Catering Sales Manager Career Overview

If you have a passion for hospitality, sales and event coordination, a career as a Catering Sales Manager might be the perfect fit. 

This role is essential in hotels, restaurants and event venues, helping to generate revenue by selling catering services and coordinating events.

In this guide, we’ll explore everything you need to know about becoming a Catering Sales Manager, including job duties, necessary skills and career prospects.

What Does a Catering Sales Manager Do?

A Catering Sales Manager is responsible for selling catering services, planning events and ensuring smooth execution of all food and beverage functions. Their primary goal is to generate revenue by securing catering contracts for weddings, corporate meetings, social gatherings and other events.

Here’s what a typical day in this role looks like:

Selling catering services

Catering Sales Managers meet with potential clients to discuss event needs and present available catering packages. They also customize menu options and service details to ensure a personalized experience for each client.

Developing relationships

Building strong connections with Event Planners, corporate clients and social groups is essential for repeat business. Catering Sales Managers maintain ongoing communication and provide exceptional service to foster long-term partnerships.

Event coordination

Successful catering requires seamless collaboration between kitchen and banquet teams. Catering Sales Managers oversee logistics to ensure food service aligns with event schedules and client expectations.

Budgeting and contracts

Negotiating prices and drafting contracts help secure profitable catering agreements. Catering Sales Managers ensure all financial commitments are honored while balancing client budgets and company revenue goals.

Marketing and promotions

Catering Sales Managers develop promotional materials and attend networking events to attract new clients. They also work with marketing teams to create advertising campaigns that showcase catering services.

Site visits and tastings

Conducting venue walkthroughs helps clients visualize how the event will unfold. Catering Sales Managers also organize menu tastings to provide a firsthand experience of the food quality and presentation.

Where Do Catering Sales Managers Work?

Catering Sales Managers work in a variety of settings, typically within hotels, banquet halls, restaurants, convention centers, country clubs and catering companies. They may also find opportunities in corporate dining, cruise lines and private event planning companies.

The work environment is fast-paced and involves frequent client meetings, site visits and event oversight. Many Catering Sales Managers work irregular hours, including evenings, weekends and holidays, depending on the nature of the events they manage.

Top Skills Every Catering Sales Manager Should Have

To be successful in this role, you’ll need a mix of sales skills, organizational abilities and hospitality expertise. Here are the most important skills for a Catering Sales Manager:

• Sales and negotiation: Persuading clients to book catering services while negotiating pricing and contracts.
• Customer service: Understanding client needs and ensuring satisfaction before during and after events.
• Event planning and coordination: Overseeing event logistics including staffing, menu selection and scheduling.
• Time management: Handling multiple events and clients simultaneously while meeting deadlines.
• Communication and presentation: Clearly conveying ideas and details to clients, kitchen staff and event teams.
• Budgeting and financial management: Ensuring profitability while meeting client expectations within their budget.
• Attention to detail: Making sure every aspect of the event meets the client’s specifications.

A Catering Sales Manager must also be comfortable using customer relationship management (CRM) software, event planning tools and catering management systems.

How To Become a Catering Sales Manager

A Catering Sales Manager combines sales, event planning and hospitality expertise to drive catering revenue and ensure seamless event execution. 

Whether you have a background in hospitality, sales or event coordination, there are multiple paths to entering this role. Below are the education, experience and certifications that can help you build a successful career in catering sales.

Education and experience requirements

Most Catering Sales Manager roles require at least a bachelor’s degree in hospitality management, business, marketing or a related field. However, extensive industry experience can sometimes substitute for formal education.

Common career paths leading to this position include:

• Starting in entry-level hospitality roles (Server, Banquet Coordinator or Event Assistant)
• Working in sales-related roles within the food and beverage industry
• Gaining event planning experience through internships or assistant roles

Certifications and courses

While not always required, certifications can enhance your resume and increase your chances of landing a job. Consider these:

• Certified Meeting Professional (CMP) – Events Industry Council
• Certified Professional in Catering and Events (CPCE) – National Association for Catering and Events (NACE)
• Certified Hospitality Sales Professional (CHSP) – American Hotel & Lodging Educational Institute
• ServSafe Certification – National Restaurant Association (for food safety knowledge)

These certifications showcase expertise in catering, sales and event management, making you more competitive in the job market.

Pros and Cons of Working as a Catering Sales Manager

Working as a Catering Sales Manager has its advantages and challenges.

Pros:

• Exciting and dynamic work: Every event is different, keeping the job interesting.
• Strong earning potential: Many roles include commission-based bonuses for hitting sales targets.
• Opportunities for networking: You’ll build relationships with Event Planners, corporate clients and vendors.
• Career growth: Successful Catering Sales Managers can move into higher-level positions such as Director of Catering or Director of Sales.

Cons:

• Long and irregular hours: You’ll often work nights, weekends and holidays.
• High-pressure sales targets: Meeting revenue goals can be stressful.
• Demanding clients: Handling last-minute changes and high expectations requires patience and flexibility.
• Physical demands: Site visits, tastings and event oversight require being on your feet for long periods.