Job Summary

What You Will Be DoingThe Catering Sales Manager is responsible for achieving assigned catering and banquet revenue goals that contribute to the hotels overall success. This role includes securing new accounts, servicing client events, and supporting sales strategy implementation. The Catering Sales Manager collaborates closely with the Director of Sales or Director of Catering to ensure revenue and market share targets are met across one or more properties. Focus areas may vary by property (e.g., Social, Corporate, SMERF, Business). This position requires a proactive approach to soliciting, booking, planning, and coordinating meetings and events, while maximizing space and profitability.

This individual must possess strong prospecting skills and business acumen to consistently exceed catering revenue goals and report activity to leadership. The Catering Sales Manager is expected to uphold Westmont Hospitality Standards and support both property-level and corporate initiatives.

Essential Job Functions

This summary outlines the primary responsibilities and qualifications of the role. Additional duties may be assigned as necessary. Given the 24/7 nature of hotel operations, flexibility in schedule, including shifts and working hours, is required.

Business Results

• Solicit, negotiate, and book new and repeat business through sales calls, networking, mailings, and other efforts.

• Execute territorial marketing strategies to maximize revenue.

• Plan and detail events with clients, including space, equipment, menus, dcor, and timelines.

• Complete contracts, generate paperwork, coordinate with departments, and resolve issues.

• Prepare status reports to keep leadership informed of sales activity.

• Maintain up-to-date knowledge of hotel procedures, products, and competitor landscape.

• Respond to incoming catering inquiries; proactively identify and pursue new business.

• Close the most advantageous opportunities aligned with hotel needs and market conditions.

• Develop and manage strong relationships with both internal and external stakeholders.

• Conduct site inspections, create proposals and contracts, and utilize sales tools and resources effectively.

• Understand legal contract management, food and beverage composition, event forecasting, and attrition.

• Follow all sales and revenue strategies, including Free Sell guidelines.

• Demonstrate strong skills in telephone and face-to-face selling, systems use (Delphi, Microsoft Office), and reporting.

• Participate in professional organizations and hotel task forces as needed.

Guest Satisfaction

• Ensure a high level of client satisfaction and long-term loyalty.

• Communicate event details clearly with clients and internal teams.

• Remain present and available during events, coordinating seamlessly with Convention Services.

• Address client concerns with professionalism and provide alternative solutions as needed.

• Gather client feedback and implement improvements as necessary.

• Champion exceptional service and guest satisfaction in all interactions.

• Use Delphi or equivalent systems to capture and manage customer data effectively.

Leadership

• Demonstrate commitment to Westmont Hospitality values and lead by example.

• Hold yourself and team members accountable for performance.

• Handle conflict promptly and constructively.

• Contribute to team success and navigate change effectively.

• Make informed decisions with available data and involve team members when appropriate.

Managing Work Execution

• Ensure accountability, resource allocation, and clarity in task execution.

• Prioritize time effectively amid competing demands.

• Resolve obstacles to meet goals.

• Follow through consistently on client and internal requests.

Generating Talent

• Identify and nurture internal talent.

• Provide guidance and development opportunities.

• Address issues early and constructively.

• Engage in continuous learning and development for self and others.

Organizational Learner

• Take initiative in skill development and knowledge sharing.

• Demonstrate awareness of personal strengths and areas for growth.

• Actively share best practices and lessons learned.

• Show openness to feedback and new approaches.

Knowledge, Skills & Abilities

Experience

• Minimum 2 years of hotel catering or related industry experience

• Proven track record of excellent service delivery

• Previous leadership experience preferred

Skills and Knowledge

• Strong verbal and written communication skills in English

• Understanding of Westmont and brand-specific policies and procedures

• Catering and banquet operations knowledge, including food & beverage

• Proficient in Microsoft Office; Delphi or similar system experience preferred

• Excellent interpersonal, negotiation, and presentation skills

• Strong organizational and time management abilities

• Ability to problem-solve, make decisions, and close sales effectively

• Knowledge of event planning logistics and guest experience expectations

Physical Demands

• Frequent walking, standing, sitting, hearing, talking, and smiling

• Must be able to lift, push, or pull up to 10 pounds

Perks & Benefits

• Incentive programs

• Free employee meal during shift

• Opportunities for advancement