Catering Sales Manager

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.
• https://careers.mandarinoriental.com/jobs/catering-sales-manager-tokyo-japan-1760e9eb-451c-4f11-8462-a470c467c283