Compensation Type: Yearly Highgate Hotels:
Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition. Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.
Overview:
The Catering and Sales Manager is responsible for overseeing and coordinating all aspects of catering and event planning, ensuring exceptional service and successful execution. While maintaining profitable operations and high-quality products and service levels. He/she is expected to market ideas to promote business, maintain revenue and meet budgeted productivity while keeping quality consistently high. The Catering and Events Manager is also responsible for acting as a liaison between client and operating departments to ensure a successful meeting and to generate repeat business.
The Catering Sales Manager is responsible for driving catering revenue through proactive sales, seamless execution, and exceptional client relationships. This individual will serve as the primary liaison for social and corporate catering events, ensuring every detail—from initial inquiry to final billing—is handled with precision, creativity, and care.
Responsibilities:
Upon completion of group sales and food and beverage contracts, the Catering and Sales Manager will be responsible but not limited to the following functions:
- Selling and coordinating food, beverage, décor, entertainment, audio visual, etc. for all group sales booked; while generating maximum revenue from each group.
- Create detailed Proposals, Contracts, BEOs and Run of Show for clients and internal communication.
- Preparing group resume for 10 – day meeting.
- Conduct pre convention and weekly departmental meetings.
- Constant and efficient communication with entire hotel on details pertaining to the groups booked
- Accurately forecast and provide various reports based on prospect, tentative and definite business
- Work with culinary teams to create custom menus for clients
- Coordinating shipping and receiving of group deliveries
- Ensuring room set up is done in a timely manner, ensuring audio visual needs are completed during event
- Overseeing the servicing of food and beverage events related to the group
- Facilitate event deposits, Audit banquet checks and reconcile event orders/master accounts
- Be present for the group event from start to finish, finalize all outstanding billing prior to group departure
- Keep immediate supervisor fully informed of all problems or matters requiring his/her attention
- Prepare and submit required reports in a timely manner
- Follow up on all external and internal communication within 24 hours via telephone and/or written correspondence
- Know venue setups, capabilities and best sales practices to maximize revenue
- Have knowledge of all sleeping room configurations and types
- Have comprehensive knowledge of all operational departments within the hotel; guest services, reservations, housekeeping, audio visual, switchboard, accounting, restaurants, bars, and engineering
- Conduct site tours for current and future business opportunities
- Coordinate with outside planners and vendors for event setup according to Venue guidelines
- Design floor plans for events
- Ensure all events are set according to client needs in a timely manner
- Manage existing accounts and follow up with client solicitation to capture future business.
- Outreach to new businesses & Destination Management Companies.
- Work with other F&B managers and keep them informed of F&B issues as they arise.
- Resolve guest complaints, handling all guest interactions with the highest level of hospitality and professionalism, accommodating special requests whenever possible
- Manage the function book and adjust space in order to ensure maximum potential revenue.
- Establish and maintain department filing system to ensure efficiency and organization
- Attend Networking events to foster future event business development
- Understand venue and marketing brand guidelines
- Meet or exceed set goals.
- Be visible on the floor and assist staff as needed during functions.
- Be involved in and/or conduct departmental and hotel training (One-to-One Training, etc.)
- Use feedback from Meeting Planner evaluations to improve service and quality
- Drive catering and event revenue through proactive prospecting, solicitation, and relationship building, leveraging outbound efforts, networking, and strategic partnerships. Responding to all incoming leads with urgency, creativity, and a highly personalized approach to maximize conversion and build long-term client relationships.
- Develop and present customized proposals, contracts, and event resumes that align seamlessly with client objectives and the hotel’s unique offerings. Manage the full lifecycle of events, including planning, BEO creation, timelines, and on-site execution, ensuring a seamless and elevated guest experience from inquiry through post-event follow-up.
- Conduct engaging site tours that showcase the hotel’s distinctive spaces, including restaurant patio, positioning the property as a premier destination for non-traditional, curated experiences.
- Collaborate closely with Food & Beverage, Operations, and Sales teams to ensure flawless execution and alignment across all departments. Actively participate in BEO meetings, GRC, and internal strategy sessions to support forecasting, communication, and operational excellence.
- Maintain accurate records, reporting, and account management within Marriott systems (CI/TY, MARSHA, MRDW), ensuring all billing, revenue tracking, and post-event processes are completed in a timely and precise manner.
- Consistently maintain a warm, professional, and service-oriented demeanor, fostering positive relationships with guests, clients, and team members. Communicate effectively both verbally and in writing across all levels of the organization, demonstrating strong listening skills and the ability to understand, clarify, and resolve concerns with confidence and professionalism.
- Exhibit strong organizational and time management skills, with the ability to multitask, prioritize, and meet deadlines in a fast-paced environment. Approach all interactions with attentiveness, courtesy, and a commitment to exceptional service.
- Demonstrate sound judgment and problem-solving abilities, including anticipating, identifying, and resolving challenges proactively. Analyze and interpret data from multiple sources to support informed decision-making and achieve business objectives.
- Maintain the highest level of professionalism, confidentiality, and attention to detail. Uphold Highgate Hotel standards, policies, and procedures to ensure safe, efficient, and high-performing operations.
- Attend all required meetings, training courses, and participate in Manager on Duty (MOD) coverage as needed. Maintain regular attendance and flexibility based on business demands, along with a polished and professional appearance in accordance with brand standards.
- Support a culture of productivity and continuous improvement by identifying opportunities, addressing gaps, and contributing to solutions that enhance overall performance.
- Develop a strong understanding of hotel operations, including Food & Beverage, Guest Services, and Reservations, while adhering to Highgate sales standards and best practices.
- Drive revenue through proactive prospecting, lead follow-up, and consistent sales activity. Meet or exceed sales goals, call targets, and operate within the established budget.
- Build and maintain strong client relationships by managing key accounts, monitoring production, and identifying market opportunities. Conduct site tours, host client visits, and participate in networking events to generate new business.
- Utilize sales systems to manage accounts, track performance, generate reports, and ensure timely responses to all inquiries and follow-ups.
- Demonstrate in-depth knowledge of meeting spaces and guest room offerings, conducting professional site inspections and presenting tailored solutions to meet client needs.
- Collaborate with leadership to review client feedback, address concerns, and ensure an exceptional guest experience. Maintain clear communication with leadership on performance and opportunities.
- Have comprehensive knowledge of all operational departments within the hotel; guest services, reservations, housekeeping, audio visual, switchboard, accounting, restaurants, bars, and engineering.
- Interact with outside planners, vendors for event setup.
- Maintain pricing integrity and propose upscale menus for clients.
Qualifications:
- Must be proficient in Windows, Company approved spreadsheets and word processing.
- Must have knowledge of Food & Beverage.
- 2+ years of catering or event sales experience, preferably within a lifestyle or boutique hotel environment
- Experience with Marriott platforms (CI/TY, MARSHA, MRDW) and Opera PMS is a strong plus
- Strong understanding of BEO creation, contracts, group resumes, and event logistics
- Proven ability to manage multiple events simultaneously with attention to detail
- Excellent communication, negotiation, and organizational skills
- Passion for hospitality, events, and delivering elevated guest experiences
