Summary

The Sales & Catering Manager is responsible for revenue generation and sales activity of their assigned hotel. This role targets and coordinates catering sales efforts and involves initiation and development of quality leads to ensure growth of catering sales. This person develops existing business and solicits new sales & catering business using traditional and non-traditional sales techniques. This role is responsible for booking, selling, planning, and coordinating all events at their assigned hotel while assuring the highest level of customer service.

ESSENTIAL DUTIES AND RESPONSIBLITLIES

• Generate revenue by establishing new accounts, monitoring booking space, and booking repeat business while keeping quality consistently high.
• Solicit, negotiate, and book new and repeat business using outside sales calls, telemarketing, mailings, networking, etc.
• Conduct sales & catering sales presentation and sales calls to reach customers and secure new business.
• Designs, develops, and sells creative catered events.
• Maximizes revenue by upselling packages and creative food and beverage.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations.
• Responsible for working with all clients to provide professional client services support in the planning, organization, and management of events within the facility, monitoring the logistics of these events and all event related tasks after events are concluded. Their duties will include but not be limited to working with space requirements, scheduling of events, equipment rentals, tastings, menus, invoicing, theme concept/decorating and servicing the client, as necessary.
• Conduct walk in site tours & pre-con meetings.
• Maintains well documented, accurate, organized, and up-to-date file management system to serve clients and employer in the most expedient, organized, and knowledgeable manner.
• Develops customer profiles and maintains an effective trace system, including trace dates and references, to best meet client needs, resulting in superior account service and increased revenues.
• Promptly follows up on all customer needs and inquiries in an efficient and expedient manner. Utilize Hotel Sales & Catering System to trace all daily sales activities & correspondence with clients/guests to ensure prompt response from client and sales personnel.
• Responsible for internet prospecting. Dedicates time each day to researching the internet for meetings, conferences, events, and sports groups coming to area, uses this information to solicit possible future business.
• Preparing contracts, reports, and other paperwork related to the sales department.
• Ensures, with the assistance of the Director of Sales, that all documents produced by the Sales Department (i.e. BEO's, contracts, rooming lists, proposals) are completed accurately and on time.
• Meet assigned personal and team sales goals for the hotel.
• Develop, monitor, and maintain a monthly SMART plan with measurable results that lead to sales goal achievement.
• Understands the overall market - competitors' strengths and weaknesses, economic trends, supply, and demand, etc. and knows how to sell against them.
• Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
• Attends management and sales meetings and conducts BEO Meetings to communicate event orders, changes, and requirements effectively and accurately to relevant team members.
• Have current knowledge of hotel rates, strategies, discounts, and promotions.
• Ensure guest and associate safety by continually assessing safety and security throughout the property.
• Coordinate service needs of clients with the Banquet Department, Front Desk, Maintenance, Housekeeping, and any other relevant departments to assure all client needs while on property are met.
• Work with Director of Sales and Executive Chef to develop appropriate menu and event design options that are relevant to clients and current trends.
• Adhere to company client development, retention and communication standard and consistently and correctly reporting/recording all communication in approved customer relationship management software and/or files.
• Understand and keep relationships current and meaningful with top clients, accounts, targets, brand contacts and community partnerships.
• Explores and participates in new business opportunities, guest interaction moments and relationship building to enhance the continued development and growth of the hotel and company.
• Act as manager-on-duty in the absence of leadership or as assigned and be on-call as required.
• Lead by example in all encounters with team members, guests, clients, vendors, and the general public.
• Gain approval for all expenses and purchases outside of agreed upon operational expenses.
• Be thoroughly knowledgeable of and comply with all company operating and personnel policies, procedures, rules, and regulations. Resolve, by working with the Director of Sales, and/or reach a compromised solution to personnel and operational problems which arise in a timely, accurate, compassionate, and professional manner.
• Maintain and demonstrate professional and technical knowledge by attending seminars, educational workshop training sessions; reviewing professional publications; establishing personal networks; participating in professional societies; becoming involved in community events and always representing the hotel and company in a positive professional manner.
• Participate in required reviews with Director of Sales.
• Work with the Director of Sales, General Manager and the Regional Director of Operations (if needed) to handle and resolve guest/client complaints and inquiries in a timely and professional manner, ensuring that a win-win solution results and that both the guest and the company are satisfied with the outcome.
• Respond in a timely manner to all hotel and/or guest emergencies or needs and communicate as needed to the General Manager.
• Perform all other duties assigned and those that may be necessary to achieve hotel, company, and divisional goals.

JOB REQUIREMENTS

• Hold self and others to high ethical standards.
• Exceptional sales skills to include client development, retention, and communication.
• Demonstrated strategic thinking skills.
• Excellent oral and written communication skills.
• Sales ability and a competitive spirit.
• High energy personality.
• Strong interpersonal and communication skills to develop and enhance business relationships.
• Active member of the community.
• Desire to network and get involved.
• Willingness to provide exceptional customer service.
• Warm, friendly, and service-oriented philosophy.
• High degree of flexibility and tolerance for change.
• Computer literate.
• Excellent organizational and follow-through skills.
• Ability to carry out multi-task projects.
• Ability to work well with diverse groups or individuals.
• Regular and consistent attendance.

EDUCATION and/or EXPERIENCE

Bachelor’s Degree preferred in related field; and/or 3-5 years of equivalent experience in Hospitality Sales or related industry. Experience with sales and catering sales systems preferred.