COMPANY OVERVIEW

At Valor, we are passionate Hotelitarians—driven, detail-obsessed professionals who go beyond service to deliver true hospitality. With a global perspective and a commitment to thoughtful hospitality and sustainable dining, we bring enthusiasm, creativity, and local flair to every property we support. We seek individuals who value relationships, embrace high standards, and create meaningful experiences for guests, teams, and owners alike. If you’re someone who notices the little things and strives to make a lasting impact, you’ll thrive here.

Please visit http://www.valorhospitality.com to learn more about our existing hotels, other exciting job opportunities and our company.

POSITION PROFILE

The Catering Sales Manager drives group and event revenue through proactive sales, exceptional client relationship management, and flawless event execution. This role is responsible for sourcing, selling, planning, and coordinating catering events that reflect the hotel’s brand standards and deliver memorable experiences. Success is measured by revenue growth, repeat business, and client satisfaction.

ESSENTIAL RESPONSIBILTIES

Sales & Business Development

• Proactively identify and pursue new catering business through prospecting, site visits, networking, and industry partnerships.
• Build and maintain a strong pipeline to consistently meet or exceed monthly and annual revenue goals.
• Leverage digital tools, local market intelligence, and competitor insights to target high-value segments.

Contracting & Revenue Optimization

• Negotiate pricing, contracts, and event terms to maximize space utilization and profitability.
• Balance revenue goals with client needs while ensuring adherence to hotel policies and brand standards.
• Forecast and manage catering revenue to support overall hotel financial performance.

Client Engagement & Event Planning

• Serve as the primary contact for all catering clients from proposal through post-event follow-up.
• Develop detailed proposals, contracts, and Banquet Event Orders (BEOs) that capture all event specifications — menus, setup, décor, and timing.
• Ensure smooth internal communication with Banquets, Culinary, and Operations to deliver seamless event execution.

Strategy & Reporting

• Partner with Sales and Revenue leaders to develop and execute market strategies that grow catering share.
• Analyze trends, track performance, and adjust plans proactively to achieve catering revenue goals.
• Prepare accurate forecasts and participate in weekly and monthly business reviews.

Client Retention & Brand Representation

• Maintain detailed client records and communication history within the CRM system.
• Cultivate long-term relationships through consistent follow-up, service excellence, and post-event engagement.
• Represent the hotel at local events, trade shows, and networking opportunities to enhance brand visibility and generate leads.

Operational Excellence

• Ensure all events meet brand and service standards, even when not present on-site.
• Maintain a working knowledge of hotel operations, food and beverage offerings, and current trends in catering and hospitality.
• Adhere to all policies, procedures, and safety standards while upholding a professional image and attitude.

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES

• Two to four-year college degree or equivalent education/experience.
• Hotel experience preferred.
• Proven track record of meeting or exceeding sales targets.
• Extensive knowledge of negotiation, presentation, communication and sales skills. Excellent oral, written and presentation skills sufficient to produce sales and marketing communication that properly reflect the Foundation Image.
• Listen effectively.
• Ability to work independently with strong organizational and time management skills.

PHYSICAL DEMANDS

• Outside sales calls, servicing groups, site inspections, attending meetings, travel and community/ industry functions
• Lift up to 10 lbs.(amenities when making sales calls, attending trade shows, etc.)
• Hotel tours, sales calls, trade shows

BENEFITS PACKAGE

• Competitive Salary

• Daily Pay!

• Team Member Hotel Discount Program

• Uniforms Provided for most positions

• Benefits - Health, Dental, Vision, Life Insurance, and other supplemental options

• Paid PTO

• 401k with employer match

• Food and Beverage Discounts

• Tuition Reimbursement

WHY THE HARPETH:

As historic downtown Franklin's only hotel, we pride ourselves on being a home away from home for our guests and our team members are a large part of that experience. From benefits like special hotel rates around the world to discounted food and beverage items, we are made for those who love to travel as much as our guests.

At The Harpeth, we are dedicated to being open minded and implementing new ideas to assure a high level of productivity and professionalism. We do our best to encourage communication and listening to every team member equally. We are committed to you and your career advancement by providing you the opportunity to be successful through career growth and internal promotions.

If you think you bring the ideal blend of skills, attitude and teamwork, sprinkled with a love of history and a small-town vibe, this could be the perfect home for you! Are you passionate and creative with a desire to grow? Let’s talk!