Catering Sales Manager

Job Objective

A catering sales manager's job objective is to drive sales and revenue for a hotel's catering business by achieving revenue goals through up-selling business opportunities. The role involves coordinating with internal departments to ensure successful event execution, monitoring and managing the catering budget, and providing exceptional customer service to drive customer loyalty. The position requires frequent interaction with various stakeholders, including sales teams, kitchen staff, vendors, competitors, and other hotel departments. Working closely with the Banquet Manager, the catering sales manager ensures client satisfaction and superior service while enforcing catering department standards and company policies. Key responsibilities include acquiring new and repeat customers, assisting with menu selection and planning, negotiating costs, and executing successful catering events.

Essential Job Tasks

• Develop and execute sales plans, generate new business, and manage existing accounts.
• Create proposals and contracts for clients and negotiate contracts with customers.
• Respond to inquiries, ensure customer satisfaction, and address any issues or concerns.
• Coordinate all aspects of catering events, including equipment, staff, and rentals.
• Work closely with the culinary team to create customized menus.
• Implement marketing plans and generate new business through marketing efforts, networking, and referrals.
• Maintain accurate records and reports, including financial and administrative records.

Areas of Responsibility

• Business Development: Identify and pursue new business opportunities through proactive sales efforts, leveraging industry connections, and networking to drive revenue growth.
• Sales and Customer Engagement: Respond to inquiries, provide personalized quotes, and negotiate contracts for catering services, ensuring exceptional customer satisfaction and loyalty.
• Event Execution: Collaborate with culinary and operations teams to ensure seamless event execution, providing tailored solutions to meet clients unique needs and preferences.
• Client Relationship Building: Conduct site visits and tastings for potential clients, fostering strong relationships and trust to drive repeat business and referrals.
• Market Intelligence: Stay informed about industry trends, competitors, and market conditions, providing actionable insights to inform sales strategies and tactical plans.
• Sales Presentations: Create and deliver compelling sales presentations to showcase catering services, highlighting unique selling points and value propositions.
• Debtors Management: Extend event credit strictly in accordance with the prescribed policy and actively reduce and maintain debtor days within the hotels defined standards.
• Sales Reporting and Analysis: Prepare and submit accurate and timely sales reports, analyzing sales performance to identify areas for improvement and optimize sales strategies.
• Marketing Collaboration: Collaborate with marketing teams to develop promotional materials and campaigns, ensuring alignment with sales objectives and brand messaging.
• Sales Strategy and Planning: Develop and execute effective sales strategies, tactics, and plans, aligning with the departments overall business objectives and revenue targets.
• Continuous Improvement: Continuously evaluate and improve sales processes, procedures, and performance metrics, ensuring best practices and optimal results.
• Attributes/ Essentials/ Other Information: Communication, Interpersonal skills, Creativity, Knowledge of catering industry trends, drive and determination to improve standards and profitability. strong customer service orientation.

Required Qualifications

• A degree in Hospitality Management

Work Experience

• Minimum of 5 - 7 years of experience in Catering Sales department and hospitality industry

Languages Needed in Position

• Proficiency in English.

Behavioural Competencies

• Process Excellence
• Result Orientation
• Collaborative Engagement
• Change Championship
• Growth Mindset
• Talent Enrichment
• Guest Centricity
• Personal Effectiveness