Property: Hilton Scranton & Conference Center
Department: Sales
Reports To: Director of Sales & Marketing
Who We Are:
At the Hilton Scranton & Conference Center, we take pride in being the premier full-service hotel and conference center in downtown Scranton. Our team is driven, collaborative, and committed to delivering exceptional guest experiences — while consistently growing our market share.
We believe strong culture and strong performance go hand in hand. We set ambitious goals, hold ourselves accountable, celebrate wins, and support one another along the way. We value professionalism, individuality, and team members who bring both personality and results to the table.
If you are motivated by relationship-building, revenue growth, and seeing events come to life from concept to execution, this could be the right fit for you.
Position Summary:
The Catering & Group Sales Manager is responsible for generating, booking, detailing, and servicing social catering events while fully owning and developing the SMERF market segment (Social, Military, Educational, Religious, Fraternal).
This is a proactive, revenue-driving role. The ideal candidate brings a strong hunter mentality — actively prospecting, networking, and creating new opportunities while maintaining high standards of service and execution. Success in this position directly impacts catering revenue, group room production, and overall property performance.
Essential Duties & Responsibilities:
Catering & Social Event Sales
- Solicit, negotiate, contract, detail, and service social catering bookings
- Generate new business through personal sales calls, networking, referrals, and community engagement
- Conduct site tours and professional sales presentations
- Develop customized proposals and menus in collaboration with Culinary and Banquet teams
- Prepare and manage detailed Banquet Event Orders (BEOs)
- Monitor booking pace and maximize function space utilization
- Secure repeat business while maintaining exceptional quality standards
- Detail and service large group booking events/agendas for fellow Sales Managers as needed
Full SMERF Market Ownership
- Proactively develop and grow the SMERF segment
- Identify new demand generators and build long-term partnerships
- Maintain relationships with civic groups, schools, religious organizations, and fraternal groups
- Represent the hotel at networking events, trade shows, and community functions
- Track group room blocks and catering revenue within the segment
- Maintain competitive market intelligence and adjust sales strategies accordingly
Revenue & Sales Activity
- Make consistent outside and inside sales calls
- Implement approved sales plans and develop innovative sales strategies
- Maintain accurate CRM documentation and sales activity reports
- Conduct follow-up calls with in-house guests, group leaders, and planners to generate future business
- Maintain competitive analysis statistical information
Team Collaboration & Leadership
- Work closely with the Banquet Manager and Banquet team to ensure seamless execution
- Attend weekly sales and leadership meetings
- Act as Manager on Duty when scheduled
- Participate in ongoing brand and management company training programs
Essential Behavior Expectations:
- Customer Service – Demonstrates urgency, professionalism, and creativity in exceeding guest expectations.
- Communication – Actively listens, communicates clearly, and collaborates effectively to solve problems.
- Problem Solving – Recognizes challenges quickly and develops thoughtful, solution-oriented responses.
- Leadership – Positively represents company vision, inspires accountability, adapts to change, and handles performance issues professionally.
- Multi-Tasking – Thrives in a fast-paced environment with strong energy and organization.
- Quality & Organization – Detail-oriented, punctual, disciplined, and committed to excellence.
Qualifications:
- Strong organizational, negotiation, and time management skills
- Ability to work independently while contributing to a high-performing team
- Prior hotel sales and/or convention services experience preferred
- Catering or social event sales experience strongly preferred
- Experience developing SMERF market segments preferred
- PEP & Delphi.fdc experience preferred
