Catering Sales Manager

Catering Sales Manager
Job Description

Position Title: Catering Sales Manager

Reports To: Director of Catering

Position Summary

The Catering Sales Manager is responsible for creating sustainable catering revenue by developing new business relationships, expanding existing customer partnerships, and increasing Red Robin's presence throughout an assigned territory. This role serves as the department's primary revenue generator through proactive business development while partnering with the Catering Operations Manager to deliver an exceptional Guest and restaurant experience.

Primary Responsibilities

Business Development

• Prospect and develop new catering opportunities within an assigned territory.

• Build relationships with local businesses, schools, healthcare organizations, community groups, and other prospective customers

• Utilize Salesforce, ZoomInfo, RingLead and other tools to manage an active sales pipeline.

• Generate demand through networking, referrals, marketing campaigns and community engagement.

• Increase awareness of Red Robin Catering throughout the assigned market.

Customer Relationship Management

• Develop long-term relationships with catering customers.

• Grow existing accounts and reactivate dormant customers.

• Promote online ordering and Call Center utilization whenever possible.

• Provide consultative support throughout the customer relationship.

Territory Management

• Execute territory growth strategies aligned with departmental objectives.

• Maintain a healthy qualified sales pipeline.

• Monitor performance using Salesforce dashboards.

• Identify market opportunities and competitive trends.

Cross-Functional Partnership

• Partner with restaurant leadership to strengthen local business relationships.

• Collaborate with the Catering Operations Manager to improve restaurant readiness.

• Share market insights with leadership to support continuous improvement.

Success Indicators

• Territory Revenue Growth

• Revenue Created

• New Companies Ordering

• Existing Customer Growth

• Qualified Sales Pipeline

• Dormant Customer Reactivation

• Customer Retention

• Customer Lifetime Value

• Market Penetration

• Brand Awareness

Success is measured by sustainable revenue growth and relationship development rather than activity volume alone.

Decision Authority

• Territory business development strategy

• Customer relationship management

• Sales pipeline development

• Prospecting priorities

• Local networking and community engagement

What This Role Does Not Own

• Restaurant operational support or training

• Standard operating procedures

• School Lunch Program management

• Catering operational communications

• Technology administration

• Call Center management

• Refunds or guest recovery

• Catering inbox management

• Routine order entry when online ordering or the Call Center is available

• Department reporting or operational administration

Qualifications

• Bachelor's degree or equivalent experience preferred.

• Three or more years of business development, outside sales, account management, or hospitality sales experience.

• Experience with Salesforce or comparable CRM.

• Strong communication, presentation, and relationship-building skills.

• Valid driver's license and ability to travel throughout an assigned territory.

Core Competencies

• Business Development

• Relationship Building

• Customer Focus

• Strategic Planning

• Communication

• Collaboration

• Problem Solving

• Self-Leadership

• Organization
• Adaptability

Department Commitment

We create lasting business relationships that drive sustainable growth by making it easy for Guests to buy, easy for Restaurants to execute, and easy for Red Robin to grow. We measure success by the revenue we create, the relationships we build, and the long-term value we generate for the organization.

Red Robin is an Equal Opportunity & E-Verify Employer

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About Us

At Red Robin, we're not your typical burger restaurant. Our fans love us for our quirky personality, and the way we add an unexpected wink of fun to whatever we do. If you have a magnetic personality, contagious energy and are interested in working in an environment where anything is possible, come join our team!

Mission: Serve our Guests awesome American food and bottomless fun.

Vision: Be the most loved restaurant brand in the communities we serve.

We WIN TOGETHER when we live our values:

• BOTTOMLESS FUN: From our unique art, to our iconic mascot, to our endless fries – we like to have fun. Our playful attitude impacts all aspects of our business, ensuring both Team Members and Guests have a great time.

• UNBRIDLED GENEROSITY: By providing boundless kindness, abundance in service, and a “do-whatever-it-takes” attitude and hospitality, we ensure that our Team Members are equipped and excited to care for our guests.

• FAMILIARITY WITH A TWIST: Red Robin feels different, but still like home. Our decor, recipes, and Team Members blend the familiar with the unknown to create new and interesting experiences.

• INTEGRITY & HIGH-PERFORMANCE: Every action is driven by unwavering integrity, setting a new benchmark for high performance, ensuring excellence in all endeavors and fostering a culture of trust and excellence.