Catering Sales Manager

Overview

Driftwood Hospitality Management’s company culture empowers associates to take initiative, be proactive, and contribute to the property’s success with well-defined strategies and objectives. We are renowned for our integrated hospitality services and outstanding client service. Our team is made up of top talent across every role and property.

Solicit, book, plan and coordinate meetings and functions while maximizing banquet space to meet or exceed sales goals. Utilize prospecting skills and strong business sense to consistently exceed catering revenue targets. Report all catering activities to the Director of Catering Sales or Director of Sales & Marketing. Support all corporate and hotel initiatives as needed.

This description summarizes primary responsibilities and qualifications. The hotel operates 24 hours a day, 7 days a week, so shifts may vary in start times and weekly hours.

• Solicit, negotiate, and book new and repeat business through sales calls, telemarketing, mailings, networking, and related activities while maximizing banquet space to meet/exceed revenue goals.
• Execute a territorial marketing strategy to maximize revenue and meet/exceed sales goals.
• Plan, upsell, and detail meetings/functions with clients, including space requirements, times, equipment, menus, and decor. Complete contracts and related paperwork, coordinate with hotel departments, and resolve issues to ensure quality delivery and customer satisfaction.
• Prepare status and period-end reports to keep management informed of activities.
• Maintain up-to-date knowledge of corporate/hotel procedures, products, and competitive offerings to improve sales strategies and goal achievement.
• Respond to incoming catering opportunities and proactively identify, qualify, and solicit new catering business to achieve revenue goals.
• Close opportunities based on market conditions and hotel needs; understand competitors’ strengths and weaknesses and how to sell against them.
• Use negotiating skills and creative selling to close business and negotiate contracts; develop relationships with internal and external stakeholders to support catering sales.
• Ensure a high level of customer satisfaction; conduct site inspections; create proposals and contracts as required.
• Possess excellent telephone sales skills and strong overall sales skills; understand contract management and food and beverage forecasting and attrition; maintain knowledge of food trends and menu planning.
• Demonstrate operational knowledge relevant to catering sales and participate in professional organizations to maintain visibility.
• Perform special projects and participate in task forces as required; may be assigned additional duties by the supervisor.

• Ensure high levels of customer satisfaction and build long-term customer relationships to support future revenue growth.
• Coordinate and communicate event details with internal/external customers; follow up post-event and assist during the event phase as needed.
• Provide leadership in guest hospitality and ensure services meet or exceed expectations, creating loyalty and expanding market share.
• Gather feedback, respond to guest concerns, and participate in corrective action plans as needed.

• Apply broad business knowledge with a balance of short- and long-term perspectives to guide the organization.
• Hold self and others accountable, address conflicts, contribute to team results, and adapt to change.

• Foster a positive climate for work relationships and teamwork; treat people with dignity and respect; maintain ethics and integrity.
• Listen to others and consider different viewpoints while pursuing goals.

• Ensure accountability, authority, and resources are available to manage work and drive results.
• Adhere to standards and SOPs; use resources efficiently; maintain urgency and prioritization.
• Overcome obstacles and follow through on inquiries and requests.

• Actively pursue learning and self-development; share knowledge and best practices.
• Demonstrate awareness of strengths and areas for improvement; perform…