

  • Create accurate BEOs, diagrams, and event timelines; confirm guarantees, counts, and special needs (allergies/AV/ADA).

  • Lead internal pre-cons; hand off clean packets to Banquets/Culinary/Operations; attend key events as needed.

• Revenue Management & Forecasting

  • Manage pace/pickup, need-period tactics, upsell enhancements (bars, décor, AV, upgrades), and minimums.

  • Maintain accurate forecasts, weekly production reports, and post-event profitability reviews.

• Account & Planner Relations

  • Nurture repeat and referral business; execute rebook strategies and multi-event agreements where appropriate.

  • Resolve service issues with urgency and coordinate post-cons for continuous improvement.

• Systems & Compliance

  • Keep CRM/Delphi/Cvent records current (activities, traces, contacts, documents).

  • Ensure contract/rider compliance (deposits, cancellation, attrition, payment terms) and adhere to brand/company policies.

• Cross-Functional Collaboration

  • Partner with Marketing on campaigns, social content, and wedding shows/bridal fairs.

  • Coordinate with Revenue on space optimization, displacement, and pricing fences.

Benefits We Offer:

• Competitive Salary: A comprehensive and competitive compensation package.
• Performance Bonuses: Based on company and individual performance.
• Health Benefits: Full medical, dental, and vision coverage.
• Retirement Savings: 401(k) plan with company match to help secure your financial future.
• Paid Time Off (PTO): Generous vacation, sick leave, and paid holidays to promote work-life balance.
• Professional Development: Opportunities for career advancement, mentorship, and ongoing learning.
• Employee Discounts: Discounts on hotel stays and services across PHM properties.
• Wellness Programs: Access to health and wellness initiatives to support a balanced lifestyle.
• Flexible Work Environment: Options for flexible scheduling and work arrangements to promote work-life balance.

Performance Hospitality Management (PHM) is an Equal Opportunity Employer (EEO):

PHM is committed to diversity, equity, and inclusion in the workplace. We provide equal employment opportunities to all qualified individuals regardless of race, color, religion, gender, gender identity, sexual orientation, national origin, disability, or age. We embrace diversity and are committed to creating an inclusive environment for all employees.

• 3–5+ years catering or group sales experience (hotel/venue/conference center preferred).

• Strong consultative selling, negotiation, and presentation skills; polished planner and client communications.

• Proficient with CRM/event platforms (Delphi, Salesforce, Cvent, TripleSeat) and Microsoft 365/Google Workspace.

• Knowledge of banquet service styles, menu engineering, and basic AV; comfort reading floor plans/diagrams.

• Organized, detail-driven, and deadline-focused; able to manage multiple programs simultaneously.

• Flexible schedule for site tours, tastings, and events (evenings/weekends as needed).

• Nice to have: CMP/CPCE or HSMAI certifications; local market relationships.