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About the Role

Lead the strategy behind Sonesta's catering business, driving revenue growth and creating memorable events. This role is ideal for a commercially minded senior sales manager focused on building relationships, developing high-performing teams, and achieving ambitious sales goals.

Responsibilities

• Develop and lead the hotel’s catering sales strategy, driving revenue growth across corporate meetings, weddings, social events, conferences, and special events.
• Own catering revenue goals, booking pace, forecasting, conversion, and profitability, identifying opportunities to strengthen performance.
• Manage the full catering sales cycle for the hotel, from prospecting and relationship development through negotiation, contracting, event planning, and post-event follow-up.
• Build strong relationships with corporate clients, event planners, wedding partners, local businesses, vendors, and community organizations to generate new and repeat business.
• Respond to strategic and high-profile catering opportunities, creating tailored proposals, conducting site tours, and delivering compelling client presentations.
• Partner closely with Culinary, Banquets, Conference Services, Revenue Management, and Operations teams to ensure seamless event execution and exceptional guest experiences.
• Establish pricing strategies, catering packages, promotions, and upselling opportunities that maximize food and beverage revenue, audiovisual services, event enhancements, and hotel accommodations.
• Review banquet event orders (BEOs), event timelines, room setups, catering menus, and operational details to ensure accuracy and alignment across teams.
• Lead catering sales meetings, pipeline reviews, forecasting discussions, and strategy sessions, providing clear updates and recommendations to hotel leadership.
• Monitor market trends, competitor activity, client feedback, and local demand to identify new business opportunities and keep the hotel’s catering offering fresh and competitive.
• Represent the hotel at networking events, industry functions, community partnerships, and client entertainment opportunities.
• Maintain accurate sales activity, contracts, account information, event details, and reporting within CRM and hotel sales systems.
• Coach and develop the F&B Operations Management team to drive catering leads for private dining in the restaurant and event spaces.
• Ensure catering sales practices, contracts, pricing, and event commitments align with hotel standards, policies, and revenue objectives.
• Perform any other duties as assigned.

Requirements

• 5+ years of progressive experience in Catering Sales, Hotel Sales, Event Management, Banquet Sales, or Hospitality Sales, including leadership experience.
• A strong track record of delivering catering revenue growth, achieving sales targets, and building long-term client relationships.
• Demonstrated experience leading, coaching, and developing successful sales teams.
• Strong knowledge of catering operations, banquet services, food and beverage planning, pricing strategy, forecasting, and event management processes.
• Excellent communication, negotiation, presentation, and relationship-building skills, with the confidence to engage senior clients and hotel leaders.
• Commercially focused, with the ability to interpret sales data, booking pace, market trends, and profitability to inform strategy.
• Highly organized, with exceptional attention to detail and the ability to oversee multiple events, priorities, and client relationships simultaneously.
• Experience working with hotel sales systems, CRM platforms, event management software, and banquet event orders (BEOs).
• Ability to thrive in a fast-paced hospitality environment while maintaining professionalism, flexibility, and a solutions-focused mindset.
• Strong collaboration skills, with the ability to build trusted partnerships across Operations, Culinary, Banquets, Revenue Management, and Sales teams.
• A genuine passion for hospitality, events, food and beverage experiences, and creating memorable moments for guests and clients.

Skills

• Catering Sales
• Hotel Sales
• Event Management
• Banquet Sales
• Hospitality Sales
• Sales Strategy
• Revenue Growth
• Relationship Building
• Team Development
• Sales Forecasting
• Negotiation
• Presentation Skills
• CRM Platforms
• Event Management Software
• Food and Beverage Planning
• Pricing Strategy

Location

• Onsite

Work Type

• Full-time

Experience Level

• Senior
• Leadership

Education Level

• Bachelor’s degree in Hospitality Management, Event Management, Marketing, Business, or a related field preferred.

Salary/Compensations

• $95,000 - $125,000

Benefits

• Medical, Dental & Vision Insurance
• Health Savings Account (HSA) with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation & Sick Time
• Paid Parental Leave
• Company-Paid Life Insurance
• Company-Paid Short-Term & Long-Term Disability
• Hospital Indemnity, Critical Illness & Accident Insurance
• Educational Assistance
• Sonesta Hotel Discounts
• Additional Perks & Employee Discounts

About the Company

• Sonesta International Hotels is the 8th largest hotel company in the U.S., with a dynamic mix of full-service and focused hotels across major cities.
• The company's diverse portfolio includes owned, managed, and franchised properties in eight countries.
• Sonesta focuses on people, bringing service with passion and loyalty with purpose to create experiences that genuinely connect.

Equal Opportunity

• Sonesta is proud to be an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by law.