Catering Sales Manager

Ensemble; Santa Rosa (CA); On-site; USD 85,000 - 120,000; Full time

Job summary

Vinarosa Resort & Spa in Santa Rosa, CA seeks a Catering Sales Manager to drive catering and event revenue across all market segments. This on-site, full-time role develops new business, expands key accounts, and leads the catering sales process from prospecting through contract, partnering with resort teams to deliver exceptional client experiences.

The ideal candidate will demonstrate strategic, relationship-driven selling, market awareness, and a track record of achieving revenue goals in

Qualifications

• Two to three years of relevant sales experience, or a college degree plus at least one year of related experience.
• Luxury or upscale hospitality sales experience across one or more market segments is strongly preferred.
• Able to meet high performance standards in a fast-paced environment and work a flexible schedule, including weekends and client events.

Responsibilities

• Drive catering and event revenue across market segments by managing the full sales cycle from inquiry to contract.
• Achieve revenue goals across segments while maximizing profitability and guest satisfaction.
• Generate new business through prospecting, referrals, networking, and community engagement.
• Build relationships with corporate clients, planners, and vendors to drive repeat business.
• Lead property tours, site inspections, and client presentations; develop customized event solutions.
• Coordinate with Sales, Marketing, Culinary, Banquets, and Operations for seamless event planning and execution.
• Oversee booked events from contract through completion, maintaining contracts, BEOs, and timelines.

Skills

Relationship Building

Communication

Negotiation

Organizational Skills

Presentations

Team Collaboration

Adaptability

Education

College degree

Tools

Microsoft Outlook

Excel

Word

PowerPoint

Delphi

Opera

Job description

Description

Summary

The Catering Sales Manager drives catering and event revenue across all market segments and positions Vinarosa Resort & Spa as a premier luxury destination for corporate groups, meetings, incentive programs, retreats, leisure and travel partners, weddings, social events, and other group business. Reporting to the Director of Sales & Marketing, this full-time, on-site role develops new business, expands key accounts, leads the catering sales process from prospecting through contract, and partners with resort teams to deliver exceptional client experiences. Success requires strategic, relationship-driven selling, strong market awareness, and consistent achievement of revenue goals.

Essential Duties and Responsibilities

• Drive revenue across all market segments—including corporate groups, meetings, retreats, weddings, social events, and catering—by managing the full sales cycle from inquiry and site tours through proposals, contract negotiation, event planning, billing, and post-event follow-up.
• Achieve annual revenue, booking pace, and future-year sales goals across assigned market segments while maximizing profitability and guest satisfaction.
• Generate new business through prospecting, referrals, networking, industry partnerships, and community engagement.
• Build strong relationships with corporate clients, meeting and event planners, retreat organizers, wedding couples, social hosts, associations, and vendors to drive repeat business and referrals across all market segments.
• Lead property tours, site inspections, and client presentations; develop customized event solutions that align with client expectations and resort standards.
• Maximize total resort revenue through strategic upselling of guest rooms, food and beverage, meeting and event enhancements, resort amenities, and additional services.
• Partner with Sales, Marketing, Culinary, Banquets, and Operations teams to ensure seamless communication, planning, and execution of all events.
• Oversee booked events from contract through completion, maintaining accurate contracts, Banquet Event Orders (BEOs), billing details, timelines, and client correspondence.
• Coordinate with clients and vendors to manage all event details, ensuring exceptional service and flawless execution.
• Represent Vinarosa Resort & Spa at trade shows, networking functions, community events, and industry organizations serving corporate, group, retreat, wedding, social, and catering markets to increase awareness and generate qualified leads.
• Maintain accurate records, event forecasts, calendars, and CRM activity to support departmental goals and reporting.
• Participate in sales, marketing, revenue, operations, and leadership meetings; serve as a professional brand ambassador; and complete additional duties or special projects assigned by the Director of Sales & Marketing.

Competencies

• Relationship Building & Influence – Builds trust quickly, understands client and team motivations, and communicates with warmth, confidence, and persuasive impact.
• Results Orientation – Sets clear priorities, acts with urgency, and takes ownership of revenue goals, commitments, and outcomes.
• Strategic Problem Solving – Analyzes information, identifies practical solutions, and makes sound decisions in changing or high-pressure situations.
• Leadership & Collaboration – Inspires cooperation, welcomes feedback, delegates effectively, and aligns colleagues around shared goals and exceptional service.
• Communication – Communicates clearly and professionally in writing, presentations, negotiations, meetings, and client interactions; listens actively and adapts the message to the audience.
• Adaptability & Change Leadership – Responds positively to evolving priorities, communicates change effectively, and helps others remain focused and productive through transitions.
• Professionalism & Accountability – Maintains poise, integrity, discretion, and attention to detail while taking responsibility for actions and consistently representing the resort’s luxury standards.

Requirements

Job Requirements & Qualifications

The successful candidate must be able to perform the essential duties of the role. Reasonable accommodations may be provided to enable individuals with disabilities to perform these functions.

• Two to three years of relevant sales experience, or a college degree plus at least one year of related experience; luxury or upscale hospitality sales experience across one or more market segments is strongly preferred.
• Proven ability to meet high performance standards in a fast-paced environment and work a flexible schedule, including weekends and client events as needed.
• Excellent written and verbal communication, interpersonal, organizational, presentation, and negotiation skills.
• Strong attention to detail, time management, and problem-solving skills, with the ability to manage multiple priorities and meet deadlines.
• Proactive, collaborative, and dependable, with sound judgment, integrity, professionalism, and a willingness to learn.
• Proficiency in Microsoft Outlook, Excel, Word, and PowerPoint; experience with Delphi, Opera, and event management software preferred, with the ability to learn new systems quickly.

Physical Demands

The physical demands described below are representative of those required to perform the essential functions of this role. Reasonable accommodations may be provided to enable individuals with disabilities to perform these functions.

This role regularly requires sitting, speaking, and listening, and occasionally requires standing, walking, reaching, handling objects, bending, kneeling, crouching, or crawling. The employee must occasionally lift or move up to 25 pounds and have sufficient close and distance vision. The work environment is generally quiet.

This job description summarizes the primary responsibilities of the position and is not an exhaustive list of all duties. Employees may be assigned additional responsibilities as business needs evolve and are expected to foster a positive, professional work environment through respectful communication with guests, clients, colleagues, and management.