Catering Sales Manager

JOB OVERVIEW

Develop business through direct sales solicitation; secure new accounts, maintain existing accounts and execute tactical sales plans strategy to maximize the profitability of the hotel while maintaining guest satisfaction.

DUTIES AND RESPONSIBILITIES

FINANCIAL RETURNS

• Establish client base of individuals, organizations, associations, social, and/or corporate businesses through direct outside and inside sales efforts to secure business for the hotel to ensure that catering revenue goals are met or exceeded. Actively prospect and qualify new business.
• Negotiate guest room rates, meeting room rental, function space, and/or hotel services within approved booking guidelines. Accurately produce and/or review all sales contracts, rate agreements, and/or banquet/catering event orders.

PEOPLE

• Work closely with other hotel departments to facilitate services agreed upon by the sales office and prospective clients. Disseminate sales-related information to other departments as appropriate.
• Promote teamwork and quality service through daily communication and coordination with other departments. Key departmental contacts include all hotel departments.
• Interact with outside contacts:
  • Guests – to ensure their total satisfaction
  • Airlines, wholesalers, corporate accounts, associations etc. – to ensure repeat business, follow up on events, and generate new business
  • Other contacts as needed (Professional organizations, community groups)

GUEST EXPERIENCE

• Check function room set ups prior to guest arrival, ensuring all details are in agreement with client’s requirements and hotels standards, as needed. Ensure deficiencies are corrected by appropriate personnel.
• Welcome group contact upon arrival at function and ensure guest satisfaction, if needed.
• Monitor and handle inquiry calls and provide client proposals in accordance with established departmental policies and procedures
• Follow up with guests regularly during and after departure to ensure satisfaction and secure future bookings.

RESPONSIBLE BUSINESS

• Perform other duties as assigned.
• Attend and represent hotel at trade shows and conventions and/or participate in sales trips to key feeder markets.
• Arrange and conduct special events, site inspections, and off-site presentations for potential clients.
• Entertain clients in accordance with established company and hotel policies and guidelines.
• Maintain client files and update information daily in accordance with established departmental policies and procedures. Produce monthly sales-related reports and sales forecasts for assigned area of responsibility.
• Assist in developing and implement sales actions plan as assigned. May also participate in the annual budgeting and planning process.
• May assist client in menu planning. May coordinate food, beverage, table arrangements and decorations with Banquet Department.

ACCOUNTABILITY

This job is a catering sales professional for a hotel with catering and/or convention facilities for more than 500. Catering Sales position is reporting directly to the Sales Director.

QUALIFICATIONS AND REQUIREMENTS

Some College plus 1-2 years sales or catering related experience, or equivalent combination of education and experience. Knowledge of hotel and food & beverage operations preferred. Must speak fluent English. Other languages preferred.

This job requires ability to perform the following:

• Frequently standing up or moving within and outside of the facility
• Carrying or lifting items weighing up to 25 pounds
• Handling objects
• Bending, stooping, kneeling

Other:

• Communication skills are utilized a significant amount of time when interacting with others; demonstrated ability to interact with guests, employees and third parties that reflects highly on the hotel, the brand and the Company.
• Reading and writing abilities are utilized often when completing paperwork and management reports, interpreting results, giving and receiving instructions, and training
• Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances are utilized frequently.
• Problem solving, reasoning, motivating, organizational and training abilities are used often.
• Ability to travel to attend workshops, tradeshows, conventions, etc.
• Require a valid Driver’s License.
• Required to work nights, weekends, and/or holidays, as needed.
• Proficiency in MS office, Delphi, OPERA and/or other PMS systems.
• Will be part of the Manager on Duty program