Sales Manager

Job Description

Job Description

Position Summary

The Sales & Catering Manager is responsible for driving group room revenue, catering sales, and event execution for a 130-room full-service hotel featuring approximately 3,900 square feet of flexible meeting and event space. This position manages the complete sales cycle, from prospecting and contracting business through event planning and onsite execution, while ensuring exceptional guest satisfaction and maximizing hotel profitability.

The ideal candidate is highly organized, sales-driven, detail-oriented, and passionate about creating memorable guest experiences. This role serves as the primary liaison between clients and hotel departments to ensure seamless event delivery and achievement of revenue goals.

Reports To: General Manager & Director of Sales

Essential Duties & Responsibilities

Group Sales & Business Development

• Prospect, solicit, and secure new association, social, sport, government, entertainment, and leisure group business.
• Generate group room nights and meeting space revenue through proactive sales efforts.
• Conduct hotel site tours and client presentations.
• Develop and maintain relationships with local businesses, organizations, and community partners.
• Respond promptly to sales inquiries and RFPs.
• Negotiate contracts, rates, and terms while maximizing profitability.
• Maintain accurate sales activities, leads, and opportunities within hotel sales systems.

Catering Sales

• Generate catering revenue through weddings, social events, meetings, corporate functions, and special events.
• Develop customized proposals and menus in partnership with the Food & Beverage team.
• Secure signed agreements and deposits according to hotel guidelines.
• Upsell catering enhancements, audiovisual services, meeting packages, and hotel amenities.
• Monitor banquet and catering revenue to achieve budgeted goals.

Event Planning & Coordination

• Serve as the primary point of contact from contract signing through event completion.
• Conduct planning meetings with clients to understand event objectives and requirements.
• Create detailed Banquet Event Orders (BEOs), room diagrams, and event timelines.
• Coordinate room setups, catering requirements, audiovisual needs, and special requests.
• Communicate event details effectively to Operations, Front Office, Housekeeping, Engineering, and Food & Beverage teams.
• Lead weekly BEO and event review meetings with hotel staff.

Event Execution

• Oversee events onsite to ensure successful execution and guest satisfaction.
• Address client concerns and resolve service issues immediately.
• Ensure meeting rooms and event spaces are set according to client specifications.
• Conduct post-event follow-up to measure satisfaction and identify future business opportunities.
• Assist with VIP arrivals and group check-in/check-out processes when necessary.

Revenue & Financial Management

• Achieve monthly, quarterly, and annual group and catering revenue goals.
• Manage event billing processes, deposits, and final settlements.
• Monitor banquet and meeting space utilization.
• Maximize meeting room rental revenue and profitability through effective pricing strategies.
• Participate in forecasting, budgeting, and revenue discussions.

Qualifications

Education & Experience

• Minimum 2 years hotel sales, catering, event planning, or hospitality management experience.
• Hilton experience preferred.
• Experience managing group room blocks, catering events, and banquet operations preferred.

Knowledge, Skills & Abilities

• Strong sales, negotiation, and closing skills.
• Excellent verbal and written communication abilities.
• Ability to build lasting client relationships.
• Strong organizational and time-management skills.
• Experience creating BEOs, contracts, and event documentation.
• Ability to manage multiple priorities and deadlines simultaneously.
• Knowledge of hotel operations, food & beverage service, and banquet functions.
• Proficiency in Microsoft Office and hotel sales systems.
• Ability to work independently and as part of a team.