Catering Sales Manager

The Union Station Nashville Yards, Autograph Collection; Nashville (TN); On-site; USD 60,000 - 95,000; Full time

Benefits offered by this job

Medical, dental & vision

401(k) with match

Employee discounts

Paid vacation & sick time

Employee assistance program

Job summary

The Union Station Nashville Yards, Autograph Collection in Nashville, TN is seeking a Catering Sales Manager to cultivate new volume accounts and strengthen relationships with existing ones. You will drive business growth and enhance the property’s brand presence in the local community across multiple hotel properties.

Responsibilities include qualifying inquiries, negotiating BEOs, coordinating with hotel teams, and closing sales while ensuring guest satisfaction.

Qualifications

• Minimum 2 years of experience in catering sales or related hotel disciplines.
• Bachelor’s Degree in Business, Hospitality, Marketing, or related field.
• Must possess a valid driver’s license and reliable transportation.

Responsibilities

• Handle inquiries for small meetings/events with or without guestrooms and qualify customer needs.
• Negotiate contracts and banquet event orders (BEO), price needs, and close sales with deposits.
• Coordinate group details with hotel departments to meet client expectations.
• Present potential business at Driver Meetings and conduct client meetings with staff.
• Finalize catering plans for contracted groups and manage on-site or off-site events.
• Prospect for new catering business via calls, trade shows, community events, online prospecting, and partnerships.
• Monitor blocked space and release when appropriate to maximize room revenue.
• Maintain account files and ensure accurate client-hotel communication.
• Other duties as assigned.

Skills

Sales skills

Negotiation

Relationship building

Event planning

CRM systems

Education

Bachelor's Degree in Business/ Hospitality/ Marketing

Tools

CRM software

BEO creation

Event management software

Job description

Division The Union Station Nashville Yards, Autograph Collection

Description

The Catering Sales Manager will cultivate new volume accounts while strengthening relationships with assigned existing accounts to drive business growth. Enhance the brand's presence and reputation within the local community across multiple hotel properties.

How You’ll Shape The Experience & Future

• Handle and follow up on inquiries for small meetings/events with or without guestrooms. Follow up on leads by qualifying the customer’s needs and dates for the event to determine if the business is a good fit for the property.
• Negotiate contracts and banquet event orders (BEO). Identify and price customer needs for the event, up-selling where possible, and closing the sale with the customer, collecting the customer deposit and signature on the BEO.
• Communicate group details/changes to all hotel departments, coordinating customer’s needs with other property business and activities to ensure customer’s expectations are met and the property operates efficiently.
• Present potential business at Driver Meetings to determine best mix of customers for hotel to attain budgeted revenues. Conduct meetings with client and hotel staff to ensure each event meets client’s expectations.
• Finalize and detail catering plans for groups contracted by assigned sales manager. Completely orchestrates these functions on-site or off-site. Empowered to do whatever it takes to solve problems.
• Prospect for new catering business using a wide variety of methods including phone calls, outside sales calls, trade shows, attending community functions, blitzes, internet prospecting, supplier partnerships, etc.
• Monitor blocked space to ensure group is meeting their contractual obligations. Initiate release of blocked space on cut-off date to allow sale of these rooms to other customers.
• Maintain account files in software system, ensuring accurate communication between client and hotel staff.
• Other duties as assigned.

KEY STRENGTHS FOR SUCCESS

• Strong sales and negotiation acumen with the ability to identify and close business opportunities.
• Relationship builder with a client-first mindset and polished communication skills.
• Detail-oriented event planner with the ability to manage multiple programs and deadlines.
• Highly organized with expertise in BEO creation, lead management, and CRM systems.
• Strategic thinker who can align sales initiatives with broader business goals.
• Comfortable in a fast-paced, multi-property environment.
• Proven ability to upsell and maximize revenue without compromising guest satisfaction.
• Confident presenter and team collaborator with a hospitality-driven work ethic.

Professional Experience

• Minimum 2 years of experience in catering sales or related hotel disciplines, including:
  • Convention services
  • Event planning and execution
  • Banquet or culinary operations
• Proven track record of exceeding sales targets and client satisfaction metrics.

ACADEMIC BACKGROUND

• Bachelor’s Degree in Business, Hospitality Management, Marketing, or a related field.
• Must possess a valid driver’s license and reliable transportation for attending client appointments, off-site events, and community functions.

Benefits

• Medical, dental, and vision (HSA available)
• Company-paid disability & life insurance
• Employee Assistance Program
• Supplemental benefits
• 401(k) with match
• Employee discounts
• Paid vacation & sick time

Position Requirements

Successful completion of a background check is required prior to employment.

EOE Statement HM Alpha Hotels & Resorts is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind. We are committed to providing an environment of mutual respect, the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, sex (including pregnancy and gender identity), national origin, age (40 or older) disability, genetic information, family or parental status, military service, or any other status protected by the laws or regulations in the locations where we operate. HM Alpha Hotels & Resorts will not tolerate discrimination or harassment based on any of these characteristics.