Main Responsibilities and Required Skills for a Catering Sales Manager
A Catering Sales Manager is a professional who plays a crucial role in the hospitality industry, specifically in the field of catering. They are responsible for driving sales and revenue by attracting clients, managing accounts, and coordinating catering services for various events and functions. In this blog post, we will delve into the primary responsibilities and the most in-demand hard and soft skills for Catering Sales Managers.
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Main Responsibilities of a Catering Sales Manager
The following list describes the typical responsibilities of a Catering Sales Manager:
Assist in
Assist Conference Services and Catering team as required, particularly during large group movements.
Assist Director with planning and coordinating lead generation social events.
Assist in the annual budgeting plan.
Attend
Attend all department and hotel meetings as necessary.
Attend and participate in weekly designated meetings.
Attend industry conferences, trade shows, and networking events to promote the catering services.
Attend learning and development courses and complete eLearning modules, as required.
Build
Build and maintain strong relationships with clients, ensuring customer satisfaction and repeat business.
Build trust through personal accountability.
Collaborate with
Collaborate with clients to design customized menus and catering packages that meet their specific needs.
Collaborate with marketing teams to develop promotional materials and campaigns to attract new clients.
Collaborate with others to achieve together.
Communicate
Communicate all event details effectively with each department to ensure group needs are met.
Communicate effectively verbally and in writing with clients in timely manner.
Communicate frequently with the group organizer to meet and exceed customer expectations.
Complete
Complete and accurate information incliuding counter-sogned contract and initial deposit received.
Conduct
Conduct market research to stay updated with industry trends, competitor analysis, and customer preferences.
Conduct pre-and post-conference meetings as appropriate.
Conduct property tours and entertain planners of meetings, social events, and weddings.
Conduct regular sales meetings and provide performance reports to senior management.
Conduct self in a most professional manner at all times to reflect the hotel standards.
Contract
Contract and manage Social / Wedding room blocks and Social Wedding Resumes.
Coordinate
Coordinate and plan pre-event meetings before the day of arrival of the group' s guests.
Coordinate with internal teams, including chefs, kitchen staff, and operations personnel, to ensure smooth execution of events.
Create
Create and foster relationships with key clientele.
Dedicate
Dedicate time to direct telephone and in person sales calls.
Develop
Develop and execute effective sales processes.
Develop and implement strategic sales plans to achieve revenue targets.
Develop and monitor sales metrics to determine effectiveness of sales strategies.
Develop creative and attractive menu presentations for potential clients.
Develop standardized event and catering sales materials and collateral.
Discuss
Discuss, support, and innovate key service and product differentiators on an ongoing basis.
Enhance
Enhance current account base via referrals and new research.
Enhance the accuracy of the database by continuously refreshing accounts via ongoing prospecting.
Enjoy
Enjoy building relationships, networking and being part of the community.
Ensure
Ensure accuracy of Banquet Checks and provide bill review on completion of events.
Ensure accuracy of Banquet Checks and provide bill review on completion of program or event.
Ensure all deposits are prepaid and finalized prior to event.
Ensure orderly and accurate catering files and that computerization of such files is maintained.
Ensure satisfaction of client at the outset of all events.
Ensure satisfaction of clients throughout and at the outset of all events.
Ensure the guestroom blocking is consistent with the group's expectations.
Establish
Establish trace dates, in your pursuit of business, using appropriate computer programs.
Execute
Execute sales activities to achieve budgeted goals.
Execute sales objectives, managing sales pipeline, and forecasting.
Follow up
Follow up with clients post-event to gather feedback and address any concerns or issues.
Generate
Generate and execute contracts.
Generate VIP, limousine and amenity forms as required.
Guide
Guide and monitor business ethics and good business practice.
Handle
Handle customer inquiries and inbound leads.
Host
Host and attend events in order to showcase Just Fare and our delicious food.
Identify
Identify and pursue new business opportunities through proactive prospecting and networking.
Intervene with
Intervene with client if they challenge a contract term during the planning process.
Lead
Lead outbound sales efforts through cold outreach and networked outreach.
Lead resume review meetings with applicable departments.
Maintain
Maintain accurate records of sales activities, contracts, and client communication.
Maintain an active trace / follow-up system on all inquiries and personal sales calls.
Maintain a visible presence in the community through involvement with Industry associations.
Maintain a visible presence in the community through regular involvement with Industry associations.
Maintain close communication with operating departments.
Maintain good working relations with preferred vendors of the hotel.
Maintain healthy and active pipeline.
Maintain solid and open communication with all hotel operating departments.
Maintain the policies set forth in the group sales contract. (.
Maintain up‑to‑date information on program in hotel's inventory management system.
