CATERING SALES MANAGER

Brief Description

Job Title: Catering Sales Manager

Department: Resort Sales

Reports To: Senior Event Manager

Summary

Responsible for proactively soliciting and managing group, catering, and restaurant catering-related business opportunities including private dining, special events, and on-site food and beverage experiences to meet and exceed personal and team related revenue goals.

Supervisory Responsibilities

At present, this position does not have supervisory responsibilities.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Negotiates services of hotel and executes Catering Sales Agreement for each business opportunity;
• Sources and qualifies potential social business opportunities
• Responds to incoming catering opportunities for the hotel and restaurants
• Proactively identifies, qualifies, solicits, negotiates and books new and repeat social functions and catering business through outside sales calls, telemarketing, direct mail, trade show shows and other industry related networking outlets in order achieve personal and resort revenue goals;
• Partners with Marketing and other departments to provide a customer experience that exceeds the customer’s expectations;
• Acts as customer liaison with hotel during customer event/program ensuring daily needs are met and overall customer satisfaction;
• Works collaboratively with off-property sales channels to ensure sales efforts are maximized;
• Responds to incoming catering opportunities for the hotel;
• Stays up-to-date regarding the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand, etc. and knows how to sell against them;
• Closes the best opportunities for the hotel based on market conditions and hotel needs;
• 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;
• Effectively develops relationships within community to strengthen and expand customer base for group/catering sales opportunities;
• Conducts site inspections.
• Responsible for maintaining up-to-date knowledge of Credit Card Compliance requirements commonly known as PCI (Payment Card Industry) Compliance by attending training provided by Casino Arizona, at least once a year or more if required by management. Signature verification of course attendance will be required.
• Responsible for the enforcement of PCI (Payment Card Industry) Compliance regulations to protect card holder data and adhere to the standards to protect the guests’ private card information. This includes, but is not limited to, observing and reporting inappropriate card handling activity, of either customers or by employees, as defined by PCI.
• Responsible for the enforcement of all applicable regulations, under the code of Federal Regulations, Title 31, Chapter X, as it pertains to this position. This includes, but is not limited to, observing and reporting suspicious activity, of either customers or employees, as defined in the Code of Federal Regulations.
• Responsible for maintaining up-to-date knowledge of all applicable regulations under the Code of Federal Regulations, Title 31, Chapter X, by attending Title 31/Anti-Money Laundering training, provided by Casino Arizona, at least once a year or more if required by management and outlined in the Title 31 Minimum Internal Controls.
  
  

Customer Service

• Supports the service and relationship strategy by planning and contracting the customer’s program/event, managing the success of the program/event and measuring our service effectiveness;
• Executes and supports company customer service standards, resort’s brand standards;
• 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, while building a continuing relationship and loyalty to Casino Arizona;
• Gains understanding of the resort’s primary target customer and service expectations; serves customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
  
  

Guest Satisfaction

• Sets a positive example for guest relations;
• Provides accurate, complete and effective turnover to event/service staff;
• Interacts with guests to obtain feedback on product quality and service levels; effectively responds to and handles guest problems and complaints;
• Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction;
• Observes service behaviors of associates and provides feedback to individuals and/or managers; continuously strives to improve service performance;
• Reviews meeting planner results to understand level of guest satisfaction; continuously strives to improve service performance.
  
  

Education And/or Experience

High School Diploma or GED required; Bachelor’s Degree in Catering, Hospitality Management or related field strongly preferred; 5 years hotel catering sales experience on a property level or with at least 3 years property catering sales management experience required.

Licenses And Certifications

CMP, CHSE or other related certification preferred.

Computer Skills

To perform this job successfully, an individual should have excellent PC skills and working knowledge of Microsoft Office applications. Broad knowledge of current and standard hospitality software applications and hotel systems, experience using Delphi preferred.

Other Qualifications

• Must have ability to work collaboratively with hotel service team in providing exceptional customer service;
• Must have the ability to provide creative, visionary direction to fully realize clients’ ideal event;
• Must be detail oriented with strong organizational, communication (verbal & written) and presentation skills;
• Must have ability to support an extensive existing customer database;
• Must have superior customer development and guest relation skills;
• Must have excellent selling (including telephone sales) and negotiation skills and an understanding of the sales process including up-selling products and service to closing;
• Must have advanced knowledge of property-specific business segments, advanced knowledge of contractual agreements and legal implications, advanced knowledge of food trends, food and beverage composition and menu planning and advanced knowledge of food and beverage forecasting and attrition.
• Must be experienced and comfortable making cold calls in person and over telephone.
  
  

Language Skills

Must be able to read, write and understand English.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this Job, the employee is regularly required to stand for prolonged periods of time; walk; use hands and fingers to handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl and talk or hear. The employee must regularly lift and /or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

While performing the duties of this Job, the employee is occasionally exposed to secondary smoke. The noise level in the work environment is usually moderate.