Sales and Catering Manager

Description:

The Sales and Catering Manager targets and coordinates catering sales efforts for the hotel. The primary responsibility is developing existing business and soliciting new catering business through generating awareness, supporting, and enhancing event-space sales initiatives that are compatible with LBA sales plans, strategies, and programs. This position will work in the Sales department but also partner with Food & Beverage to coordinate efforts related to event-space as well as food and beverage. Responsible for coordinating, supervising, and directing all aspects of the catering and banquet department while maintaining profitable operations and high quality products and service levels.

PREREQUISITES

Company associates have access to guestrooms and property. As such, character traits of honesty and trustworthiness are essential to this position and must be displayed at all times. Per company policy, potential associates must pass appropriate security clearances.

• Minimum of one year catering and/or event management experience.
• Previous hotel sales experience preferred as a sales coordinator, hotel operations, or equivalent work experience.
• Experience selling Marriott, Hilton, Best Western and IHG hotels -Hilton Focus Service, and/or Full Service (where applicable) and/or Extended Stay lodging, or tourism/hospitality industry.

SUMMARY OF ESSENTIAL JOB FUNCTIONS

• Must be able to perform major life activities: Standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
• Must be able to push or pull 60 pounds unassisted and lift and/or carry 30 pounds unassisted.
• Must be able to see and hear.
• Must be able to speak and read English, the ability to communicate in another language may be helpful.

Requirements:

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

Knowledge:

• Knowledge of the market area for the hotel preferred.
• Selling strategies for highest profit of product and services.
• Meeting room configurations and set ups for function space.
• Understanding of what competing hotels have to offer versus assigned hotel
• Entire property, staff, services, hours of operation, type of rooms, locations, rates, discounts.

Skills:

• Effective communication skills both written and verbal.
• Proficient written and verbal English
• Ability to sell services, close deals, and negotiate effectively with clients.
• Financial analysis skills to assess potential business opportunities and whether or not they contribute to the success of the business.
• Strong organizational and multitasking skills
• Creative and strategic skills.
• Relates well with others and is flexible to work with a team
• Analyze work for accuracy of self and others.
• Proficiency in Microsoft Outlook, Microsoft Word, Excel, PowerPoint. Experience working with customer relationship software like Delphi.fdc and/or STS preferred. Strong organization skills

Abilities:

• Committed to the company and the achievement of its goals.
• Ability to inspire confidence in and gain respect from superiors, peers, subordinates, industry partners and competitors.
• Combines a confident, self-starting, high performance orientation with track record that reflects a “can do” attitude.
• Multi task, remain associate and guest service centric.
• Willing to perform other assigned duties that the individual is capable of carrying out.
• Identify upsell opportunities to achieve financial performance goals for banquets and events.

SPECIFIC RESPONSIBILITIES

1. Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures. Document all sales activities in STS Cloud or Delphi.fdc sales systems depending on the brand.
2. Books appropriate business that allows hotel to achieve/exceed monthly room revenue budget, and, if applicable, other revenue budgets specific to assigned hotel.
3. Uses property’s computerized sales management system to manage the hotel’s business, including but not limited to generating weekly sales reports, entering business, blocking meeting space, and building accounts.
4. Detailed follow up via email for any client visits, site visits, cold calls, etc.
5. Understands the need to follow up and regularly communicate with clients to stay engaged in relationship to either book or maintain business.
6. Contributes and provides input to Director of Sales for the annual budgeting process, revenue generation and advertising and promotion costs.
7. Coordinate with Maintenance Department for any preventive maintenance issues on event space.
8. Conduct weekly Banquet Event Order Meetings for BEO review with hotel staff.
9. Work with the Food & Beverage staff in the creation of customized menu options.
10. Create and maintain a preferred vendor list for all ancillary services as it relates to the venues and meeting space.
11. Review banquet checks for accuracy; post and reconcile all event charges.
12. Once group agreement has been returned, handle all the banquet and event detailing and attend menu tastings.
13. Conducts site inspections for event space and rooms as appropriate.
14. Serve as point of contact for all pre-con and post-con meetings.
15. Coordinate guest requests with operations personnel.
16. Generate Banquet Event Orders and diagrams for all upcoming events and assist in distribution to hotel staff. This also includes maintaining and reporting all changes to events.
17. Obtains function guarantees from customers per hotel’s SOP and ensures all deposits and payment requirements have been satisfied prior to a group’s arrival.
18. Daily hotel operations: check daily events, bulletin boards are up to date on changes, new procedures and events.
19. Other duties as assigned, that the associate is capable of performing.

WORKING CONDITIONS/SPECIAL REQUIREMENTS

• This position requires a physical presence at the hotel and is not conducive of telecommuting or remote work.
• Standing, walking for long periods of time while maintaining a friendly professional image.
• Typical week consists of 50% event management, 50% inside sales
• May be required to work any day/shift, including nights and weekends.
• Periodic overnight travel required may be required.
• May be required to spend long periods of time in a loud environment.
• The ability to drive on behalf of the company and maintaining a valid driver’s license is required.

POSITIONS FOR POSSIBLE ADVANCEMENT

• Sales Manager
• Director of Sales
• Assistant General Manager

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time as needed.