Catering Sales Manager at Sonesta International Hotels Corporation in Cambridge, Massachusetts

Job Description:

• Prospect, solicit, negotiate and book new and repeat social and corporate business to ensure maximization of revenue in order to achieve and/or exceed budgeted revenue goals.


• Establish client base of individuals, organizations, associations, social, and/or corporate businesses through direct outside and inside selling to secure business for the hotel.


• Work with each client in menu planning, food and beverage coordination, table arrangements, decorations, traffic flow room set-up, group room blocks, and VIP services etc.


• Prepare and distribute all Banquet Event Orders (BEO). Ensure all BEO paperwork is completed in a timely and accurate manner. Attend BEO meetings.


• Achieve personal and team goals as assigned.


• Coordinate functions and activities with other department heads as appropriate and communicate the Meeting/Event planner's needs to appropriate staff.


• Negotiate guest room rates, meeting room rental, function space, and/or hotel services within approved booking guidelines.


• Accurately produce and/or review all sales contracts, rate agreements, and/or banquet/catering event orders.


• Monitor and handle inquiry calls and provide client proposals in accordance with established departmental policies and procedures


• Check function/Event room setups prior to guest client arrival, ensuring all details are in agreement with client's requirement and hotel standards. Ensure deficiencies are corrected by the appropriate personnel.


• Arrange and conduct special events, site inspections, and off-site presentations for potential clients.


• Attend sales, revenue, and department meetings.


• Assist the Director of Sales & Marketing and Director of Catering & Convention Services with Budget and Forecast and complete special projects and assignments as designated.


• Maintain high standards of personal appearance and grooming.


• Perform any other job-related duties as assigned.

Strategy and Planning:

• Develop key focus areas and markets for sales solicitation/prospecting.


• Develop personal sales campaigns and promotions in order to generate leads, promote hotel and increase visibility.


• Produce monthly sales-related reports and sales forecasts for assigned areas of responsibility.


• Attend and represent hotel at trade shows and conventions.


• Develop and maintain knowledge of market trends, competition, and customers.

Financial Management:

• Up-sell client events and manage function space and room block inventory as assigned.


• Use strong negotiation skills


• Aggressively and appropriately upsell hotel services and products


• Make sound decisions based on the best use of the hotel facilities for a win-win

Leading with Passion:

• Utilize and collaborate with resources across different departments and corporate offices.


• Lead by example and operate with integrity and respect.


• Inspire your coworkers to embrace and demonstrate Sonesta's core values and the guest service standards.

Qualifications and Skills

A candidate for this position must possess the following applicable knowledge, skills, and abilities and be able to demonstrate and provide applicable examples to support his/her competency.

• Excellent verbal and written communication skills.


• Excellent interpersonal and customer service skills.


• Excellent organizational skills and attention to detail.


• Strong analytical and problem-solving skills.


• Ability to prioritize and organize work assignments.


• Extensive knowledge of hotel and hospitality industry.


• Delphi and Opera PMS experience a plus.


• Proficient with Microsoft Office Suite or related software.

Education and Experience

• High school degree or equivalent required. Bachelor's Degree preferred.


• 2 years of hotel-related sales experience required. Catering sales experience is preferred.


• 2 years of catering sales experience in a 4-Diamond hotel is preferred.

Physical Demands

Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required for the rest of the working day. This includes traveling to and from events, meetings, client appointments/site visits, and sales calls. The length of time of these tasks may vary from day to day and task to task. Must be able to lift up to 15 lbs. on a regular and continuing basis. Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability, and visual acuity.

Expected Hours of Work

• Must be able to work a minimum of 8 hours per day.


• Ten to twelve-hour shifts sometimes required.


• Must be flexible to work variable days of the week to include weekends and holidays.

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including: Medical, Dental and Vision Insurance, Health Savings Account with Company Match, 401(k) Retirement Plan with Company Match, Paid Vacation and Sick Days, Sonesta Hotel Discounts, Educational Assistance, Paid Parental Leave, Company Paid Life Insurance, Company Paid Short Term and Long Term Disability Insurance and Various Employee Perks and Discounts.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.

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