Hotel Sales and Catering Manager - Graduate by Hilton Richmond in Richmond, Virginia at Kalyan Hospitality

• Develop and execute proactive sales strategies to generate meeting, catering, wedding, social, and event business for the Graduate.
• Respond promptly and professionally to incoming catering and event inquiries.
• Prospect for new business through direct sales calls, internet prospecting, networking, referrals, community involvement, client outreach, and industry events.
• Develop relationships with local businesses, corporations, wedding professionals, event planners, organizations, associations, social groups, and community partners.
• Identify opportunities to maximize meeting space utilization and food & beverage revenue.
• Conduct site tours and confidently present the hotel's meeting spaces, event capabilities, menus, amenities, and overall guest experience.
• Develop customized proposals and event packages based on client needs, guest counts, budgets, and hotel revenue objectives.
• Negotiate pricing, meeting space, food & beverage packages, concessions, and other event details within established guidelines.
• Upsell food & beverage enhancements, upgraded packages, additional services, and other revenue opportunities when appropriate.
• Work toward and achieve established catering sales activity and revenue goals.
• Maintain an active sales pipeline and consistently follow up on leads and opportunities.

• Develop the Graduate as a preferred downtown destination for weddings, wedding room blocks, rehearsal dinners, bridal events, celebrations, and social gatherings.
• Proactively build relationships with wedding planners, venues, event professionals, bridal organizations, and other referral partners.
• Sell and manage wedding room blocks and associated meeting or event space.
• Identify opportunities to capture guestrooms in conjunction with weddings and social events.
• Sell small-to-medium social groups utilizing meeting or event space.
• Work closely with the Cluster Sales team to identify larger group opportunities and determine the appropriate property, sales strategy, and ownership of the account.
• Cross-sell additional Kalyan Hospitality properties when a group or event is not the appropriate fit for the Graduate.

• Serve as the primary sales contact for assigned catering, meeting, wedding, and social clients from initial inquiry through post-event follow-up.
• Build strong, long-term relationships that generate repeat and referral business.
• Maintain consistent and timely communication with clients throughout the planning process.
• Conduct planning meetings and clearly understand the client's vision, objectives, budget, guest count, timeline, menu requirements, room setup, audiovisual needs, and other event details.
• Provide exceptional customer service and proactively identify opportunities to exceed client expectations.
• Follow up after events to obtain feedback, address any concerns, and pursue future business and referrals.

• Own the details of assigned events from contract through completion, ensuring all client expectations are accurately communicated and executed.
• Prepare and maintain accurate contracts, event orders, BEOs, group resumes, rooming information, timelines, billing instructions, concessions, and other required documentation.
• Communicate event details and changes clearly and timely to Food & Beverage, Banquets, Front Office, Housekeeping, Engineering, Revenue Management, and other applicable departments.
• Participate in BEO, resume, pre-convention, and other operational meetings as required.
• Coordinate menus, food & beverage selections, room setups, audiovisual requirements, special requests, timelines, and other event details with the appropriate hotel teams.
• Monitor key dates including deposits, guarantees, cutoffs, final counts, contract requirements, and billing details.
• Serve as a client-facing representative during events as needed.
• Be present for select events to ensure client expectations are being met and to resolve issues quickly and professionally.
• Conduct post-event follow-up and ensure final details are communicated appropriately for billing and account closure.
• Encourage rebooking and future event opportunities following successful events.

• Support the broader Downtown Cluster sales strategy by pursuing select group opportunities appropriate for the Graduate.
• Focus primarily on wedding room blocks, social groups, small meetings, and groups requiring guestrooms in conjunction with meeting or event space.
• Qualify group opportunities and determine the appropriate hotel, dates, space, rate, and package based on client needs and hotel revenue strategy.
• Prepare proposals and contracts for assigned group opportunities.
• Maintain accurate room blocks, pickup information, cutoff dates, contracts, and client records.
• Communicate group pace, pickup, wash, or other potential revenue concerns to the Complex Director of Sales and Revenue Management.
• Partner with the Cluster Sales team on larger or more complex opportunities to ensure the best possible placement within the Downtown Cluster.

• Understand the Graduate's meeting space, guestroom inventory, Food & Beverage offerings, pricing, competitive position, and revenue strategy.
• Partner with Revenue Management to understand demand, availability, pricing, and opportunities to maximize total hotel revenue.
• Balance meeting space, guestroom, and catering opportunities to maximize the overall value of each piece of business.
• Provide sales intelligence regarding market trends, competitor activity, customer needs, and emerging business opportunities.
• Maintain awareness of the hotel's competitive set through market research, internet research, networking, and competitive property visits when appropriate.
• Identify opportunities to increase revenue through upselling, repeat business, referrals, and cross-selling.

