Senior Catering Sales Manager

The Senior Catering Sales Manager serves as the lead Food & Beverage planning professional for the Knoxville Convention Center and World's Fair Exhibition Hall's most high-profile, complex, and revenue-producing events. This position is responsible for overseeing all food and beverage planning, detailing, coordination, and execution for major conventions, trade shows, sporting events, corporate meetings, consumer shows, and multi-day events, including exhibitor, sponsor, vendor, and VIP catering functions.

Acting as the primary Food & Beverage liaison between clients and internal departments, the Senior Catering Sales Manager ensures successful event execution through strategic planning, exceptional client service, effective revenue management, and cross-departmental collaboration. This position also provides direct leadership and supervision to the Catering Sales team, including recruitment, onboarding, training, performance management, and professional development.

Essential Duties and Responsibilities

Include the following. Other duties may be assigned.

Client and Event Management

·        Serve as the lead Food & Beverage planning manager for the Convention Center's most complex, high-profile, and revenue-generating events.

·        Manage food and beverage planning and coordination for conventions, trade shows, sporting events, meetings, consumer shows, and other major events.

·        Coordinate food and beverage services for exhibitors, sponsors, vendors, show management, VIP guests, and ancillary functions associated with assigned events.

·        Develop menu proposals and customized food and beverage solutions that align with client objectives and budgets.

·        Meet with clients to plan, organize, and detail all assigned events.

·        Guide clients through event planning processes by interpreting and communicating contract provisions, policies, procedures, and deadlines.

·        Maintain continuous communication with clients regarding deposits, menus, guarantees, billing requirements, timelines, and event changes.

·        Serve as the primary point of contact for assigned clients from initial planning through event completion.

·        Conduct facility tours and site inspections for prospective and contracted clients.

·        Review historical event information and client preferences to ensure continuity and enhance future event success.

·        Follow up promptly and professionally on all client inquiries and requests to ensure exceptional customer service and client satisfaction.

Event Detailing and Operational Coordination

·        Develop, maintain, and manage all food and beverage event details for assigned events.

·        Generate and distribute Banquet Event Orders (BEOs), Concessions Event Orders (CEOs), and all related event documentation.

·        Ensure all event information is accurate, complete, and communicated to operational departments in a timely manner.

·        Coordinate event requirements with Event Services, Operations, Culinary, Finance, Security, and other internal departments.

·        Facilitate planning meetings and operational reviews to ensure event readiness and successful execution.

·        Finalize and distribute event documentation in accordance with departmental timelines and operational standards.

·        Ensure all client needs, event requirements, and operational considerations are clearly communicated throughout the organization.

·        Work closely with Operations on concession strategies and outlet requirements related to assigned events.

·        Monitor event execution and proactively resolve service, operational, and client-related issues.

·        Conduct routine inspections of room setups, food presentation, service standards, and client satisfaction before and during events.

·        Maintain visibility during assigned events and serve as the primary liaison between clients and the Food & Beverage Department.

Revenue Management and Financial Oversight

·        Identify and maximize food and beverage revenue opportunities through menu enhancements, premium offerings, and ancillary event services.

·        Ensure accurate forecasting and reporting of food and beverage revenues for assigned events.

·        Establish payment arrangements in accordance with Finance Department policies and procedures.

·        Obtain required client approvals, signatures, and documentation related to event orders.

·        Analyze event outcomes and prepare detailed event reports to support business objectives and continuous improvement initiatives.

·        Maintain accurate event files, revenue records, and client history documentation.

Menu Development and Business Improvement

·        Collaborate with the Executive Chef and Director of Food & Beverage on menu development and enhancement initiatives.

·        Support ongoing evaluation of food and beverage offerings, trends, and service innovations.

·        Recommend improvements to departmental procedures, event planning processes, and client service standards.

·        Maintain compliance with all departmental Standard Operating Procedures (SOPs) and organizational policies.

·        Maintain an active presence within the hospitality industry through professional organizations, community involvement, and networking opportunities.

Supervisory Responsibilities

·        Directly supervise Catering Sales Managers.

·        Interview, hire, onboard, train, coach, and evaluate Catering Sales Managers.

·        Conduct performance evaluations and provide ongoing feedback and professional development opportunities.

·        Provide guidance and support in managing events, client relationships, and operational challenges.

·        Promote a collaborative, customer-focused work environment that supports departmental and organizational objectives.

·        Ensure compliance with company policies, procedures, and service standards.

·        Assist with departmental budgeting, staffing, succession planning, and strategic initiatives as assigned.

·        Assume leadership responsibility for the department in the absence of the Director of Food & Beverage.

Qualifications

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Education and Experience
• ·        Bachelor's degree in Hospitality Management, Business Administration, Event Management, or a related field preferred.
• ·        Minimum seven (7) years of progressively responsible experience in catering sales, convention services, hospitality event management, or a related field.
• ·        Minimum three (3) years of supervisory or leadership experience preferred.
• ·        Demonstrated experience managing large-scale conventions, trade shows, sporting events, citywide conventions, or other complex multi-day events.
• ·        Experience leading teams and developing employees in a fast-paced event environment preferred.
• Skills and Abilities
• ·        Comprehensive knowledge of convention center, hospitality, and food and beverage operations.
• ·        Exceptional organizational, planning, project management, and time management skills.
• ·        Outstanding customer service and relationship-building abilities.
• ·        Strong leadership, coaching, and performance management skills.
• ·        Excellent verbal, written, and interpersonal communication skills.
• ·        Ability to effectively manage multiple priorities and complex events simultaneously.
• ·        Strong problem-solving and decision-making capabilities in high-pressure situations.
• ·        Demonstrated financial acumen with the ability to analyze revenue, profitability, and event performance.
• ·        Ability to build productive relationships across departments and with external clients, vendors, and stakeholders.
• ·        Ability to work a flexible schedule, including evenings, weekends, and holidays as required by event activity.
• ·        ServSafe Manager Certification and TABC Server Permit required or obtainable within thirty (30) days of employment.
• ·        Must successfully pass required background, motor vehicle, and other pre-employment screenings.
• Computer Skills
• ·        Proficiency in Microsoft Office Suite, including Outlook, Word, Excel, PowerPoint, and Teams.
• ·        Experience with venue management, event management, catering, CRM, and booking systems preferred.
• ·        Ability to learn and effectively utilize organizational software and technology platforms.
• Physical Demands
• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this position, the employee is regularly required to walk throughout the facility, stand for extended periods during events, communicate effectively, and observe event operations. The position may require work inside and outside the facility based on event requirements. The employee may occasionally be required to lift, carry, or move materials related to event operations.
• Note
• The responsibilities described above are intended to describe the general nature and level of work performed by individuals assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to modify or assign additional responsibilities as business needs require.