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

Sep 19, 2022 / 5 Minutes Read / By Albert

How to Become

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Catering Sales Representatives are responsible for increasing a company's catering sales by identifying customer needs, building relationships, and providing excellent customer service. By doing so, they can help a company increase their profit margins, expand their customer base, and create a loyal customer base. Furthermore, catering sales representatives can also help create brand awareness, generate positive word-of-mouth, and create an overall positive impression of the company. Ultimately, their efforts can help a business grow and be successful.

Steps How to Become

Obtain a High School Diploma or GED. Most employers require Catering Sales Representatives to have at least a high school diploma or GED.
Gain Experience in the Food Service Industry. Many employers prefer candidates who have experience in the food service industry, such as working as a server, bartender, or chef.
Pursue a Degree in Hospitality or Business. While not always required, obtaining a degree in hospitality or business can help prepare you for a career as a Catering Sales Representative.
Get Certified. The National Association of Catering Executives offers certification for catering sales professionals. This certification can help demonstrate your commitment to the profession and can make you more attractive to potential employers.
Develop Sales Skills. Catering Sales Representatives must be skilled in sales and marketing in order to be successful in this role. Take courses or workshops to hone your sales skills.
Network. Networking is an important part of finding a job as a Catering Sales Representative. Connect with catering professionals to learn more about the industry and to find job opportunities.

The key to being a reliable and efficient Catering Sales Representative is to be organized and have good communication skills. Being organized ensures that all tasks are completed in a timely manner and with attention to detail. Good communication skills allow for clear and concise communication with clients and colleagues, which helps to keep everyone on the same page.

having a positive attitude, being proactive, and having the ability to quickly adapt to new tasks or changes will help to ensure success in this role. Taking the initiative to stay up to date on trends and industry developments, as well as remaining open-minded to new ideas, will help to keep the Catering Sales Representative ahead of the competition. When all of these elements are combined, they create an environment where reliability and efficiency are essential.

You may want to check Catering Cashier, Catering Administrator, and Catering Events Manager for alternative.

Job Description

Develop and maintain sales relationships with catering customers
Generate and follow up on catering leads
Prepare and present catering proposals
Negotiate and close catering contracts
Proactively contact existing and prospective customers to increase sales opportunities
Collaborate with internal teams to ensure successful execution of catered events
Meet or exceed monthly catering sales targets
Develop and maintain catering menus and pricing
Track and analyze catering sales performance
Participate in local and corporate catering events

Skills and Competencies to Have

Exceptional customer service skills
Excellent written and verbal communication
Highly organized and detail oriented
Ability to work independently and collaboratively
Ability to multi-task and manage multiple projects
Knowledge of catering services and food production
Demonstrated ability to develop and maintain relationships with clients
Proficient in the use of Microsoft Office Suite, including Word, Excel, and Outlook
Creativity and problem-solving skills
Strong negotiation and persuasion skills
Proficient in the use of catering software and other related programs
Understanding of budgeting, forecasting and pricing strategies
Knowledge of health, safety and sanitation regulations

Having effective communication skills is critical for any Catering Sales Representative. Being able to effectively communicate with potential clients, colleagues and other stakeholders is crucial to success in this role. Being able to clearly explain the benefits of a catering service and why it is the best option for a clients needs is key to winning over new customers.

the ability to negotiate pricing and create attractive packages will increase the chances of success. Having strong problem-solving skills and a customer-focused mindset are also essential for anyone hoping to succeed in this role. All of these skills combined can help a Catering Sales Representative build their client base, increase sales, and provide quality services to their customers.

Catering Delivery Person, Catering Operations Manager, and Catering Food Service Worker are related jobs you may like.

Frequent Interview Questions

What experience do you have in catering sales and customer service?
How would you go about meeting and exceeding sales targets?
How do you stay organized and manage multiple tasks?
Describe a situation in which you successfully negotiated a catering contract.
What strategies do you use to build customer relationships?
How do you ensure customer satisfaction when handling catering events?
How have you used technology to market your catering services?
What challenges have you faced when working with challenging customers?
How do you balance between competing demands for catering services?
What methods do you use to keep abreast of industry trends and changes?

Common Tools in Industry

Point of Sale System. An electronic system used to track sales and payments in a restaurant or other retail business. (eg: Square POS)
Catering Management Software. Software designed to help catering businesses manage orders, customers, staff, inventory, and more. (eg: Caterease)
Marketing Platforms. Tools used to create and manage digital campaigns to reach potential customers. (eg: Mailchimp)
Social Media Management Platforms. Tools used to create and manage social media campaigns and accounts. (eg: Hootsuite)
CRM Software. Software used to store customer contact information and track interactions with customers. (eg: Salesforce)
Presentation Software. Software used to create presentations for sales meetings and other events. (eg: Prezi)
Spreadsheet Software. Software used to create and manage spreadsheets for tracking sales data, customer information, and more. (eg: Microsoft Excel)

Professional Organizations to Know

International Special Events Society (ISES)
National Association of Catering Executives (NACE)
Convention Industry Council (CIC)
International Live Events Association (ILEA)
Association of Catering & Events Professionals (ACEP)
Event Planners Association (EPA)
Meeting Professionals International (MPI)
Society of Government Meeting Professionals (SGMP)
Professional Convention Management Association (PCMA)
International Association of Conference Centers (IACC)

We also have Catering Director, Catering Cook, and Catering Assistant Manager jobs reports.

Common Important Terms

Hospitality Sales. The sales of services and products in the hospitality industry, such as hotels, restaurants, and event venues.
Event Planning. The process of organizing and coordinating all aspects of an event, such as selecting vendors, creating a budget, and overseeing logistics.
Client Relations. The practice of building and maintaining relationships with customers and clients, in order to foster loyalty and trust.
Negotiation. The process of bargaining with another party in order to reach an agreement.
Sales Forecasting. The practice of predicting future sales trends based on current performance and market conditions.
Cold Calling. The practice of making unsolicited phone calls to potential customers in order to generate leads.
Networking. The practice of making connections with people in order to develop mutually beneficial relationships.
Market Research. The practice of collecting and analyzing data about target markets in order to better understand demand and preferences.

Frequently Asked Questions

What is the primary responsibility of a Catering Sales Representative?

The primary responsibility of a Catering Sales Representative is to coordinate and promote the sale of catering services for events such as weddings, conferences, and corporate functions.

What qualifications and experience are needed to become a successful Catering Sales Representative?

To become a successful Catering Sales Representative, one should possess strong interpersonal and communication skills, excellent organizational skills, knowledge of the event planning industry, and experience in sales and customer service.

What is the average salary range for a Catering Sales Representative?

The average salary range for a Catering Sales Representative is between $35,000 and $60,000 per year.

What types of tasks does a Catering Sales Representative typically perform?

Typical tasks that a Catering Sales Representative may perform include meeting with prospective clients to understand their needs, creating proposals and cost estimates, negotiating contracts, coordinating food and beverage services, and overseeing event setup and cleanup.