Position Objective

 Catering Sales Manager proactively develop, manage, and grow catering and event business from multinational companies and international institutions operating in Japan, including embassies, chambers of commerce, tourism boards, and international associations.

The position actively identifies, develops, secures, and manages new business opportunities to maximize utilization of the hotel's meeting and event facilities. The key focus of this role is generating and converting international inquiries while maintaining strong relationships with global clients and stakeholders.

The Catering Sales Manager is responsible for managing clients’ prospects, business development through proposal preparation and contract negotiation.

The position is primarily focused on stand-alone event and banquet business, with occasional involvement in transient room sales and accommodation-led group opportunities.

Roles and Responsibilities

1. Business Development & Proactive Sales

• Proactively identify, target, solicit, and secure new banquet and event business opportunities from both local and international markets.
• Develop business relationships with embassies, chambers of commerce, government tourism boards, multinational corporations, international associations, event agencies, and professional conference organizers.
• Generate and convert international inquiries through proactive sales activities, networking, relationship-building, and strategic prospecting.
• Conduct regular sales calls, client meetings, networking events, trade shows, and site inspections.
• Build and maintain strong relationships with decision-makers and event stakeholders across domestic and international markets.
• Develop new accounts while maintaining existing client portfolios to maximize repeat business.
• Monitor competitor activities and market intelligence to identify new revenue opportunities.

2. Event & Banquet Sales Management

• Manage the business cycle from initial inquiry through contract signing, and collection of payment.
• Lead detailed planning meetings and consultations with clients from initial site inspection visit to contract confirmation.
• Prepare proposals and contracts with accuracy and professionalism.
• Provide exceptional client care.
• Conduct post-event follow-up to identify future business opportunities and strengthen client relationships.

3. Market Expertise & Industry Development

• Maintain in-depth knowledge of key domestic and international industry sectors.
• Monitor annual industry calendars, trade exhibitions, association meetings, corporate planning cycles, and market trends.
• Identify future business opportunities based on industry-specific event schedules.
• Develop targeted sales strategies for priority market segments including finance, pharmaceutical, consulting, technology, automotive, luxury retail, and professional associations.
• Continuously analyze market demand patterns and emerging business opportunities.

4. Client Relationship Management

• Establish trusted advisor relationships with key decision-makers.
• Maintain regular communication with existing and prospective clients.
• Ensure prompt and professional handling of inquiries and requests.
• Deliver exceptional client service throughout the sales process.
• Generate repeat business through relationship management and customer satisfaction initiatives.

5. Internal Collaboration

• Work closely with Events Operations, Banquets, Culinary, and other operational departments to ensure seamless event execution.
• Communicate client requirements accurately and efficiently.
• Support hotel-wide commercial objectives and revenue strategies.

6. Revenue Management & Forecasting

• Achieve assigned monthly, quarterly, and annual revenue targets.
• Maintain an accurate sales pipeline and forecast.
• Monitor booking pace, conversion rates, and production levels.
• Optimize function space revenue through strategic selling and pricing initiatives.
• Contribute to annual budgeting and strategic planning processes.

Financial & Non-Financial Measures

Financial Measures (Revenue & Sales Focus)

Revenue Performance

• Total Catering Revenue
• Food and Beverage Revenue
• Revenue Per Function Space
• Year-over-Year Revenue Growth

Sales Effectiveness

• Individual Revenue Achievement versus Budget
• Conversion Rate (Enquiry to Confirmed Business)
• New Business Acquisition
• Average Event Value
• Repeat Business Ratio
• Prospecting Activity and Sales Call Productivity

Forecasting & Pipeline Management

• Pipeline Value
• Forecast Accuracy
• Booking Pace Achievement
• Function Space Utilization

Non-Financial Measures (Quality, Client & Brand Focus)

Client Satisfaction

• Number of positive post-event client comments and commendations received.
• Repeat Client Production
• Referral Business Generation
• Resolution of Client Concerns

Market Development

• Growth of Key Accounts
• Development of Strategic Partnerships
• Expansion into New Industry Segments
• Industry Networking Participation

Brand Excellence

• Compliance with Mandarin Oriental Brand Standards
• Quality of Sales Presentation and Communication
• Professional Representation of the Hotel
• Service Excellence Delivery

Teamwork & Collaboration

• Internal Stakeholder Feedback
• Effective Interdepartmental Communication
• Collaboration with Operational Teams

Communication Requirements

INTERNAL

1. Cross-Functional Communication

• Liaise closely with Events, Banquets, Culinary, Finance, Marketing, Revenue Management, and Commercial teams.
• Ensure accurate communication of client requirements and event details.

2. Sales Reporting

• Provide regular sales activity reports, forecasts, and pipeline updates to the Director of Catering Sales.
• Share market intelligence, client feedback, and competitive insights.
• Participate in budgeting and business planning discussions.

3. Team Collaboration

• Foster strong working relationships across hotel departments.
• Support team initiatives and overall commercial objectives.
• Contribute to a collaborative and performance-driven culture.

EXTERNAL

1. Client Communication

• Act as a primary contact for prospective and existing event clients.
• Conduct sales presentations, site inspections, and client meetings.
• Build professional relationships with corporate decision-makers and event stakeholders.

2. Negotiation & Business Development

• Negotiate event contracts and commercial terms.
• Present creative and customized event solutions.
• Manage client expectations while ensuring profitability objectives are achieved.

3. Industry Representation

• Represent Mandarin Oriental, Tokyo at industry events, trade shows, networking functions, and client entertainment activities.
• Promote the hotel's event facilities and service offerings to domestic and international markets.

4. Written Communication Excellence

• Prepare proposals, contracts, presentations, correspondence, and business reports to a professional standard.
• Ensure all client communications reflect the luxury positioning of Mandarin Oriental.

5. Language Requirements

• Fluent English communication skills, both verbal and written, are essential.
• Ability to conduct negotiations, presentations, business development activities, and professional correspondence confidently in English.
• Japanese language ability is preferred but not mandatory.
• Ability to communicate effectively with international clients, stakeholders, embassies, multinational corporations, and global organizations.
• Comfortable working in a highly international business environment with clients from diverse cultural backgrounds.

Minimum Job Requirements

Educational Background

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, Communications, or a related field preferred.
• Formal education in Hotel Management, Tourism, Event Management, or equivalent professional experience preferred.
• Continuous professional development in sales, hospitality, event management, or business-related disciplines.

Skills

• Proven proactive sales and business development skills.
• Strong negotiation and closing skills with a demonstrated ability to drive revenue.
• Fluent verbal and written English communication skills are required.
• Japanese language skills are preferred but not mandatory.
• Strong presentation, relationship-building, and client management skills.
• Proven ability to generate business from international markets and handle international inquiries effectively.
• Comprehensive understanding of corporate meetings, conferences, incentive events, diplomatic events, and executive-level functions.
• Ability to manage multiple projects and deadlines simultaneously.
• Strong financial acumen with the ability to analyze revenue opportunities and profitability.
• Proficiency in Microsoft Office applications, including Excel, Word, and PowerPoint.
• Experience working with Delphi or similar sales and event management systems preferred.
• Strong organizational and administrative skills, including preparation of proposals, contracts, event documentation, and Banquet Event Orders (BEOs).

Attributes

• Strong network and understanding of foreign embassies, chambers of commerce, tourism boards, multinational corporations, and international organizations operating in Japan.
• Entrepreneurial and highly proactive approach to identifying and securing international business opportunities.
• Highly confident in interacting with senior executives, diplomats, C-level stakeholders, and international decision-makers.
• Strong commercial mindset with the ability to develop new markets and grow international revenue streams.