How to Be Catering Sales Manager - Job Description, Skills, and Interview Questions

Aug 29, 2021 / 5 Minutes Read / By Albert

How to Become

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The Catering Sales Manager is an important role in the hospitality industry, as it requires strong organizational, customer service, and sales skills. As the Catering Sales Manager, one must be able to effectively market and promote catering services, develop new business opportunities, and maintain existing customer relationships. A successful Catering Sales Manager will be able to use their skills to attract new customers and increase catering sales, contributing to the overall growth of the business. This, in turn, can lead to higher profits, increased customer satisfaction, and an improved reputation for the business.

Steps How to Become

Earn a Bachelor's Degree. To become a catering sales manager, you should first earn a bachelor's degree in hospitality, business, or marketing. This will equip you with the necessary knowledge and skills to work in the food and beverage industry.
Gain Work Experience. You should then gain experience in the hospitality and food service industry in order to become a catering sales manager. Gain experience as a server, bartender, line cook, or catering assistant. This will give you hands-on experience with customers and the food service industry.
Get Certified. It is also beneficial to obtain a professional certification in catering sales management. This will demonstrate that you have the necessary knowledge and skills to become a successful catering sales manager.
Build Your Network. Build relationships with industry professionals and potential customers. This will help you to grow your network and create more opportunities for business.
Develop Your Skills. Take courses to develop your communication and sales skills. These courses will help you to better understand customer needs and hone your sales techniques.
Become a Catering Sales Manager. Once you have gained the necessary experience, earned your degree, obtained certification, and built your network, you can begin applying for catering sales manager positions.

Catering Sales Managers must possess a wide range of skills and abilities to be successful. They must be organized and efficient to be able to coordinate events and manage staff. They must have excellent communication skills to be able to negotiate contracts, interact with clients, and build relationships with vendors.

They also need to have strong sales and marketing skills to be able to promote services and increase revenues. Lastly, they must have experience in customer service and hospitality to ensure that guests are comfortable and satisfied with their experience. By possessing these skills, Catering Sales Managers can ensure that events run smoothly and efficiently, while also maximizing profits.

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Job Description

Develop and maintain relationships with clients and vendors
Prepare sales presentations and proposals in response to client inquiries
Coordinate catering events, including menu selection and implementation
Monitor customer satisfaction levels
Develop and execute marketing plans to increase catering sales
Track and analyze sales trends
Develop and manage budget for catering sales
Train, motivate and evaluate catering staff
Provide leadership and direction for catering staff
Maintain a positive work environment for catering staff

Skills and Competencies to Have

Proven track record in sales and customer service
Excellent communication and interpersonal skills
Ability to develop and maintain strong client relationships
Knowledge of catering services and related products
Ability to manage multiple projects simultaneously
Excellent organizational skills and attention to detail
Proficiency in Microsoft Office Suite and other related software
Creative problem-solving and analytical skills
Ability to negotiate contracts and pricing
Knowledge of food safety and sanitation regulations

The success of a Catering Sales Manager depends on a variety of skills and traits. Most notably, they must have excellent communication skills in order to effectively communicate with clients and vendors, as well as being able to negotiate favorable terms. they must have an understanding of the sales cycle, including how to create marketing strategies that will generate leads and convert them into sales.

They must also be organized and have the ability to multitask, as they are often managing multiple projects at once. Finally, they must be well-versed in customer service, as they are often the first point of contact for customers. All of these skills and traits are critical for a Catering Sales Manager to be successful, as they are responsible for ensuring that the catering business is profitable and successful.

Food Service Catering Manager, Food Runner, Catering, and Restaurant Catering Manager are related jobs you may like.

Frequent Interview Questions

What experience do you have in catering sales?
What strategies have you used to generate new catering sales?
How do you handle challenging customer requests?
Describe a recent success story in catering sales.
How do you stay current on trends in the catering industry?
How have you developed relationships with vendors to ensure quality and cost-effectiveness?
How do you balance customer expectations with budget limitations?
What steps have you taken to increase your knowledge of food preparation, presentation, and service?
Describe a time when you had to pivot and adjust your catering sales strategy due to budget or customer feedback.
What experience do you have in developing menus, pricing and promotions for catering services?

Common Tools in Industry

Customer Relationship Management (CRM) Software. This software helps the catering sales manager to manage their customer relationships by tracking customer data, sales history, and contact information. (eg: Salesforce)
Event Planning Software. This software helps the catering sales manager to plan events, manage different customer orders, and keep track of staff schedules. (eg: Eventbrite)
Inventory Management Software. This software helps the catering sales manager to track food and beverage inventory. (eg: Oracle NetSuite)
Scheduling Software. This software helps the catering sales manager to create and manage employee schedules. (eg: Homebase)
Point of Sale (POS) Software. This software helps the catering sales manager to process payments, track sales data, and manage customer loyalty programs. (eg: Square)
Financial Software. This software helps the catering sales manager to manage finances and track expenses. (eg: QuickBooks)

Professional Organizations to Know

National Association for Catering and Events (NACE)
International Special Events Society (ISES)
International Caterers Association (ICA)
National Restaurant Association (NRA)
American Culinary Federation (ACF)
International Association of Conference Centers (IACC)
Professional Convention Management Association (PCMA)
National Association of Professional Event Planners (NAPEP)
Society of Government Meeting Professionals (SGMP)
American Society of Association Executives (ASAE)

We also have Corporate Banquet Chef, Catering, Wedding Catering Manager, and Executive Catering Chef jobs reports.

Common Important Terms

Sales Plan. A document that outlines a business's strategy for sales, including goals, objectives and targets.
Market Analysis. A study of the current market environment, which includes a review of customer demand, competitor landscape, industry trends and economic indicators.
Event Management. The process of organizing and managing a variety of events and activities, such as conferences, seminars, exhibitions and conventions.
Client Relations. The practice of building and maintaining relationships with clients in order to foster trust and loyalty.
Catering Services. Services provided by caterers to plan, prepare and serve food for events.
Menu Planning. The process of creating and designing menus for guests or customers based on their dietary needs and preferences.
Budget Management. Managing resources to stay within budgeted limits and maximize savings.
Business Development. The process of creating and executing strategies to increase sales and grow the business.

Frequently Asked Questions

What is the primary responsibility of a Catering Sales Manager?

The primary responsibility of a Catering Sales Manager is to maximize sales and profit for the catering department by developing, managing and executing effective sales strategies.

What qualifications are required to become a Catering Sales Manager?

Qualifications to become a Catering Sales Manager typically include a bachelor's degree in hospitality, business, marketing or a related field, plus at least 3-5 years of experience in a sales and/or catering management role.

What is the average salary for a Catering Sales Manager?

The average salary for a Catering Sales Manager ranges from $45,000 - $70,000 per year, depending on experience and location.

What are some of the key skills needed to be successful in a Catering Sales Manager role?

Key skills needed to be successful in a Catering Sales Manager role include excellent communication, negotiation, customer service and organizational skills, as well as knowledge of hospitality industry trends and the ability to handle complex pricing and contract negotiations.

What is the job outlook for Catering Sales Managers?

The job outlook for Catering Sales Managers is expected to grow 5% through 2029, which is considered average.

Web Resources

Catering Sales Manager - Housing & Hospitality housingandhospitality.ucla.edu
Catering Sales Manager, Town and Gown at USC usccareers.usc.edu
Senior Catering Sales Manager - Housing & Hospitality housingandhospitality.ucla.edu