Catering Sales Manager

CATERING SALES MANAGER JOB DESCRIPTION

DEPARTMENT: Sales

REPORTS TO: Director of Sales

STATUS: Non-exempt

JOB SUMMARY

The Catering Sales Manager is responsible for the attainment of assigned goals tied to the overall performance of the hotel. The individual will be responsible for effectively soliciting and securing new accounts and events. The Catering Sales Manager will work in conjunction with the Director of Sales to achieve the hotel’s revenue and market share goals for one or more properties. Management-level associates are expected to work as much of each workday as is necessary to complete their job responsibilities; for OEM associates overtime does apply and is calculated accordingly.

QUALIFICATION STANDARDS

Education & Experience:

· Marriot CI/TY and other Marriott experiences required

· Previous catering sales preferred

· High School diploma or equivalent required.

· Must be proficient in Windows, Excel, and word processing.

· Excellent Organization & Customer Service Skills

Mental/Physical requirements:

· Must be able to convey information and ideas clearly.

· Must be able to evaluate and select among alternative courses of action quickly and accurately.

· Must work well in stressful, high-pressure situations.

· Must have the ability to assimilate complex information, data, etc. from disparate sources and consider, adjust or modify to meet the constraints of the particular need.

· Must be effective at listening to, understanding, and clarifying the concerns and issues raised by co-workers and guests.

· Must be able to work with and understand financial information and data, and basic arithmetic functions.

· Must maintain composure and objectivity under pressure.

· Required to sit for extended periods, lift up to 10 pounds, bend, reach, use hands and fingers to operate keyboard.

· Maintain high standards of personal appearance and grooming, which include wearing the proper uniform and name tag when working.

DUTIES & FUNCTIONS

Essential:

· Manage clients, accounts to achieve guest satisfaction and to solicit past and new business ensuring all revenue goals are achieved and/or exceeded.

· Monitor and evaluate trends within the market and social catering industry.

· Utilization of professional services such as Knowland, Demand Science, STR Report etc.

· Maximize revenue by selling all facets of the hotel to previous, current and potential clients.

· Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.

· Manage accounts ensuring pertinent aspects of solicitation and closing are complete and documented.

· Maintain hotel relationships with key accounts to increase customer satisfaction and account revenue.

· Maintain strong visibility in local community and industry organizations as applicable.

· May assist in planning/implementing and/or participating in special promotions relating to direct sales segments i.e. sales blitzes etc.

· May prepare weekly and monthly reports to reflect current and projected revenue, as well as client activity.

· Assistance in maintaining a heathy, positive culture within the Sales Department and Hotel.

· Attend daily/weekly/monthly meetings and any other functions required by management.

· Develop and conduct persuasive verbal sales presentations to prospective clients.

· Articulate and leverage the benefits of the hotel to close sales opportunities.

· Contribute to rate development strategy and deployment strategies through review of competitive data, demand analysis and mix management.

· Travel locally to conduct outside calls, chamber events, promote the hotel and review competition.

· Respond to and manage larger and more complex incoming opportunities for the property.

· Represent hotel at trade shows.

· Develop and execute effective sales plans and strategies.

· Work schedule varies and may include occasionally working on holidays and weekends.

· Approach all encounters with guests and employees in a friendly, service-oriented manner.

· Ensure group sales is maximizing group room allocation, rates and meeting space ratio/allocation to ensure optimum revenue for the hotel.

· Maintain regular attendance in compliance with hotel standards, as required by scheduling which will vary according to the needs of the hotel.

· Ability to maintain and work with a high level of confidential information, following all guidelines and responsibilities with business.

· Comply at all times with hotel standards and regulations to encourage safe and efficient hotel operations.

· Maintain Sales files in an organized fashion and as per specified standards.

· Employees must at all times be attentive, friendly, helpful, and courteous to all guests, managers, and fellow employees.

· Participate in sales presentations, property tours and customer meetings.

· Respond to coaching, feedback and training.

· Perform other duties as requested by management.

Marginal:

· Perform any other duties requested by the General Manager, Director of Sales, Director of Catering Catering/Sales Managers, Convention Services Managers.