Bernardus Lodge & Spa Careers
JOB DESCRIPTION
CATERING SALES MANAGER
JOB TITLE: Catering Sales Manager DEPARTMENT: Sales & Catering
REPORTS TO: Director of Sales & Marketing FLSA STATUS: Exempt
PREPARED BY: Director of Sales & Marketing EFFECTIVE DATE: 11/29/2017
SUMMARY:
To solicit & sell catering events and service key sales/catering accounts for Bernardus Lodge & Spa while continually maintaining Bernardus Lodge & Spa’s reputation as the premier destination for both Social and Corporate events on the Monterey Peninsula. Develop and generate catering revenues, creating & maintaining close client and vendor relationships, provide guidance and leadership to the Catering Managers & Catering Administrative Assistant and provide innovative formats for developing new business.
DUTIES AND RESPONSIBILITIES:

• Report to the Director of Sales & Marketing on a regular basis regarding status of Catering Department business & maintain various reporting of catering revenue.
• In conjunction with the Director of Sales & Marketing, help to create and cultivate a dedicated, customer focused, event and conference team that will help to develop positive brand image and promote Bernardus Lodge & Spa.
• In collaboration with the Director of Sales & Marketing, review pricing, structure and contract language to improve business practices.
• Review existing catering department procedures and policies and suggest changes when needed.
• Manage and/or assign conferences and events to appropriate team members.
• Ongoing training and coaching of Catering Managers and Catering Administrative Assistant.
• Main point of contact for Catering Managers regarding client or contractual questions / issues (deferring to the Director of Sales & Marketing, as needed).
• Assist Director of Sales & Marketing with compiling and setting department budget and Catering Manager sales goals.
• Create and implement different sales strategies to promote new and repeat business to include wedding fair selections, sales blitzes, attending community events, etc.
• Assist Catering Managers with evaluating catering local/social and wedding business inquiries, negotiating contracts, closing business and daily client catering and conference services issues.
• Actively Solicit banquet business from all viable sources.
• Evaluate and attend (or assign) trade association events (to include Wedding Fairs) to network and learn new trends in the conferences and event markets.
• Assist Director of Sales and Marketing with hosting targeted groups of wedding and meeting planners for on-site FAMs
• Conduct site tours to potential customers when required.
• Produce proposals, estimates and other event information for potential clients.
• Negotiate and handle wedding and local/social event contracts.
• Negotiate and handle wedding and local/social guestroom contracts.
• Responsible for all aspects of communication of group details, notes, BEOs and resumes.
• Develop and maintain good relationships with all clients by providing superior and consistent services to all clients.
• Develop and maintain good and mutually beneficial relationships with vendors.
• Conduct pre-event briefings for staff and managers as needed.
• Conduct pre-con meetings for clients with all department heads as needed.
• Arrange group activities, décor, transportation, other client vendors and work with client selected vendors to ensure successful events/group programs.
• Maximize resort & catering revenue through up-selling and maximization of resort outlets.
• Reach or exceed budgeted revenue and sales goals.
• Work with Banquet Manager to coordinate desired set-up and execution, communicate special staffing needs, etc. to ensure successful events/group programs.
• Work with the Reservations Department on rooming lists, block pick-up, cut-off dates and attrition.
• Work effectively with all hotel departments, such as (but not limited to) Front Office, Reservations, Accounting, Engineering, Housekeeping, Spa, Culinary and Banquet Departments.
• Review all bills, invoices and statements to ensure accurate and timely final billing to clients.
• Maintain and provide various reports of catering department revenue to the Director of Sales and Marketing.
• Position will be required to work a varied schedule that may include evenings, nights, weekends and holidays.
• Support safe work habits and a safe working environment at all times.
• Ability to come to work regularly and on time, to follow directions, to take criticism and feedback, to get along with co-workers and supervisors, to treat co-workers, supervisors and guests with respect and courtesy, and to refrain from abusive, insubordinate and/or violent behavior.
• Other duties and jobs may be assigned as needed by Director of Sales and Marketing.

QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required:

• Minimum of two years’ guest relations, revenue and yield management experience in a luxury hotel/resort environment.
• Must be professional, excellent interpersonal skills, impeccable verbal and communication skills with guests in person and over the telephone.
• Must have knowledge of Windows based programs. Delphi, Opera and Sabre/SynXis experience preferred but not required.
• Must provide valid document(s) to work in the US.
• Must meet legal age requirements for the position.

EDUCATION/EXPERIENCE
Bachelor's degree (B.A.) from a four-year college or university with a degree in Hospitality (or related field), and a two to five years related event or catering/hospitality experience; or equivalent combination of education and experience.
SUPERVISORY/MANAGEMENT SKILLS
Train and manage the Catering Managers and Catering Administrative Assistant.
LANGUAGE SKILLS
Ability to read and interpret documents such as client correspondence, contracts, reports, safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak professionally and effectively to clients, groups of customers or employees of organizations.
MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discounts, commissions, percentages, service fees, taxes, etc.
COMPUTER SKILLS

• Advanced knowledge of various computer programs, such as Outlook, Word, Excel, Power Point and Internet Explorer.
• Knowledge of Delphi is a plus, but not required.

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is regularly required to stand; walk; sit, talk, hear, use hands to handle, or feel and is required to reach with hands and arms.
• The employee must be able to lift and/or move up to 10 pounds and occasionally lift or move up to 30 pounds.

CERTIFICATES & LICENSES

• Valid California Driver License is required
• Food Handler Certificate is requested
• TIPs certificate is requested

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

• Fast paced, collaborative and high energy. Must work well under pressure and be capable of prioritization and multi-tasking.
• While performing these duties the employee may be exposed to outdoor and inclement weather conditions.
• The noise level in the work environment is usually quiet, with the exception of events as they may have amplified music.

GROOMING & WORK ATTIRE

• Business attire is required, such as slacks, blouse/sweater, buttoned shirt, and nice shoes.
• Name tag required whenever walking through public spaces at the resort.
• No extreme colors, highlights or hairstyles.
• No facial or tongue piercing.
• No extreme hair accessories.
• Necklace and earrings must be office appropriate.

See Employee Handbook for detailed policies.
DISCLOSURE TO JOB APPLICANTS PURSUANT TO THE CALIFORNIA CONSUMER PRIVACY ACT (CCPA)
As part of your job application and the Company’s evaluation of your candidacy, the Company collects, receives, maintains, and uses the following types of Personal Information about you for the business purposes identified for each category:
CATEGORY EXAMPLES BUSINESS PURPOSE
Personal Identifiers
Name, alias, postal or mailing address, email address, telephone number, social security number, driver’s license or state identification card number, passport number
1. To comply with state and federal law and regulations requiring; employers to maintain certain records;
2. To evaluate your job application and candidacy for employment;
3. To obtain and verify background check and references; and
4. To communicate with you regarding your candidacy for employment.
Pre-Hire Information Job application, resume, background check results, job interview notes, and candidate evaluation records Same as above
Employment History
Information regarding prior job experience, positions held, names of prior supervisors, reference information, skills and when permitted by applicable law your salary history or expectations
Same as above
Education Information
Information from resumes regarding educational history; transcripts or records of degrees, vocational certifications, licenses obtained
Same as above
If you become employed by the Company, the Company will notify you of additional categories of Personal Information that it collects, receives, and maintains for business purposes.