Manage
Manage CRM and lead generation software and train colleagues on best practices.
Manage event timelines, ensuring timely delivery of food, beverages, and services.
Manage the pass-off of new clients to the account management team.
Monitor
Monitor and manage catering budgets, tracking expenses and revenue to achieve profitability.
Negotiate
Negotiate pricing and contract terms with clients.
Operate
Operate with a sense of urgency to service guests.
Oversee
Oversee the entire event planning process, including menu tastings, site visits, and logistics coordination.
Plan
Plan corporate group and social catering meetings and events when needed.
Prepare
Prepare a monthly booking report.
Prepare and present proposals, contracts, and event orders to clients.
Prepare catering proposals, contracts, invoices, banquet event orders and resumes.
Prepare correspondence to customers, internal booking reports and file maintenance.
Prepare resumes for groups prior to group arrival.
Provide
Provide input on the marketing plan and budget.
Raise
Raise the vibration in the room.
Represent
Represent a brand with passion and enthusiasm.
Respond to
Respond according to the crisis management plan to any resort emergency or safety situation.
Respond to all catering, event, and in-house function needs.
Respond to inquiries promptly and provide accurate information about catering services, pricing, and availability.
Retirement
Retirement plan with employer contribution.
Review
Review all function spaces with the Banquet Manager.
Review all function space with banquet manager and when necessary, head house attendant.
Rework
Rework and maintain old account files and solicit new accounts.
Schedule
Schedule a post-event meeting with the group leader to ensure their satisfaction.
Seek
Seek feedback to perform at a higher level and be coachable.
Set-up
Set-up tastings and test services, attending to provide continuity during the sales process.
Stay abreast of
Stay abreast of emerging industry trends, innovations, and best practices in catering and event management.
Stay updated with local regulations, permits, and licensing requirements related to food service and alcohol sales.
Supervise
Supervise the execution of all events.
Supervise the execution of banquet events.
Support
Support and execute business-to-business marketing tactics alongside the Marketing department.
Support and plan special sales activities, promotions, and client events.
Support, serve, and uplift your teammates.
Support the DOSM through scheduling and projects as assigned.
Take
Take ownership to achieve personal sales targets.
Train
Train and mentor junior sales staff, providing guidance and support in achieving sales targets.
Understand
Understand and adhere to office procedures, including data entry into the sales software system.
Update
Update the forecast document constantly with new production and actualizations.
Use
Use utilities and resources in a responsible manner to control waste.
Utilize
Utilize customer relationship management (CRM) software to track leads, contacts, and sales activities.
Utilize Opera systems to effectively communicate booking information within hotel.
Welcome
Welcome customers on the day of the event and monitor the progress as needed.
Work
Work harmoniously and professionally with co-workers and supervisors.
Work in a safe, prudent and highly organized manor.
Work with integrity, confidentiality and discretion.
Work with the operations team to determine new client / account feasibility and develop proposals.
Most In-demand Hard Skills
The following list describes the most required technical skills of a Catering Sales Manager:
Sales and negotiation techniques
Proficiency in CRM software
Financial management and budgeting
Knowledge of food and beverage industry
Menu planning and pricing strategies
Event planning and logistics coordination
Understanding of health and safety regulations
Contract management and legal compliance
Data analysis and reporting
Market research and competitive analysis
Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint)
Knowledge of catering equipment and supplies
Technical understanding of audiovisual equipment for events
Familiarity with social media platforms and digital marketing
Ability to create visually appealing presentations and proposals
Understanding of different types of catering services (e.g., buffet, plated, cocktail reception)
Knowledge of different cuisines and dietary restrictions
Proficiency in project management tools and software
Familiarity with event ticketing systems and registration platforms
Knowledge of local venue options and event spaces.
Most In-demand Soft Skills
The following list describes the most required soft skills of a Catering Sales Manager:
Excellent communication and interpersonal skills
Strong customer service orientation
Relationship-building and networking abilities
Problem-solving and decision-making skills
Attention to detail and organizational skills
Ability to work under pressure and meet deadlines
Flexibility and adaptability in a fast-paced environment
Leadership and team management abilities
Creativity and innovation in event planning and menu design
Positive attitude and passion for delivering exceptional guest experiences.
Conclusion
The role of a Catering Sales Manager is dynamic and requires a combination of technical skills, industry knowledge, and interpersonal abilities. By fulfilling their responsibilities with expertise and leveraging their hard and soft skills, these professionals contribute to the growth and success of catering businesses. As the hospitality industry continues to evolve, Catering Sales Managers play a pivotal role in adapting to emerging trends, exceeding client expectations, and driving revenue through their strategic sales efforts.
