Catering Sales Manager

Madison Hotel Property Investment LLC is seeking a Catering Sales Manager to drive hotel revenue through a focused approach to the catering market in Madison, WI. This onsite role centers on building and expanding catering business for group meetings, conferences, and social events through prospecting, relationship management, and coordinated proposal and contract work.

In this position, you will develop a niche within catering, penetrate the local market, and work across hotel offerings to maximize revenue. You will qualify opportunities, guide prospects through property tours, support custom menu planning with culinary teams, and negotiate booking components within approved guidelines.

What you’ll do

• Maintain working knowledge of the hotel and the surrounding area to support outside sales calls and customer conversations.
• Target and prospect new business continually, using available marketing and sales resources.
• Develop and maintain ongoing relationships with the competitive set and current and prospective customers.
• Participate in community organizations and professional associations to increase visibility and support market-share growth.
• Determine, develop, and execute strategies for existing and new accounts to achieve and exceed sales revenue expectations.
• Travel as recommended for outside sales calls and trade-show participation.
• Maximize revenue by selling all facets of the hotel, including restaurant outlets.
• Use knowledge of all DeFoor Hospitality Group hotels to support cross-selling opportunities.
• Qualify incoming leads and send proposals, contracts, and addendums as needed to negotiate catering business.
• Conduct property tours for potential customers, inform them of available hotel services, and host site-inspection and pre-planning visits when appropriate, including completing required site forms to alert the hotel of tours.
• Follow up on outstanding proposals and contracts to close catering business.
• Collaborate with culinary operations to create custom menus aligned with client budget needs.
• Negotiate food and beverage minimums, meeting room rental, function space, and hotel services within approved booking guidelines.
• Maintain accurate, organized, and up-to-date records in computer filing and the sales platform (including attachments, traces, and activity documentation).
• Manage account details so solicitation and closing steps are complete and recorded in the required sales and catering system.
• Use logic, integrity, and sound judgment in business decisions by considering the overall picture, operational needs, and impact on other departments.
• Perform other duties as assigned to meet business needs.

What you bring

• Minimum of two years of sales experience in a management role.
• Minimum of two years in hotel sales.
• A four-year degree or equivalent experience.
• Excellent verbal, written, and presentation skills, including confidence presenting to small groups.
• Strong negotiation skills with the ability to convince and influence professional and hotel guests.
• Ability to make decisions based on established policies and procedures.
• Strong administrative skills, including business writing, mathematics, and knowledge of Microsoft Office Products.

Technology

• Microsoft Office Products

Note: This job description does not state or imply that these are the only duties to be performed. Employees may be required to follow other job-related instructions and complete additional job duties assigned by authorized personnel.