Catering Sales Manager

Additional Information: This hotel is owned and operated by an independent franchisee, HEI Hotels & Resorts . The franchisee is a separate company and a separate employer from Marriott International, Inc.  The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment.  If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

About Us

Anchoring the renowned University Park at MIT, Le Méridien Cambridge-MIT stands amidst an area legendary for its infrastructure of invention. The Boston/Cambridge area is a cultural capital of the US including world-renowned music ensembles like The Boston Symphony Orchestra, the Handel and Haydn Society, in addition to hundreds of museums, such as the Museum of Fine Arts, the Museum of Science and the Children's Museum. Le Méridien Cambridge-MIT's elegant guest rooms and suites offer a place of luxurious sanctuary and unmatched comfort. Our associates enjoy many benefits including free meals, discounted parking, and free cleaning for uniforms. We are conveniently located 3 blocks from MBTA Bus and Train. At Le Meridien Cambridge, we take care of our associates so that you can take care of our guests. We look forward to learning more about you!

Don't meet every single requirement of this job? At HEI we are dedicated to building a diverse and inclusive workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to still send in your information. You may be the perfect candidate for this or for other roles within our organization!

We value U.S. military experience and invite all qualified military candidates to apply.

Overview

Manage catering accounts to achieve guest satisfaction and drive revenue growth. Responsible for soliciting new catering sales accounts, maintaining relationships with existing clients, and ensuring all revenue goals for food, beverage, and room rental are met or exceeded.

Essential Duties and Responsibilities

Prospect and solicit new and existing accounts to achieve or exceed revenue goals through telephone, email, outside sales calls, site inspections, and written communication.

Understand and utilize monthly forecasting, annual budget processes, pace management, and productivity metrics to achieve financial targets.

Apply yield management techniques and analyze historical data to maximize revenue and profitability.

Evaluate catering business opportunities to ensure alignment with client expectations and hotel profitability.

Conduct market research on competitors’ products, services, and pricing to inform strategic business plans.

Sell all aspects of the hotel, including room rental, A/V, and other revenue-generating services, to maximize account value.

Build and maintain long-term client relationships, ensuring repeat business.

Actively participate in industry organizations and community/civic activities to maintain awareness and create booking opportunities.

Utilize effective sales techniques, including closing and negotiating skills, for a variety of market segments.

Conduct hotel site inspections and client presentations with professionalism and confidence.

Participate in trade shows, sales blitzes, and networking events to generate leads.

Collaborate with culinary and banquet teams to design creative menus, event setups, and specialty functions, ensuring seamless execution.

Oversee the execution of all catering events sold, coordinating with banquet staff and vendors to ensure client satisfaction.

Manage A/V equipment as a profit center when applicable.

Maintain accurate records in sales and event management systems (e.g., Delphi) and ensure proper documentation for all events.

Monitor market trends, competitor activity, and key client accounts to identify growth opportunities.

Perform any other job-related duties as assigned.

Qualifications and Skills

Prior hospitality experience with specific experience in catering sales is essential.

Minimum 1+ year in catering sales required.

Experience at a similar size and quality hotel preferred.

Proficient in Microsoft Word, Excel, and hotel sales system.

Strong sales and revenue management skills, with the ability to train and motivate peers.

Knowledge of hotel features, benefits, and competitive landscape.

Understanding of hotel operations, including marketing plans, personnel and labor relations, budget forecasting, and quality assurance.

Effective verbal and written communication skills. Ability to adapt communication style to suit different audiences, such as effectively communicating with supervisors, coworkers, public etc. Ability to work effectively under time constraints and adapt communication style to different audiences.

Strong organizational, problem-solving, and client service skills.

Compensation

Salary Range: $72,000.00 – $77,000.00 Annually

Tipped/Service Charge Eligible? No

Discretionary Performance Bonus Eligible? No

Benefits

HEI Hotels and Resorts is committed to providing a comprehensive benefit program that offers you choices for your physical, mental and financial wellness, creating value in your most important investment – you!

For your physical and mental wellness we offer competitive Medical and Dental programs through Anthem Blue Cross Blue Shield as well as Vision insurance programs ​through EyeMed. ​Our Vacation, Sick and Holiday programs are available for you to rejuvenate with time off. HEI also provides pet insurance through the ASPCA. For your financial wellness, HEI provides a wide array of coverage, including Supplemental, Spousal and Child Life insurance as well as Short and Long-Term Disability plans. Our 401(k) Savings Plan with matching funds, and discounts through our 'YouDecide' and Hotel Room Discount programs provide additional incentives for choosing HEI as the employer of your future. Specific details and eligibility of these programs vary by location and employment status.

HEI Hotels and Resorts is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.

Applicants in Massachusetts: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

This company is an equal opportunity employer.

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