Position : Head of Sales Banquets

Job Purpose To lead and drive the Banquet Sales function by developing and executing sales strategies, maximizing banquet revenue and profitability, and building strong relationships with corporate clients, wedding planners, event agencies, and key accounts. The role will be responsible for achieving revenue targets and ensuring exceptional client experience from enquiry to event execution.

Key Responsibilities

1. Sales & Revenue Management

- Develop and implement annual and monthly Banquet Sales strategies to achieve revenue targets.
- Drive business for weddings, conferences, MICE, corporate events, social functions, gala dinners, and other banqueting events.
- Identify new business opportunities and develop strategies to increase banquet occupancy and revenue.
- Monitor sales performance, conversion ratios, average banquet spend, and profitability.
- Develop pricing and sales strategies in coordination with Revenue Management and the Commercial team.
- Ensure optimum utilization of banquet venues and maximize revenue during peak and off-peak periods.

1. Business Development

- Identify and develop new corporate, social, wedding, and institutional accounts.
- Build strong relationships with corporates, event planners, wedding planners, DMCs, PCOs, travel agents, and key influencers.
- Conduct regular sales calls, client meetings, property visits, presentations, and site inspections.
- Generate new leads through networking, referrals, industry events, exhibitions, and other business channels.
- Maintain strong relationships with existing clients to generate repeat and referral business.

1. Team Leadership

- Lead, mentor, and motivate the Banquet Sales team to achieve individual and departmental targets.
- Set clear sales targets, KPIs, and performance objectives for team members.
- Conduct regular performance reviews and provide coaching and feedback.
- Ensure effective distribution of leads and enquiries among the sales team.




- Develop the team's sales skills, negotiation capabilities, and product knowledge.

1. Banquet Enquiry & Conversion

- Oversee the complete banquet sales cycle from enquiry generation to closure and post-event follow-up.
- Ensure timely response to enquiries and preparation of proposals, quotations, and contracts.
- Lead negotiations with high-value and strategic clients.
- Ensure proper documentation of event requirements, commercial terms, and payment conditions.
- Track lost business and identify reasons for non-conversion to improve future sales performance.

1. Wedding & MICE Business

- Drive high-value wedding and social event business through solid networking and market intelligence.
- Develop and maintain relationships with wedding planners, event agencies, and premium clientele.
- Identify and pursue MICE opportunities, conferences, product launches, exhibitions, and corporate events.
- Ensure the hotel is positioned as a preferred venue for large-scale events.

1. Client Relationship Management

- Maintain strong relationships with key clients and ensure high levels of client satisfaction.
- Personally handle key accounts and major/high-value events.
- Conduct post-event feedback and develop opportunities for repeat business.
- Resolve client concerns professionally in coordination with the Operations team.

1. Coordination with Operations

- Work closely with Banquets, F&B;, Front Office, Finance, Revenue Management, and other departments to ensure seamless event execution.




- Ensure clear communication of client requirements and commercial commitments to the Operations team.
- Participate in pre-event meetings for major functions and ensure all commitments are properly communicated.
- Support the Operations team in managing VIP and high-profile events.

1. Market Intelligence & Competition

- Monitor competitor hotels, banquet venues, pricing, packages, promotions, and market trends.
- Conduct regular market mapping to identify potential business segments and new opportunities.
- Provide recommendations to management on market positioning, pricing, packages, and promotional initiatives.

1. Reporting & Analysis

- Prepare and review daily, weekly, and monthly sales reports.
- Track banquet pipeline, tentative business, confirmed business, lost business, and conversion ratios.
- Prepare revenue forecasts and provide regular updates to senior management.
- Analyze sales performance against targets and implement corrective actions where required.

Key Performance Indicators (KPIs)
- Banquet revenue achievement
- Revenue growth and profitability
- Wedding & social events revenue
- MICE and corporate event revenue
- Sales conversion ratio
- New account acquisition
- Repeat and referral business
- Average banquet/event revenue
- Banquet venue utilization
- Sales pipeline value
- Client satisfaction and retention
- Team productivity and target achievement

Qualifications & Experience
- Bachelor's degree in Hotel Management, Hospitality, Business Administration, Sales & Marketing, or a related field.
- 1015 years of relevant experience in hotel sales, with significant experience in Banquet Sales / Catering Sales / Events / MICE.
- Prior experience in a luxury hotel, large-scale banquet operation, or reputed hospitality brand is preferred.
- Robust exposure to wedding, social events, corporate and MICE sales.
- Proven track record of achieving and exceeding revenue targets.
- Experience in managing and mentoring a sales team.

📌 Head of sales Banquets (New Delhi)
🏢 The LaLiT
📍 New Delhi