Catering Sales Manager

HEI Hotels & Resorts; Linthicum (MD); On-site; USD 60,000 - 70,000; Full time

Job summary

A leading hotel in Linthicum seeks a Catering Sales Manager to drive revenues and enhance guest satisfaction. The role emphasizes managing catering accounts, building client relationships, and overseeing event execution. Ideal candidates have hospitality experience, strong sales skills, and can navigate a dynamic environment.

Benefits

Medical and Dental programs

401(k) Savings Plan with matching funds

Vacation, Sick and Holiday programs

Pet insurance through ASPCA

Qualifications

• 1+ year in catering sales required.
• Prior experience in hospitality with specific focus in catering.
• Experience at a similar size and quality hotel.

Responsibilities

• Manage and grow catering accounts, ensuring satisfaction and revenue.
• Build relationships with clients to meet revenue targets.
• Participate in industry organizations and community activities.

Skills

Sales Skills

Negotiation Skills

Communication Skills

Education

High School Diploma or equivalent

Bachelor's Degree

Tools

Microsoft Word

Microsoft Excel

Delphi

Job description

life insurance, vision insurance, 401(k)

United States, Maryland, Linthicum Heights

May 15, 2025

About Us

Here at Westin BWI, we prioritize employee engagement! We continue to create a vibrant workplace culture by hosting various fun activities including employee parties, potlucks and spirit weeks to foster connection and healthy employee relationships. Additionally, we celebrate birthdays and work anniversaries with thoughtful gifts spreading the love within our Westin family. We believe that every team member plays a vital role in our success and we're committed to making everyone feel valued and included. We strive to to build a supportive and enjoyable environment together.

About Us

Here at Westin BWI, we prioritize employee engagement! We continue to create a vibrant workplace culture by hosting various fun activities including employee parties, potlucks and spirit weeks to foster connection and healthy employee relationships. Additionally, we celebrate birthdays and work anniversaries with thoughtful gifts spreading the love within our Westin family. We believe that every team member plays a vital role in our success and we're committed to making everyone feel valued and included. We strive to to build a supportive and enjoyable environment together.

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

The Catering Sales Manager is responsible for managing and growing catering accounts, ensuring guest satisfaction, and driving revenue through strategic solicitation of both past and new business. The role involves building and maintaining strong relationships with clients to meet or exceed revenue targets across food, beverage, and room rental segments.

Essential Duties and Responsibilities

• Solicit new and existing accounts to meet and exceed revenue goals through telephone prospecting, outside sales calls, site inspections and written communication.

• Understanding of both monthly forecasting and the annual budget process, as well as pace and productivity.

• Understanding of yield management skills and the use of historical data.

• Experience evaluating every catering business opportunity to maximize revenue and profitability while achieving customer expectations.

• Participate in the research of the competition's products, services and pricing and use it to develop strategic business plans.

• Maximize revenue by selling all facets of the hotel to previous, current and potential clients, including room rental, A/V and other revenue generation opportunities.

• Experience selling to a variety of market segments.

• Consistently book repeat business by having a track record of long-term client relationships.

• Actively participate in industry related organizations (NACE, MPI). Actively participate in community/civic activities to maintain awareness within community and to create booking opportunities.

• Knowledge of sales techniques including closing skills as well as negotiating skills.

• Comfortable with hotel site inspections and client presentations.

• Participate in trade shows and sales blitzes.

• Some experience utilizing creative skills to provide innovative set-ups, menus, and functions for groups. Ability to generate creative and innovative menus while working closely with Chef on pricing specialty menus.

• Work closely with banquet department on operations and event execution, ability to quickly evaluate alternatives and decide on a plan of action.

• Provide overall direction, coordination, and ongoing evaluation of operations of catering events sold. Detailed execution of all banquet event orders generated by the associate.

• Experience providing A/V equipment and operating A/V as a profit center.

• Effective use and teaching of computers, specifically Delphi, Word and Excel.

• Knowledge of market trends, competition, and key hotel customers.

• Ability to work with outside vendors to ensure client satisfaction for all events/groups.

• Comply with attendance rules and be available to work on a regular basis.

• Perform any other job-related duties as assigned.

Qualifications and Skills

• Prior experience in the field of hospitality with specific experience in catering sales is essential.

• 1+ year in catering sales required.

• Must have experience at a similar size and quality hotel.

• High School Diploma or equivalent required; Bachelor's Degree preferred.

• Must possess computer skills, including, but not limited to, use of Microsoft Word, Excel, and Delphi.

• Advanced knowledge of sales skills, revenue management, training, and motivation of peers.

• Knowledge of hotel features, benefits, and competing hotels within the market.

• Knowledge of hotel operations, including marketing plans, security and safety programs, personnel and labor relations, preparation of business plans, repairs, maintenance, budget forecasting, quality assurance programs, hospitality law, and long-range planning.

• Ability to work effectively under time constraints and deadlines.

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

Compensation

Salary Range: $60,000.00 - $70,000.00 AnnuallyTipped/Service Charge Eligible? NoDiscretionary Performance Bonus Eligible? Yes

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.

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