Sales & Catering Manager

Shamin Hotels; Richmond (VA); On-site; USD 60,000 - 90,000; Full time

Job summary

Shamin Hotels in Richmond, VA is seeking a Catering Sales Manager to drive catering sales growth and revenue by pursuing new business and managing the full sales cycle from inquiry to contract. You will tailor proposals, negotiate terms, and coordinate with culinary and operations teams to deliver exceptional events.

The role emphasizes building strong client relationships, understanding event requirements and budgets, and delivering personalized service with attention to detail.

Responsibilities

• Identify and pursue opportunities to generate catering sales through targeted prospecting, networking, and relationship building.
• Research and analyze market trends, competitor activity, and customer preferences to identify potential sales opportunities.
• Develop and maintain a pipeline of prospective clients and leads, tracking interactions and progress through the sales cycle.
• Cultivate positive relationships with clients, ensuring their needs are understood and met throughout the catering sales process.
• Conduct client consultations to understand their event requirements, preferences, and budgetary constraints.
• Provide personalized service and attention to detail, offering creative solutions and recommendations to enhance the overall customer experience.
• Prepare and present customized catering proposals, menus, and pricing quotes to clients, addressing their specific needs and preferences.
• Negotiate terms and finalize contracts, ensuring alignment with company policies and profitability objectives.
• Collaborate with internal departments, such as culinary, operations, and logistics, to develop comprehensive event plans and production schedules.
• Develop and implement sales strategies, tactics, and initiatives to achieve catering sales targets and revenue goals.
• Monitor sales performance, track KPIs, and analyze market data to identify opportunities for growth and improvement.
• Prepare regular sales reports and forecasts for management review, providing insights and recommendations for optimizing sales effectiveness.
• Collaborate with marketing to develop promotional materials and campaigns to support catering sales efforts.
• Represent the company at industry events, trade shows, and networking functions to promote catering services and generate leads.
• Leverage social media to increase brand visibility and attract new clients.
• Coordinate with catering operations, culinary, and event planning teams to ensure seamless execution of events.
• Provide guidance and support to internal stakeholders to facilitate successful client interactions and event delivery.
• Foster a collaborative and positive working environment, promoting teamwork and accountability.

Job description

Job Title: Catering Sales Manager

Company: Shamin Hotels

Position Overview:

The Catering Sales Manager is responsible for driving catering sales and revenue growth by identifying and pursuing new business opportunities, cultivating relationships with clients, and overseeing the sales process from initial inquiry to contract execution. They work closely with clients to understand their catering needs and preferences, develop customized proposals, and ensure exceptional service delivery.

Essential Job Functions:

Business Development and Lead Generation:

• Identify and pursue opportunities to generate catering sales through targeted prospecting, networking, and relationship building.


• Research and analyze market trends, competitor activity, and customer preferences to identify potential sales opportunities.


• Develop and maintain a pipeline of prospective clients and leads, tracking interactions and progress through the sales cycle.

Client Relationship Management:

• Cultivate positive relationships with clients, ensuring their needs are understood and met throughout the catering sales process.


• Conduct client consultations to understand their event requirements, preferences, and budgetary constraints.


• Provide personalized service and attention to detail, offering creative solutions and recommendations to enhance the overall customer experience.

Proposal Development and Pricing:

• Prepare and present customized catering proposals, menus, and pricing quotes to clients, addressing their specific needs and preferences.


• Negotiate terms and finalize contracts, ensuring alignment with company policies and profitability objectives.


• Collaborate with internal departments, such as culinary, operations, and logistics, to develop comprehensive event plans and production schedules.

Sales Strategy and Performance:

• Develop and implement sales strategies, tactics, and initiatives to achieve catering sales targets and revenue goals.


• Monitor sales performance, track key performance indicators (KPIs), and analyze market data to identify opportunities for growth and improvement.


• Prepare regular sales reports and forecasts for management review, providing insights and recommendations for optimizing sales effectiveness.

Marketing and Promotion:

• Collaborate with marketing and branding teams to develop promotional materials, sales collateral, and digital marketing campaigns to support catering sales efforts.


• Represent the company at industry events, trade shows, and networking functions to promote catering services and generate leads.


• Leverage social media platforms and online channels to increase brand visibility and attract new clients.

Team Collaboration and Support:

• Coordinate closely with catering operations, culinary, and event planning teams to ensure seamless execution of catering events.


• Provide guidance and support to internal stakeholders, including sales coordinators, event planners, and catering staff, to facilitate successful client interactions and event delivery.


• Foster a collaborative and positive working environment, promoting teamwork and accountability among sales and operational teams.

Top Requirements:

• Team Up: Be Golden, Collaborate and Help Others Succeed.


• Own It: Be a role model, Embrace Responsibility and Keep Learning.


• Passionately Serve: Be Positive, Care Deeply and Create Memories.