Catering Sales Manager - Weddings & Social Events

Catering Sales Manager

The Catering Sales Manager serves as a key ambassador of The Newbury Boston's social and wedding experience. This role is responsible for cultivating, securing, and curating exceptional celebrations—from intimate milestones to grand, multi-layered weddings—while upholding the hotel's five-star service ethos. The ideal candidate is a passionate wedding specialist who thrives in the world of high-touch events, family connections, discerning planners, exquisite details, and elevated hospitality.

They are relationship-driven, creatively inspired, and adept at translating a couple's vision into a flawlessly executed, meaningful experience that reflects the sophistication of The Newbury Boston.

The Catering Sales Manager is responsible for cultivating and securing weddings and social events that reflect the elegance and spirit of The Newbury Boston. This role actively develops new business within the local social and wedding market, serving as a thoughtful partner to couples, families, and planners while supporting the catering department with accurate, timely administrative and operational coordination. Through inspired relationship building, polished communication, and a deep love for celebratory moments, the Catering Sales Manager enhances the hotel's visibility, strengthens client satisfaction, fosters repeat business, and contributes meaningfully to overall revenue growth.

Responsibilities

Sales

• Attend all required departmental meetings.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company and department sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team.
• Meet or exceed set goals
• Operate the Sales Department within established sales expense budget.
• Saturday and evening's office coverage, as scheduled.
• Initiate and follow up on leads.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market.
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
• Meet or exceed sales solicitation call goals as assigned by the Director of Catering.
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
• Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Meet and greet onsite contacts.
• Abide by Prime Selling Time (PST).
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• Review meeting planner evaluations with the Director of Catering to ensure that issues receive follow-up.
• Entertain clients.

Administrative

• Prepare Banquet Event Orders (BEOS) as per client needs, as assigned.
• Prepare Event floor plans as per client needs, as assigned.
• Field and track all incoming leads
• Assist Catering Department with the daily operations.
• Follow file turnover process for all assigned definite catering bookings.
• Contribute to Daily Catering and Event Reports and distribute to team
• 14 Daily Events Report (Weekly)
• Change Log (Daily)
• BEO Run (Weekly)
• Daily Events Report (Daily)
• Missing BEO Report (Weekly)
• Organize BEO book prior to BEO Meeting each day.
• Process purchase orders and coordinate with Accounting.
• Manage and detail any pop up small meeting requests that are turned over to Catering as needed or in tandem with assigned MSE Manager.
• Manage outside Vendor database and update guideline forms yearly.

Qualifications

Education & Experience:

At least 3 years of progressive hotel sales experience in the Boston market.

Physical Requirements:

• Flexible and long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move object.

General Requirements:

• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.