CULTURE:
Join a team that's been welcoming guests for more than a century. At Pinehurst our Culture is critical to delivering a consistent guest, member and employee experience. Our Purpose is, “As the Cradle of American Golf, we honor timeless traditions and inspire legendary stories, one smile, one round, one moment at a time.” Our Values are; Genuine Hospitality, Be Trustworthy, Good Stewards and Inspired Innovation. If you’re seeking a heartfelt workplace then Pinehurst is the place for you. Every role contributes to upholding our treasured culture, performs their job duties consistently and handles other job duties as assigned in our ever-changing environment.
SUMMARY:
Reporting to the Assistant Director of Catering, the Catering Sales Manager is a results-driven sales position responsible for actively capturing, soliciting, and converting revenue opportunities across both Pinehurst Resort properties and the private member Country Club. This role provides focused revenue leadership by converting inbound inquiries, executing proactive outbound prospecting, and managing the sales and planning lifecycle for wedding ceremonies, receptions, and ancillary milestones like proposals, engagement parties, and rehearsal dinners. The manager’s portfolio drives revenue across diverse destination venues, including single-day corporate meetings, holiday parties, fundraisers, large restaurant dining groups, and private resort villa dinners. Success in this role demands an unwavering attention to detail and a strong commitment to consistently meeting and surpassing quarterly and annual sales goals. While operational teams handle physical event execution, this position maintains ultimate accountability for the sales cycle, pipeline growth, and metric-driven client satisfaction. Collaborating with Restaurant Dining Outlets and Resort Operations (Banquets, Culinary, Leisure Sales, Golf, Retail, Transportation, and Spa), the manager aligns sales strategies to elevate service standards, support cross-departmental bookings, and optimize profitability across all resort and club properties.
EDUCATION and/or EXPERIENCE:
A bachelor's degree in hospitality, business, or a related field, and a minimum of four years of progressive catering sales, hotel operations, or corporate B2B development experience. A proven track record in high-frequency prospecting and short-cycle sales execution is required. An equivalent combination of education and experience will be considered.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Client Engagement & Relationship Management (The Pinehurst Way)
- Serve as a trusted advisor, delivering warm, genuine, and anticipatory service at every client and club member interaction where “Everybody is Somebody.”
- Build and cultivate long-term relationships by understanding unique client needs and delivering highly personalized event solutions.
- Ensure a smooth, stress-free experience for clients from the initial wedding or corporate inquiry through to the post-event follow-up.
- Maintain absolute personal accountability for end-to-end communication, thorough follow-up, and ultimate guest satisfaction to secure positive returns and favorable feedback on Net Promoter Score (NPS) surveys.
- Sales & Business Development
- Proactively capture, solicit, and close high-value sales for small, large, and multi-cultural weddings, alongside high-margin ancillary events such as proposals, engagement parties, bridal showers, and rehearsal dinners.
- Aggressively convert inbound inquiries and secure outbound bookings for high-volume single-day events, corporate meetings, holiday parties, non-profit fundraisers, and milestone social celebrations.
- Sell and coordinate premium, high-end group dining experiences, targeting large restaurant dining parties (20+ guests) and intimate private resort villa dinners.
- Meet and exceed quarterly and annual revenue quotas through relentless cold calling, targeted corporate B2B outreach, local market sales blitzes, and strategic bridal network prospecting.
- Drive and log sales performance metrics daily, focusing on aggressive outbound sales call volume, local networking event attendance, and proactive pipeline trace execution.
- Consultatively cross-sell and bundle technical AV upgrades, luxury custom decor rentals, cultural themes, premium bar packages, and customized culinary menus to maximize total contract value.
- Leverage basic social media proficiency to strategically capture and post high-quality event assets, actively encouraging follower growth and elevating the resort's premium profile.
- Use storytelling and Pinehurst’s rich history to enhance the sales process, forging emotional connections with clients and developing compelling proposals that highlight premier resort venues.
- Event Planning & Coordination
- Stay ahead of evolving wedding, meeting, and event planning trends to creatively pitch cutting-edge design concepts, immersive guest experiences, multi-cultural traditions, and modern, interactive corporate meeting formats.
- Design precise room layouts and structural floor plans using Social Tables, ensuring setups accommodate complex production demands, staging, dance floors, and multi-cultural wedding traditions.
- Guide clients through the planning process with expertise, showcasing facilities, customized cuisine options, and service excellence during high-conversion site tours and menu tastings.
- Partner closely with Leisure/Group Sales, Restaurant Dining Outlets, Golf, Spa, Transport, and Retail to dynamically cross-book comprehensive resort itineraries that maximize the member and guest experience.
- Contract, Financial & Revenue Management
- Process inbound web, phone, wedding registry, and club member leads immediately, meticulously tracking interactions, trace dates, and next steps within Agilysys Sales & Catering to maintain high conversion rates.
- Generate highly accurate cost estimates, develop contracts that balance client budgets with revenue goals, secure 100% contract pre-payments, and reconcile post-event ledger balances to $0.00.
- Audit and analyze tracking data to provide leadership with pipeline insights for optimizing business development and pricing strategies.
- Administrative & Operational Support
- Coordinate internal communication and distribute localized group resumes to ensure Culinary, Banquets, and operational departments deliver flawlessly on client expectations.
- Provide direct on-site presence during key function starts, resolving client issues or layout changes promptly and professionally before operational teams run execution.
- Eliminate operational risk by ensuring external event vendors supply valid Certificates of Insurance (COI) and coordinating directly with municipal offices for noise, staging, zoning, and temporary event permits.
SUPERVISORY RESPONSIBILITIES:
This job has no supervisory responsibilities.
LANGUAGE SKILLS:
Ability to read, interpret, and process documents such as safety rules, vendor contracts, corporate event briefs, operating instructions, and procedure manuals. Ability to write routine reports, professional emails, client proposals, cost estimates, and business correspondence. Ability to speak effectively before groups of customers, corporate clients, planners, or employees of the organization.
MATHEMATICAL SKILLS:
Ability to calculate figures and amounts such as discounts, interest, commissions, food and beverage proportions, percentages, layout dimensions, package rate margins, tax, gratuity, and event pricing totals.
REASONING ABILITY:
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with complex logistics involving several concrete variables in standardized and fast-paced hospitality situations.
PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently required to sit for high-volume keyboarding and phone prospecting; stand and walk routine complex distances across the resort to check venue setups; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to climb or balance and stoop, kneel, crouch. The employee must occasionally lift and/or move up to 30 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
WORK ENVIRONMENT:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This role operates primarily in a standard office environment with frequent field movement across indoor banquet ballrooms, dining outlets, and outdoor resort venues. This position includes working both inside and outside with varying weather conditions. The noise level in the work environment is usually quiet to moderate, transitioning to high during active event setups and function starts.
OTHER ACCOUNTABILITIES:
Pinehurst LLC reserves the right to transfer any Employee from his/her current job assignment or location to another job assignment or location as needed, either on a temporary or regular basis.
OTHER ACCOUNTABILITIES:
Pinehurst LLC reserves the right to transfer any Employee from his/her current job assignment or location to another job assignment or location as needed, either on a temporary or regular basis.
Pinehurst, LLC reserves the right to transfer any Employee from his/her current job assignment or location to another job assignment or location as needed, either on a temporary or regular basis.