Catering and Sales Manager

The Catering Sales Manager is responsible for generating new catering and event business while managing the planning and successful execution of each program from initial inquiry through final billing. This position combines luxury hotel sales expertise with hands-on event management and requires an individual who can build strong client relationships, negotiate profitable business, and flawlessly execute high-end events. The successful candidate will independently manage a portfolio of corporate meetings, incentive programs, destination weddings, social celebrations, government functions, board meetings, and local events for Kimpton Seafire Resort + Spa and Hotel Indigo Grand Cayman, while working closely with hotel operations to deliver exceptional guest experiences and maximize revenue.

Some of your responsibilities include:

• Proactively solicit, negotiate and close new catering and event business while consistently achieving monthly and annual revenue goals for catering food and beverage, meeting room rental, guest rooms and ancillary revenue.
• Manage the complete sales cycle from initial inquiry through contract negotiation, event planning, on-site execution and final billing without transferring the client to another planning manager.
• Develop customized proposals, contracts and presentations that accurately reflect client requirements while maximizing hotel profitability.
• Sell and service a diverse portfolio of business including:

• Corporate Meetings
• Incentive (Reward) Programs
• Destination Weddings
• Social Celebrations
• Government Functions
• Charity Galas
• Executive Board Meetings
• VIP Events
• Local Catering Events

• Conduct site inspections, planning visits, menu tastings and client presentations, showcasing hotel venues and creating memorable experiences that convert inquiries into confirmed business.
• Build long-term relationships with corporate clients, wedding planners, destination management companies (DMCs), government agencies, event planners, travel professionals and local businesses through regular sales calls, networking events and client entertainment.
• Develop and execute monthly sales action plans focused on prospecting new business, growing existing accounts and generating revenue during need periods.
• Maintain an active sales pipeline while balancing prospecting, account management and servicing existing clients.
• Negotiate catering contracts, menus, concessions and pricing while protecting hotel profitability and maintaining brand standards.
• Plan and coordinate every operational aspect of assigned events, including:

• Menu selection
• Event timelines
• Venue selection
• Room diagrams
• Décor concepts
• Floral arrangements
• Entertainment
• Transportation
• Audio Visual
• Destination Management Companies (DMCs)
• Outside vendors
• Guest room accommodations
• Billing instructions

• Prepare detailed Banquet Event Orders (BEOs), Group Resumes, Wedding Timelines, Event Diagrams and all supporting documentation required for successful event execution.
• Work closely with Culinary, Banquets, Stewarding, Engineering, Housekeeping, Front Office, Finance, Security and outside vendors to ensure seamless execution of every event.
• Manage multiple programs simultaneously while responding quickly to client changes, operational challenges and last-minute requests.
• Monitor contracted food and beverage minimums, room rental, guest room pickup, audiovisual revenue, labor charges and ancillary revenue opportunities, identifying opportunities to increase overall event profitability through upselling.
• Review and maintain competitive knowledge of local and regional luxury hotel catering offerings, pricing, venues and industry trends.
• Collaborate with the Director of Catering & Conference Services to develop new catering packages, seasonal promotions, wedding offerings, menu enhancements and sales initiatives that increase market share.
• Maintain accurate account histories, sales activities, forecasts, traces and opportunities within Delphi and other hotel systems.
• Participate in networking organizations, trade shows, wedding showcases and community events to strengthen market presence and generate new business opportunities.
• Represent the hotel professionally during on-site events and act as the primary client contact throughout program execution, ensuring exceptional service and immediate resolution of operational issues.

What You Bring

• Minimum three (3)+ years of Catering Sales experience within a luxury full-service hotel or resort environment, with demonstrated success managing both the sale and servicing of high-end events.
• Proven experience independently managing clients from initial inquiry through event execution and final billing, rather than transferring business to a separate Conference Services team.
• Demonstrated success selling and servicing:
• Corporate Meetings
• Incentive Programs
• Destination Weddings
• Government Groups
• Executive Meetings
• Social Events
• Charity Galas
• Luxury Celebrations
• Extensive experience preparing:
• Catering Proposals
• Catering Contracts
• Banquet Event Orders (BEOs)
• Group Resumes
• Wedding Timelines
• Event Diagrams
• Production Schedules
• Strong understanding of revenue management, including:
• Catering Forecasting
• Food & Beverage Revenue
• Meeting Room Rental Revenue
• Guest Room Revenue
• Audio Visual Revenue
• Ancillary Revenue Opportunities
• Upselling Strategies
• Experience coordinating Destination Management Companies (DMCs), wedding planners, entertainment providers, transportation companies, floral designers, rental companies and other outside vendors.
• Previous experience working with Government groups and public-sector procurement processes preferred.
• Advanced working knowledge of:
• Delphi.fdc
• Opera PMS
• Social Tables or Meeting Matrix
• Microsoft Office Suite
• Luxury hotel or Forbes Five-Star resort experience strongly preferred.
• Previous Caribbean luxury resort experience preferred.
• Exceptional negotiation, sales presentation and relationship-building skills with the ability to develop long-term client partnerships.
• Strong financial acumen with experience reviewing contracts, managing concessions, monitoring profitability and maximizing total event revenue.
• Outstanding organizational and time management skills with the ability to manage multiple high-profile events simultaneously while meeting strict deadlines.
• Excellent written and verbal communication skills with strong attention to detail and exceptional follow-up.
• Creative mindset with a passion for designing memorable luxury events while delivering outstanding guest experiences.