Director of Sales - Catering

Mandarin Oriental, Tokyo is looking for Director of Sales - Catering to join our Sales & Marketing 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

We are seeking an accomplished and visionary sales leader to drive the overall Banquet and Catering business of Mandarin Oriental, Tokyo. As Director of Sales – Catering, you will play a pivotal role in shaping commercial success, cultivating high-value relationships, and delivering exceptional experiences aligned with the brand’s legendary service standards. This is a rare opportunity to lead catering sales for one of Tokyo’s most prestigious luxury hotels, where excellence, creativity, and ambition are celebrated.

As Director of Sales - Catering, you will be responsible for the following duties:

Key Responsibilities

Strategic Leadership & Revenue Management

• Develop and execute the event sales strategy for banquets, weddings, and local catering to achieve or exceed annual revenue targets.

• Analyze market trends, competitor activity, and demand patterns in Tokyo’s luxury events market.

• Set pricing strategies, sales goals, and forecasts in collaboration with Revenue Strategy Team.

• Maximize utilization of event spaces and catering resources.

Banquet

• Drive acquisition of corporate banquets and MICE business

• Cultivate strong relationships with corporate clients from international and local markets.

Weddings

• Position Mandarin Oriental, Tokyo as a leading luxury wedding destination.

• Oversee development of wedding packages, seasonal promotions, and brand collaborations.

• Maintain close partnerships with wedding planners, stylists, and vendors.

• Ensure culturally appropriate and flawless execution of weddings

• Business development of international weddings

Local Catering

• Grow and manage the local catering business, including luxury brands, corporate offices, brand activations, exhibitions and external venues.

• Ensure brand standards, food quality, service excellence, and logistical efficiency outside the hotel.

• Collaborate with Culinary and Operations teams on menu development and service concepts.

Team Leadership & Development

• Lead, coach, and inspire the Event Sales and Wedding Sales teams.

• Set individual KPIs, conduct performance reviews, and provide ongoing training.

• Foster a high-performance, guest-centric sales culture.

• Ensure effective cross-department collaboration with Banquets, Culinary, Finance, and Operations.

Client Experience & Brand Standards

• Ensure every event reflects Mandarin Oriental’s luxury service philosophy.

• Oversee event handovers to operations, ensuring accuracy, clarity, and guest satisfaction.

• Manage guest feedback, resolve escalated issues, and implement continuous improvement.

Financial & Administrative Oversight

• Monitor budgets, expenses, and profitability for all event segments.

• Ensure compliance with contract standards, credit policies, and legal requirements.

• Prepare regular performance reports and forecasts for senior management.

As Director of Sales - Catering, we expect from you:

• A degree in Business Management, Hospitality Management, or a related discipline
• A minimum of 5 years of relevant experience, including at least 2 years in a senior managerial role, ideally within a luxury hotel or hospitality environment
• Exceptional command of written and spoken English; proficiency in Japanese is a strong advantage.
• Strong commercial acumen with a strategic, analytical mindset and a proven ability to develop and execute impactful sales and marketing strategies for Banquet, Catering and Weddings segments.
• Outstanding communication and interpersonal skills, with the confidence to engage, influence, and build trust across all levels of colleagues, partners, and discerning guests
• A dynamic, results-driven leader who is confident, self-motivated, and resilient, thriving in a fast-paced, high-performance environment

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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