Catering Sales Executive

Specific job knowledge, skills and abilities

• Fluency in the primary languages used in the workplace.
• Proven track record in luxury hotel sales, with demonstrated success in driving revenue and converting high-value business.
• Strong analytical and commercial skills, with the ability to interpret data and make strategic decisions.
• Exceptional communication skills in both Spanish and English, written and verbal.
• Highly organized, with the ability to manage multiple priorities and work independently with minimal supervision.
• Strong team orientation and collaborative leadership style.
• Advanced computer skills, including Microsoft Word and Excel.
• Proficiency in Opera Sales & Catering and PMS systems.

The Catering Sales Executive plays a pivotal role within the Catering Sales division, acting as a strategic driver of revenue and a key ambassador of the W brand. This position is responsible for leading the full commercial process for all banqueting and event enquiries without accommodation-maximizing revenue, optimizing space utilization, and ensuring the consistent delivery of elevated guest experiences.
As a senior member of the team, the Catering Sales Executive oversees the entire lifecycle of catering business: from proactive prospecting and high-level client engagement to contract negotiation, event planning oversight, and cross-departmental coordination. The role requires strong commercial acumen, exceptional relationship-building skills, and the ability to influence internal and external stakeholders while upholding W Standards & Programs.

Processes & Procedures:

• Lead high-impact site inspections for key prospects and high-value catering opportunities, showcasing the property with confidence and strategic positioning.
• Oversee the preparation and negotiation of contracts, ensuring commercially sound terms, optimized revenue, and compliance with cancellation and attrition policies.
• Ensure all enquiry handling aligns with W brand standards and EAME Divisional Event Enquiry Guidelines, maintaining a consistently elevated level of communication.
• Take ownership of small-scale events and short-lead business, ensuring rapid conversion and operational excellence.
• Lead the full wedding planning journey, acting as a trusted advisor and ensuring flawless execution from initial enquiry to event day coordination.
• Define and manage response timelines based on client expectations, ensuring a standard turnaround of 24 hours.
• Evaluate operational capabilities and ensure all commitments align with brand standards and operational feasibility.
• Partner strategically with the Group Sales team to convert high-value opportunities and maximize total hotel revenue.
• Optimize revenue through strategic management of minimum consumptions and demand-based pricing considerations.
• Participate in advanced sales trainings, leadership development programs, and strategic meetings as required.
• Ensure all enquiries are accurately documented and evaluated in Recaps to support informed business decisions.
• Create comprehensive BEOS to ensure seamless communication across departments and flawless event execution.
• Oversee deposit collection and ensure 100% prepayment prior to event arrival.
• Foster strong cross-departmental collaboration, acting as a senior liaison between operational teams and clients.

Departmental Leadership & Collaboration

• Provide complete and timely credit information to the Credit Manager, ensuring compliance with financial policies and securing revenue.
• Represent Catering Sales in event briefings, delivering clear and strategic updates on confirmed and potential business.
• Actively participate in weekly Catering Sales meetings, contributing insights, forecasts, and strategic recommendations.
• Maintain accurate and up-to-date information on tentative business blocks, supporting strategic decision-making.
• Ensure timely and precise updates in Opera to support accurate forecasting and revenue management.

Executive Self-Management & Professional Excellence:

• Exercise sound judgment and autonomy in pricing decisions, adhering to strategic guidelines and revenue optimization principles.
• Demonstrate strong time-management and prioritization skills, ensuring consistent delivery of all responsibilities.
• Engage in Marriott and departmental leadership development programs to continuously enhance professional capabilities.
• Conduct site inspections with executive presence, adhering to departmental standards and brand expectations.
• Participate in the annual Engagement Survey and contribute to initiatives that enhance team culture and performance.
• Demonstrate strong interpersonal awareness, including effective use of body language and communication techniques.
• Support ESS surveys and contribute to strategic projects as assigned by the Director of Catering & Convention Services Manager and DOS.

The typical working days of the Catering Sales Executive should be from 09.00 AM to 17.00 PM from Monday to Friday, but are flexible according to evening events taking place in the hotel and on events and wedding business.