Catering Sales Manager

Pacifichospitality; Napa (CA); On-site; USD 65,000 - 90,000; Full time

Job summary

Pacific Hospitality Group is seeking a Wedding Sales Manager to lead lead generation and client engagement for our wedding business in Napa. You will manage inquiries, prepare proposals and contracts, and ensure a smooth handover to operations.

The role requires 3–5 years in wedding sales or events in luxury settings, and proficiency with CRM and revenue systems. Collaboration with Revenue, Marketing, and Operations is essential for success.

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 and luxury/resort environments is a plus.
• Past experience with CRM and revenue systems is required.

Responsibilities

• Manage all lead inquiries and respond within 24 hours.
• Generate new wedding business through planners, vendors, and networks.
• Collaborate with DOS and RM to position the right business.
• Prepare proposals, contracts, and addendums as needed.
• Support pricing strategies with the events team.
• Maintain Delphi records and track booked vs. lost business.

Skills

CRM management

Lead generation

Forecasting

Communication

Organizational skills

Client relations

Education

Bachelor’s degree in hospitality, Business, Marketing

Tools

Delphi

Salesforce

PMS systems

Microsoft Office

Job description

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.

2. 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.

3. 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.

4. 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

5. 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 accuracy
• Support 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.