Job Description - Catering Sales Account Manager

Designation: Catering Sales Account Manager

Department: Sales & Marketing

Location: Hotel Property

Purpose of the Role:

Responsible for driving Catering Sales and managing banquet operations under the direction of the Head of Catering Sales.

Oversees the selling, planning, and execution of all food & beverage functions, conferences, and banquets while ensuring guest satisfaction, revenue growth, and cost efficiency.

Reporting Structure:

- Reports to: Head of Catering Sales

- Positions Reporting to: Catering Sales Executive and below

Interacts with:

- Departmental Managers for operational efficiency

- Local license agencies for event-related compliance

- Bookers, Travel Agents, Corporate Clients & Customers

- Peers in competition hotels & local dignitaries

- All operational & support departments to ensure guest satisfaction

Key Responsibilities:

Strategic:

- Recommend ideas to enhance guest experience, revenue generation, and cost control.

Operational:

- Assist the Catering Sales Manager in all duties and act in his/her absence.

- Monitor, analyze, and control departmental costs; support in budget preparation.

- Present during all major banquet functions and events.

- Finalize contractual agreements with clients and identify new accounts through cold-calling.

- Conduct market intelligence to track competitors and acquire potential accounts.

- Maintain MIS and update client databases regularly.

- Ensure systematic sales reporting (Sales Force Automation).

- Cross-sell products and services to maximize revenue.

- Achieve sales targets through market penetration and customer engagement.

- Participate in sales briefings, trade shows, and sales blitzes.

- Maintain operational manuals, updated policies, and catering-related files.

- Collaborate with the Executive Chef to design guest-friendly menus.

- Monitor competitor operations and update management on industry trends.

Interpersonal & Leadership:

- Ensure adherence to hotel policies and code of conduct.

- Coach, mentor, and discipline team members as required.

- Ensure staff punctuality, grooming, and professional conduct.

- Conduct training programs and on-the-job coaching for team members & trainees.

- Promote a safe and professional work environment for employees and guests.

- Maintain inter-departmental coordination and positive team culture.

Authority & Scope:

- Areas of Operation: Sales & Marketing, Banquet Operations, Client Visits

- Work Hours: Based on business needs; result-oriented role

Key Performance Indicators (KPIs):

- Revenue achievement vs. budget

- Guest satisfaction & repeat business

- Cost efficiency & profitability

- Team performance & employee engagement

- Compliance with standards & policies

Job Requirements:

Qualifications:

- Bachelor's degree in Hotel Management / MBA preferred

Knowledge:

- Menu planning, banquet service standards, food & beverage knowledge

- Licensing, contracts, and legal aspects of catering sales

- Sales & Marketing fundamentals, revenue management, budgeting & forecasting

- Market research, property management systems, industry best practices

Skills:

- Strong selling & upselling ability

- Negotiation & communication skills

- Analytical & problem-solving skills

- Team handling & people management

- Relationship building & client servicing

Attitude:

- Business-focused, detail-oriented, self-motivated

- Professional appearance & grooming

- Proactive and goal-driven

Age Requirement:

- Between 24 - 29 years