Sales Manager

JOB SUMMARY

Solicit, book, plan and coordinate meetings/functions while maximizing the banquet space to meet/exceed sales goals. Utilize prospecting skills and strong business sense to consistently exceed catering revenue goals. Report all Catering activities to the Director of Catering Sales. Enliven the Westmont Standards within the Department and the hotel. Support all Corporate and hotel initiatives as needed.

SCOPE / ESSENTIAL FUNCTIONS

Scope:

• Responsible for achieving individual revenue goals
• Reports to the Director of Sales
• Performs as a coordinator in the event delivery process
• Develops relationships to ensure future business prospects
• Communicates customer feedback
• Responsible for essential functions, as detailed below:

Essential Functions

BUSINESS RESULTS

1. Solicit, negotiate and book new and repeat business through efforts (sales calls, telemarketing, mailings, networking, etc...) while maximizing banquet space to meet/exceed revenue goals.

2. Execute a territorial marketing strategy to capture the maximum amount of revenue and meet/exceed sales goals.

3. Plan, upsell and detail the meeting/function with the client including: space requirements, times, equipment, menus, themes/decorations, etc... Complete the contracts, prepare the appropriate paperwork, coordinate with the appropriate areas in the hotel, and resolve any issues, complaints and problems to ensure quality product delivery and customer satisfaction.

4. Prepare status and period end reports to keep management abreast of activities.

5. Maintain up-to-date knowledge of corporate/hotel procedures and products and the competition's product, strengths and weaknesses to continually improve sales strategies and the achievement of goals.

6. Responds to incoming catering opportunities for the hotel

7. Proactively identifies, qualifies, and solicits new catering business to achieve personal and hotel revenue goals.

8. Closes the best opportunities for the hotel based on market conditions and hotel needs.

9. Understands competitors’ strengths and weaknesses and knows how to sell against them.

10. Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

11. Effectively develops relationships within community to strengthen and expand customer base for catering sales opportunities.

12. Effectively manages and develops relationships with key internal and external stakeholders.

13. Ensures a high level of customer satisfaction.

14. Builds and strengthens relationships with existing and new customers to include sales calls (to include outside sales calls), prospecting/solicitation calls, entertainment, bridal shows, etc.

15. Effectively use sales resources and administrative/support staff.

16. Conducts site inspections.

17. Creates proposals as required.

18. Creates contracts as required.

19. Possesses excellent telephone sales skills.

20. Possesses strong overall sales skills.

21. Understands contract management and legalities.

22. Possesses operational knowledge and/or appreciation of operations challenges.

23. Has basic knowledge of food and beverage compositions.

24. Is knowledgeable of food trends, food and beverage composition, and menu planning. Exercises creativity in designing catering sales solutions.

25. Understands food and beverage forecasting and attrition.

26. Understands need time strategy as developed by the Revenue Management Team (i.e. Director of Sales & Marketing and Director of Catering Sales).

27. Follows all Free Sell guidelines as specified by the Director of Catering Sales & Director of Sales & Marketing.

28. Follows all sales strategy as specified by the Director of Catering Sales & Director of Sales & Marketing.

29. Understands and achieves team and individual goals.

30. Possesses software knowledge (Microsoft Office, etc.).

31. Possesses systems knowledge (Delphi and Delphi Diagrams).

Non - Essential Functions

32. Participate in communication and professional organizations to maintain high visibility and promote sales.

33. Perform special projects and other responsibilities as assigned. Participate in task forces and committees as required.

34. Due to the nature of the business the individual may be required to do other duties and special projects as assigned by the supervisor.

LEADERSHIP

…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

1. Demonstrates commitment to Westmont Hospitality operating principles and philosophies.

2. Holds self and others accountable for achieving results.

3. Addresses conflict in a timely manner.

4. Contributes to team results.

5. Deals with change effectively.

6. Makes decisions, including employees/team and commits to a course of action with available information.

MANAGING WORK EXECUTION

…proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.

1. Approaches work with a sense of urgency and purpose.

2. Allocates time and resources effectively when faced with competing demands.

3. Overcomes obstacles to accomplish challenging objectives.

4. Follows through on inquiries, requests, and complaints.

GENERATING TALENT

…proactively identifies and develops talent within the organization.

1. Analyzes candidate’s job-related themes, skills and competencies to ensure each placement decision maximizes team dynamics and talent utilization.

2. Discusses problems immediately with others before they are forgotten or get out of control.

3. Actively pursues self-development.

4. Explains own rationale and thought processes to help employees improve their skills.

ORGANIZATIONAL LEARNER

…actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area.

1. Acts independently to improve and increase skills and knowledge.

2. Demonstrates an awareness of personal strengths and areas for professional improvement.

3. Shares learnings, innovations, and best practices with others.

4. Is willing to learn from others.

5. Performs all technical/procedural requirements of the job.