Catering Sales Manager

Pacific Hospitality Group; Napa (CA); On-site; USD 70,000 - 110,000; Full time

Job summary

Pacific Hospitality Group seeks a Wedding Sales Manager to drive wedding business across our venues. You will handle inquiries, nurture relationships with planners, and coordinate proposals and contracts to ensure smooth handoffs to operations.

Ideal candidates have 3–5 years in hotel wedding sales or events, plus familiarity with luxury resort settings. Proficiency in CRM and revenue systems, along with strong communication, is essential for success in this role.

Qualifications

• Bachelor’s degree in hospitality, business, marketing, or related field preferred.
• 3-5 years of experience in hotel wedding sales, events, or catering.
• Knowledge of cultural weddings.
• Past or current experience in luxury or resort environments is a plus.

Responsibilities

• Manage all lead inquiries and respond within 24 hours.
• Generate new wedding business through networking, planners, and referrals.
• Prepare proposals and contracts; coordinate pricing with the events team.
• Maintain Delphi records and track tentative, definite, and lost business.
• Support RFP responses and client communications; coordinate with Knot/WeddingWire.

Skills

Sales management

CRM proficiency

Hospitality sales

Prospecting

Education

Bachelor’s degree in hospitality/business

3-5 years wedding/hotel sales

Tools

Delphi

Salesforce

PMS

Excel

Job description

Pacific Hospitality Group provides a unique value proposition to investors and team members through our owner/operator approach. We are a family focused company committed to long term holds that enable us to grow our business and our team members. Our vision is to enrich people’s lives by offering memorable experiences, giving back to our communities and honoring God in all that we do. We are focused on long-term value creation and sustainable growth.

Our Guiding Principles:

Integrity, Compliance, Value Creation, Principled Entrepreneurship, Customer Focus, Knowledge, Change, Humility, Respect, & Fulfillment

Position Summary

The Wedding Sales Manager provides sales support and client support to managing and handling all leads, prospecting and sales calls required in this vital market. This individual will be responsible for growing our wedding business utilizing all our diverse spaces. This role plays a critical part in supporting revenue generation by generating inquiries, preparing proposals and contracts, and ensuring seamless transition from sales to operations.

Key Responsibilities

• manage all lead inquiries
• respond to all lead inquiries within 24 hours
• Generate new wedding business through prospecting, wedding planners, vendor partnerships, bridal showcases, referrals and networking opportunities.
• Work with DOS and RM to position right business
• Prepare proposals, contracts, as necessary addendums
• Work with director of events on pricing strategies
• Maintain accurate and updated records in Delphi
• Track tentative, definite, and lost business.
• Support RFP responses and follow-up communications.
• Work closely with the Knot/ Wedding wire
• Coordinate and organize wedding fam visits
• Assist with site inspection preparation and post-site follow-ups.

Contract & Documentation Management

• Ensure contracts are accurate, complete, and compliant with company standards.
• Track deposit schedules and key contract milestones.
• Maintain organized electronic and physical filing systems in Delphi.

Revenue & Reporting Support

• Assist in compiling weekly and monthly sales reports.
• Track booking pace, production, and segment performance.
• Support forecasting processes with updated sales activity data.

Client & Internal Communication

• Act as point of contact for client inquiries
• Coordinate communication between clients and operational departments.
• Ensure timely and professional responses to all inquiries.
• Facilitate turnover meetings from Sales to Operations.
• Be available for site inspections seven days a week

Event & Operational Coordination

• Support group detailing process and internal distribution of event documentation.
• Coordinate site visit logistics, welcome amenities, and presentation materials.
• Assist with execution support for key client events when required.

Qualifications

Education & Experience

• Bachelor’s degree in hospitality, Business, Marketing, or related field preferred.
• 3-5 years of experience in hotel wedding sales or events, or catering.
• Knowledge of cultural weddings
• Past or current experience in luxury or resort environments is a plus.

Technical Skills

• Proficiency in CRM systems (e.g., Delphi, Salesforce, etc.).
• Knowledge of PMS and revenue systems preferred.
• Strong Microsoft Office skills (Excel, Word, PowerPoint).
• Ability to analyze basic sales and production reports.

Core Competencies

• Organizational Excellence – Manages multiple deadlines with strong attention to detail.
• Communication Skills – Professional verbal and written communication.
• Analytical Thinking – Understands sales startegies, data and supports revenue-driven decisions.
• Service Orientation – Client-focused mindset with a sense of urgency.
• Collaboration – Works cross-functionally with Revenue, Marketing, and Operations.
• Confidentiality & Professionalism – Handles sensitive client and financial information appropriately.

Performance Metrics

• Timeliness and accuracy of contract preparation
• Lead response time and follow-up consistency
• CRM data integrity and reporting accuracySupport of booking pace and group block management
• Client satisfaction feedback

Reporting Structure

• Reports to: Director of Sales
• Works closely with sales team, leads by example, team player-

We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity, or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.