Catering Sales Manager

Catering Sales Manager

Mandarin Oriental, Tokyo is looking for a Catering Sales Manager to join our Catering Sales team. 

Are you a master of craft? Do you thrive in a team that succeeds together, demonstrating integrity and respect while acting responsibly? Do you embrace a growth mindset? We invite you to become a fan of the exceptional. 

Mandarin Oriental is the award-winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world, with a strong development pipeline. Increasingly recognised for creating some of the world’s most sought-after properties, the Group provides legendary service inspired by Asian heritage whilst representing the very cutting-edge of luxury experiences.

Mandarin Oriental, Tokyo renowned for its sophisticated luxury and award-winning service, is located in the prestigious Nihonbashi district. A true culinary destination, it features a selection of worldclass dining experiences set against stunning views of the city skyline and Mt. Fuji. 

About the job

Based at the Mandarin Oriental, Tokyo / within the Catering Sales Department in Tokyo, Catering Sales is responsible for driving catering revenue through the proactive solicitation, development, and management of corporate, social, diplomatic and luxury event business for Mandarin Oriental, Tokyo. This role focuses on generating new catering opportunities, maintaining strong client relationships, and delivering exceptional guest experiences that reflect the hotel's luxury positioning and service excellence.

Working closely with the Director of Sales – Catering, the Sales Manager will identify revenue opportunities, manage event inquiries from initial contact through contract execution, and collaborate with operational teams to ensure flawless event delivery.

As Catering Sales Manager, you will be responsible for the following duties:
Key Responsibilities

Sales & Business Development

• Generate catering revenue through proactive sales activities, prospecting, networking, and relationship-building.

• Identify and secure new business opportunities within corporate, luxury, social, diplomatic, wedding, and high-net-worth client segments.

• Manage and respond to catering inquiries in a timely and professional manner.

• Conduct client meetings, site inspections, and venue presentations to showcase hotel facilities and services.

• Develop and implement strategic sales plans to achieve individual and departmental revenue targets.

• Maintain an active sales pipeline and accurately forecast business opportunities.

Client Relationship Management

• Build and maintain strong relationships with existing and prospective clients, event planners, corporations, agencies, and key decision-makers.

• Serve as the primary point of contact throughout the sales process.

• Understand client objectives and tailor event proposals to meet their specific requirements.

• Negotiate contracts, pricing, and terms in accordance with hotel guidelines.

• Ensure a high level of client satisfaction, resulting in repeat business and referrals.

Proposal & Contract Management

• Prepare customized proposals, contracts, banquet event orders, and correspondence.

• Follow up on all leads and proposals to maximize conversion rates.

• Ensure all contractual agreements are accurate, complete, and compliant with hotel policies.

• Maintain detailed records within the hotel's sales and CRM systems.

Revenue Management

• Achieve and exceed monthly, quarterly, and annual catering revenue goals.

• Optimize revenue opportunities through strategic pricing and upselling.

• Monitor market trends, competitor activities, and customer demand to identify opportunities for growth.

• Work closely with Revenue Management and the Director of Sales – Catering on pricing strategies and business evaluation.

Event Coordination & Internal Collaboration

• Conduct comprehensive handover meetings with Events, Banquets, Culinary, and Operations teams.

• Collaborate with internal departments to ensure seamless event execution.

• Attend pre-event meetings and client planning sessions as required.

• Resolve client concerns and operational issues promptly and professionally.

Reporting & Administration

• Maintain accurate sales reports, forecasts, and activity tracking.

• Update CRM systems with client interactions, opportunities, and account information.

• Prepare weekly and monthly business reviews for the Director of Sales – Catering.

• Monitor production performance and account development plans.

As Catering Sales Manager, we would expect you:
Qualifications & Experience

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, or related field preferred.

• Minimum 3–5 years of sales experience in luxury hospitality, catering sales, events, or banquet sales.

• Experience in a luxury hotel environment preferred.

• Proven track record of achieving and exceeding sales targets.

• Strong understanding of catering operations, banquet services, and event management.

• Experience working with corporate clients, event agencies, and luxury social events.

Skills & Competencies

• Exceptional sales, negotiation, and closing skills.

• Strong relationship-building and networking abilities.

• Excellent verbal and written communication skills in English

• Presentation and proposal development expertise.

• Strong organizational and time-management skills.

• Ability to work under pressure and manage multiple projects simultaneously.

• Proficiency in CRM systems, Microsoft Office, and hotel sales software.

• Commercially driven with strong business acumen and analytical skills.

• High level of professionalism, discretion, and attention to detail.

Leadership Expectations

• Demonstrate the values, culture, and service standards of Mandarin Oriental.

• Foster positive working relationships across all departments.

• Act as a brand ambassador within the local business and luxury hospitality community.

• Support departmental initiatives and contribute to the overall success of the Sales & Marketing team.

Key Performance Indicators (KPIs)

• Achievement of catering revenue and profit targets.

• New business acquisition and account development.

• Proposal-to-booking conversion rate.

• Client retention and repeat business levels.

• Average event revenue and upselling performance.

• Customer satisfaction and event feedback scores.

• Accuracy of forecasting and CRM management.

• Sales activity levels, including prospecting calls, client meetings, and site inspections.

Our commitment to you 
•    Learning & Development. Your success is our success. We craft unique learning and development programmes for various stages in your career so that you grow, continuously. 
•    MOstay. When you work as hard as our colleagues do, it’s important to take time off. As a member of the #MOfamily, you can stay with us wherever you go in the world. The MOstay programme offers complimentary nights and additionally attractive rates on rooms for you and your loved ones.
•    Heath & Colleague Wellness. Finding the right work-life balance is important. Your wellbeing matters to us. A variety of health benefits and wellness programmes are offered to all our colleagues, globally.
•    A competitive salary and benefits packages 
•    Social Insurance Plan – Employees Health Insurance and Employees Welfare Pension Insurance (if applicable)
•    Labour Insurance Plan

 
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