Group and Catering Sales Manager

The Group & Catering Sales Manager is responsible for driving corporate, association, and sports group room revenue while maximizing on-property catering production and banquet profitability. This position plays a critical role in strengthening weekday corporate base demand and building weekend occupancy through sports-related business within the Richardson, Plano, Telecom Corridor, and North Dallas markets.

This role requires proactive outbound sales discipline, strategic negotiation, and the ability to optimize total account value across rooms, catering, and ancillary revenue streams.

• Prospect and secure new corporate, association, and sports-related group business within Richardson, East Plano, City Line, Telecom Corridor, and surrounding North Dallas markets.
• Target tournament organizers, sports complexes, club teams, and athletic associations to drive incremental weekend and shoulder-night occupancy.
• Execute quarterly strategic action plans aligned with need periods and revenue gaps.
• Maintain strong engagement with local corporations, healthcare systems, technology firms, and professional associations.
• Respond to RFPs with strategic pricing and value-based selling techniques.
• Partner with Revenue Management to evaluate displacement and optimize total profitability.
• Drive on-site catering revenue tied to corporate meetings, trainings, team meals, banquets, and group-related events.
• Identify upsell opportunities including team dinners, hospitality space, upgraded menus, beverage enhancements, and AV.
• Conduct site inspections and professional client presentations showcasing meeting flexibility and Hilton brand advantages.
• Prepare contracts, proposals, and Banquet Event Orders (BEOs) with accuracy and attention to detail.
• Ensure seamless transition to operations while maintaining client engagement through event execution.
• Develop and maintain long-term relationships with corporate decision-makers, association planners, sports tournament directors, and team coordinators.
• Maintain disciplined follow-up cadence to protect pipeline health and conversion.
• Actively network within chambers of commerce, business associations, and regional sports venues.
• Protect repeat production through proactive communication and service alignment.
• Maintain accurate CRM documentation and revenue forecasting.
• Achieve or exceed monthly group room night and catering revenue targets.
• Monitor booking pace, conversion ratios, and lost business trends.
• Contribute meaningful market intelligence during weekly sales strategy meetings.
• Track weekend and shoulder-night production tied to sports demand.

Qualifications & Experience

2+ years of hotel sales experience (corporate group, catering, or sports sales preferred).

Experience working with sports tournament organizers or team travel planners is highly desirable.

Proficiency in Hilton systems (Delphi FDC, PEP, or equivalent).

Proven ability to prospect, negotiate, and close multi-segment group business.

Strong organizational, communication, and presentation skills.

Knowledge of the North Dallas/Richardson corporate and sports landscape preferred.

Key Performance Indicators

Corporate, association, and sports group room nights booked vs. goal

Catering revenue and banquet profit margin performance

Prospecting activity levels and appointment productivity