• Maintain accurate and timely records of all sales activities, accounts, leads, proposals, contracts, event details, and opportunities within the established CRM and hotel systems.
• Maintain accurate client files, group histories, meeting space information, and event records.
• Track all inquiries and opportunities through the sales process and ensure timely follow-up.
• Complete required sales reports, forecasts, activity reports, and other reporting accurately and on time.
• Maintain accurate catering and event revenue forecasts.
• Ensure contracts, BEOs, resumes, room blocks, billing information, and other event documentation are complete and accurate.
• Utilize available technology, CRM systems, hotel systems, spreadsheets, and sales tools to effectively manage business and client relationships.

• Represent the Graduate and Kalyan Hospitality at community events, networking opportunities, trade shows, bridal events, industry functions, and other appropriate activities.
• Build relationships with local businesses, event professionals, wedding planners, tourism organizations, convention and visitor organizations, chambers, associations, and community partners.
• Develop referral partnerships that generate new meeting, catering, wedding, social, and group business.
• Stay informed about downtown demand generators, local events, competitive activity, and market opportunities.
• Support hotel and cluster marketing initiatives as requested.

• Work collaboratively with the Complex Director of Sales, Cluster Sales team, Revenue Management, Marketing, General Manager, Food & Beverage, Banquets, Front Office, and other hotel departments.
• Maintain clear and consistent communication between the client and hotel teams.
• Share leads and opportunities with the broader Kalyan sales team when business is better suited to another property.
• Support cluster-wide sales initiatives and collaborate on cross-selling opportunities.
• Participate in sales meetings, revenue meetings, BEO meetings, training, conference calls, and other required communications.
• Demonstrate ownership, accountability, professionalism, and a solutions-oriented approach.
• Represent Kalyan Hospitality and the Graduate with professionalism and enthusiasm in all internal and external interactions.

Success in this position will be measured through a combination of sales production, catering revenue, event execution, client satisfaction, and business development, including:

• Achievement of assigned catering and event revenue goals
• Meeting space utilization and revenue growth
• Food & beverage revenue generated through catered events
• Wedding room block and social group production
• Consistent prospecting and sales activity
• New account and referral partner development
• Growth of repeat and referral business
• Conversion of catering and event inquiries
• Accurate and timely CRM and sales documentation
• Effective event planning and execution
• Client satisfaction and positive post-event feedback
• Successful collaboration with the Downtown Cluster team
• Demonstration of Kalyan Hospitality's core values

• Prior sales, catering, event planning, or hospitality experience
• Strong sales and relationship-building skills
• Excellent verbal and written communication skills
• Strong organizational and time-management skills
• Ability to manage multiple events, clients, and deadlines simultaneously
• Strong attention to detail and follow-through
• Ability to prospect, sell, negotiate, and close business
• Strong customer-service mindset
• Ability to work independently while collaborating effectively with a larger team
• Strong problem-solving and critical-thinking skills
• Professional presence and excellent interpersonal skills
• Ability to work a flexible schedule, including evenings and weekends when required for events
• Reliable attendance and punctuality

• Prior hotel catering or event sales experience
• Experience selling weddings, social events, meetings, or group room blocks
• Experience with BEOs, event orders, group resumes, contracts, and room blocks
• Experience with hotel CRM and sales systems; Delphi/Salesforce experience preferred
• Experience working with Food & Beverage and banquet operations
• Existing relationships within the local wedding, event, corporate, or hospitality community
• Knowledge of the downtown market and local demand generators

At Kalyan Hospitality, we believe great results come from great relationships, strong teamwork, and a culture where people are empowered to succeed.

Our sales team operates as one team, one vision, collaborating across properties to create opportunities and drive growth. This role offers the opportunity to become a key part of the Downtown Cluster while developing the Graduate Hotel's meeting, catering, wedding, and social business.

Honesty & Integrity – Driven by transparency, defined by accountability.

Collaboration – Together we achieve. One team, one vision.

Empowerment – When empowered, we unlock potential and drive success.

Inclusivity – Unite every voice to spark ideas and ignite change.

Prosperity – Creating opportunities through sustainable growth and financial responsibility.

Core Values: Express it, live by it, lead through it.

Kalyan Hospitality is committed to creating a positive, professional, inclusive, and high-performing work environment where our team members can grow and build a rewarding career in hospitality.

All other reasonable duties and special projects may be assigned as needed.