Mgr Catering Sales (191813)

Key Responsibilities

Sales & Business Development

• Proactively identify and secure new catering and banquet business opportunities.
• Generate revenue through corporate events, meetings, conferences, weddings, social gatherings, and government events.
• Conduct sales calls, client visits, networking activities, and site inspections.
• Develop and maintain a strong client database and sales pipeline.
• Participate in local business associations, chambers of commerce, and industry networking events.
• Prepare and negotiate proposals, contracts, and banquet event orders (BEOs).
• Achieve monthly, quarterly, and annual catering revenue targets.

Revenue Generation

• Maximize catering revenue through strategic pricing and upselling opportunities.
• Promote hotel meeting rooms, banquet facilities, guest rooms, and food & beverage offerings.
• Monitor market trends and competitor activities.
• Collaborate with Revenue Management and Sales leadership to optimize event profitability.
• Focus on increasing average spend per event through menu enhancements and additional services.

Client Relationship Management

• Build long-term relationships with key corporate accounts, travel partners, event planners, and wedding organizers.
• Ensure timely response to all catering inquiries.
• Conduct client meetings, presentations, and venue tours.
• Maintain regular communication with existing and prospective clients.
• Manage VIP and high-profile events professionally.

Event Planning & Coordination

• Coordinate all event requirements from confirmation to completion.
• Prepare detailed event documentation and banquet event orders.
• Liaise with Culinary, Banquet Operations, Front Office, Housekeeping, Engineering, and Security departments.
• Attend pre-convention and operational meetings.
• Ensure all client expectations are clearly communicated and executed.

Guest Experience

• Meet and greet clients during events.
• Ensure seamless event execution and prompt resolution of issues.
• Collect client feedback after events.
• Maintain high guest satisfaction scores and repeat business.
• Support IHG service culture and guest experience initiatives.

Financial & Administrative Responsibilities

• Prepare accurate sales forecasts and monthly reports.
• Maintain CRM and sales activity records.
• Ensure timely deposit collection and payment follow-up.
• Monitor event profitability and contribution margins.
• Assist in budget preparation and business planning.
• Ensure compliance with hotel policies and financial controls.

Team Collaboration

• Work closely with Sales, Marketing, Revenue, Operations, and Culinary teams.
• Participate in departmental meetings and sales strategy sessions.
• Support hotel-wide promotional campaigns and special events.
• Mentor and assist junior sales coordinators where applicable.

Key Performance Indicators (KPIs)

• Catering Revenue Achievement
• Banquet Revenue Achievement
• Number of New Catering Accounts Opened
• Conversion Ratio of Leads to Confirmed Events
• Average Event Revenue
• Client Retention and Repeat Business
• Guest Satisfaction Scores
• Sales Activity Targets (Calls, Visits, Site Inspections)
• Event Profitability
• Forecast Accuracy

Qualifications

Education

• Bachelor's Degree in Hospitality Management, Business Administration, Marketing, or related field.

Experience

• Minimum 3–5 years of hotel sales experience.
• At least 2 years in Catering Sales, Events, Banquet Sales, or Conference Services.
• Experience in an international hotel brand preferred.
• Pre-opening experience is an advantage.

Skills & Competencies

• Strong sales and negotiation skills.
• Excellent communication and presentation abilities.
• Knowledge of banquet and catering operations.
• Financial and commercial acumen.
• Strong organizational and event planning skills.
• Ability to work under pressure and manage multiple events simultaneously.
• Proficiency in Microsoft Office and hotel sales systems.
• Excellent interpersonal and relationship-building skills.

Core Competencies

• Drives Results
• Guest Centricity
• Commercial Awareness
• Effective Communication
• Relationship Building
• Problem Solving
• Planning & Organizing
• Teamwork & Collaboration
• Attention to Detail
• Accountability

Working Conditions

• Flexible working hours including evenings, weekends, and public holidays as required by business demands.
• Frequent client visits, networking functions, and on-site event supervision.