Catering Sales Manager

Career Guide

A Catering Sales Manager wins and manages catering business for events, meetings, and celebrations. They build relationships with clients, price and package menus and services, coordinate with operations teams, and ensure events are delivered smoothly and profitably.

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Key Responsibilities

Respond to catering inquiries and qualify leads
Meet clients to understand event goals, budget, and guest experience needs
Create proposals, quotes, and event orders
Sell menu options, staffing, rentals, and add-on services
Negotiate terms and close contracts
Coordinate event details with culinary, operations, and service teams
Manage event timelines, staffing needs, and vendor coordination
Track sales pipeline and update customer records
Ensure accurate billing, deposits, and final payments
Handle client feedback and resolve service issues
Build repeat business through follow-up and relationship management
Report on sales performance and revenue forecasts

Top Skills for Success

Consultative Selling

Client Relationship Management

Negotiation

Communication

Time Management

Problem Solving

Attention to Detail

Budgeting

Proposal Writing

Event Planning

Menu Knowledge

Food Safety Awareness

Revenue Forecasting

Contract Management

Customer Service Recovery

Career Progression

Can Lead To

Senior Catering Sales Manager

Catering Director

Event Sales Manager

Hotel Sales Manager

Banquet Manager

Food and Beverage Manager

Transition Opportunities

Venue Sales Manager

Conference Services Manager

Client Success Manager

Account Executive

Business Development Manager

Common Skill Gaps

Often Missing Skills

Structured Sales Pipeline ManagementPricing StrategyProfit Margin AwarenessEvent Order AccuracyForecasting DisciplineConflict De-escalation

Development SuggestionsBuild a consistent process for lead tracking, quoting, and follow-up. Practice pricing conversations and learn how staffing and food costs affect profit. Use checklists for event orders to reduce mistakes. Ask to shadow operations leaders during events to better anticipate issues.

Market Intelligence Report

Catering Sales Manager is part of the Account Executives category.Explore our market intelligence report to see how AI and hiring demand are shifting for these roles.

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Salary & Demand

Median Salary Range

Entry Level$45,000 to $60,000

Mid Level$60,000 to $85,000

Senior Level$85,000 to $120,000

Growth Trend

Steady demand. Hiring increases in markets with strong corporate events, weddings, hotels, and venues. Roles that combine sales skill with strong event execution tend to be most in demand.

Companies Hiring

Major Employers

Marriott InternationalHiltonHyattInterContinental Hotels GroupAccorCompass GroupSodexoAramarkDelaware NorthFour Seasons Hotels and Resorts

Industry Sectors

Hotels and ResortsEvent VenuesRestaurantsCorporate CateringUniversities and SchoolsHospitals and HealthcareStadiums and ArenasConvention CentersCruise Lines

Recommended Next Steps

Create a simple weekly pipeline review routine and track lead stage changes

Build a proposal template library for common event types

Learn the cost drivers for catering such as labor, food cost, and rentals

Ask for feedback after events and document lessons learned

Collect measurable wins such as revenue booked, conversion rate, and repeat client rate

Strengthen vendor and venue partnerships to generate referrals

Practice negotiation scripts focused on value and guest experience, not just discounts