Catering Sales Lead — Oceanfront Resort

HEI Hotels & Resorts; Virginia Beach (VA); On-site; USD 50,000 - 57,000; Full time

Job summary

HEI Hotels & Resorts, managing the Cavalier Resort catering division, seeks a Catering Sales Manager for on-site duties in Virginia Beach. You’ll solicit new accounts, manage existing client relationships, and drive revenue across food, beverage, and room rental while collaborating with culinary and events teams.

The role emphasizes strategic sales, event management, and close coordination with banquet staff to ensure flawless execution and client satisfaction.

Qualifications

• Prior hospitality experience with catering sales.
• Minimum 1+ year in catering sales.
• 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.

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.

Skills

Hospitality experience

Catering sales

1+ year catering sales

Microsoft Word

Excel

Hotel sales system

Sales & revenue management

Communication skills

Organization

Tools

Delphi

Job description

HEI Hotels & Resorts, managing the Cavalier Resort catering division, seeks a Catering Sales Manager for on-site duties in Virginia Beach. You’ll solicit new accounts, manage existing client relationships, and drive revenue across food, beverage, and room rental while collaborating with culinary and events teams.

The role emphasizes strategic sales, event management, and close coordination with banquet staff to ensure flawless execution and client satisfaction.