Strategic Catering & Events Sales Manager

Hilton Richmond; Richmond (VA); On-site; USD 58,000 - 78,000; Full time

Job summary

Hilton Richmond is seeking a Catering Sales Manager to lead sales efforts for the hotel’s meeting and event space in downtown Richmond. You will support the sales team in hitting budgeted targets and drive monthly revenue goals, working with leadership to optimize overall revenue performance.

Responsibilities include weekly sales calls, account development, site inspections, lead generation, and close collaboration with culinary and operations teams to ensure flawless event execution.

Qualifications

• College degree or High School Diploma with related experience.
• Previous hotel catering sales experience.

Responsibilities

• Assist sales team in achieving and exceeding budgeted goals in food, beverage and room rental revenue, profit and occupancy for the total hotel.
• Effectively communicate with Director of Revenue and/or Director of Sales to review opportunities that impact revenue goals.
• Conduct weekly sales calls to existing and new accounts, as well as uncover new business in assigned market segment(s).
• Build and strengthen relationships with existing and new accounts to enable future bookings.
• Activities include sales calls, entertainment, trade shows, etc.
• Travel locally to conduct outside calls, promote the hotel and review competition reader boards to develop leads.
• Generate leads and new business through internet searches, telephone and email solicitations, mailings, referrals, networking, trade shows, professional and community organizations, sales, blitzes, etc.
• Arrange site inspections of the hotel for new accounts.
• Maintain accurate sales records in the hotel sales system to provide complete history, ensure future and current quality of service and enhance future prospects.
• Respond to all sales inquiries within 24 business hours.
• Execute and support the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Responsible for negotiating catering sales contracts and the implementation and set up as required.
• Actively and creatively up-sell each catering event to maximize revenue.
• Analyze historical, current and future hotel/market trends and develop strategies to maximize function space occupancy through creative and selective selling.
• Assist in the development of the annual budget and quarterly owner reviews.
• Participate in management meetings to discuss budget and forecast.
• Partner with operations team to coordinate customer specifications, effectively respond to customer issues and comments to ensure customer satisfaction.
• In partnership with the General Manager and Food and Beverage Team, create and enhance menus for clients as needed.
• Review all banquet event orders and the daily/weekly reports to ensure accuracy.
• Assists the client in menu planning; coordinates food, beverage, meeting room set-up, decorations and other services as requested by the client; assures that all requirements are communicated and completed to the client’s specifications.
• Liaison between the Banquet staff and GM to ensure timely communication of client needs.
• Supervise execution of banquet events which may include working on the weekends, evenings or holidays.
• Participate in hotel weekly staff meeting, if applicable.
• Other duties as assigned.

Skills

Communication skills

Sales focus

Negotiation

Team player

Detail oriented

Multitasking

Customer service

Event coordination

Education

College degree or High School Diploma

Tools

Microsoft Office

Delphi

Job description

Hilton Richmond is seeking a Catering Sales Manager to lead sales efforts for the hotel’s meeting and event space in downtown Richmond. You will support the sales team in hitting budgeted targets and drive monthly revenue goals, working with leadership to optimize overall revenue performance.

Responsibilities include weekly sales calls, account development, site inspections, lead generation, and close collaboration with culinary and operations teams to ensure flawless event execution.