Sales & Catering Manager

Job Title: Group Sales & Catering Manager

Department: Sales

Supervisor: Director of Sales

Summary

This position must have a passion for outside sales and actively soliciting new business.

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

Identifies, solicits and develops new business through obtaining accounts from reader board service, direct sales from existing accounts and contact new customers in the market.

Solicitation of new and of existing business should be through a combination of outside sales calls, appointments, telemarketing, social media, site tours, constant prospecting and networking.

Solicits and responds to sales inquiries from potential clients and customers seeking sleeping rooms, meeting space, food and beverage services, etc.

Serves as primary contact for meeting and banquet functions to ensure all preparations have been made as detailed on Banquet Event Orders (BEO), last minute needs and changes are responded to expediently.

Attends and facilitates weekly BEO meetings with Food and Beverage staff.

Handles all details of definite groups including menu planning, AV requirements, process Banquet Event Orders, and obtain guarantees, distribution of group resumes, VIP’s, rooming lists and billing.

Participates in industry events, trade shows and promotional events with the target market.

Maintains relationships with assigned accounts through regular sales calls, client entertainment, site inspections and consistent follow up. (Using traces in Delphi)

Understands the competitive landscape and do what it takes to secure business that meets or exceeds revenue expectations and profit goals.

Responsible for and implementation a sales action plan for the development of market segment which includes room blocks, telephone/direct mail solicitation, trade show participation and property tours.

Meets or exceeds established monthly, quarterly, annual targeted revenue and monthly solicitation goals.

Attends weekly staff meeting to review group resumes.

Communicates all pertinent information on upcoming group needs, VIP clients, meeting functions to hotel department staff.

Reconciles group bills with clients for approval.

Proactively pursues sales activities on weekly basis to align with achieving monthly budget, individual and team goals.

Secures new accounts in the assigned market segment to contribute to enhancing, maximizing and maintaining a healthy portfolio of accounts.

Maintains appropriate relationship files on each account.

Responds in a timely manner to client requests to ensure proposals and contracts meet the hotel requirements.

Ability to deal with internal and external customers, some of whom require high level of patience, tact and diplomacy identify need and appropriate catering and event accommodations.

Ability to establish and maintain effective working relationships with associates and customers.

Ability to make sound business decisions and take action quickly based on previous experience and good judgment.

Knowledge of hotel operations, including marketing plans, food and beverage, preparation of business plans, and sales management.

Prepares weekly, monthly and quarterly and annual reports (i.e.: goals and forecasts on groups & events).

Understands, maintains and demonstrates the five fundamental principles of: Sound Judgment, Integrity, Dependability, Connect, and Initiative.

Completes additional duties as requested by Director of Sales.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.

Communications - Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.

Managing Customer Focus - Promotes customer focus; establishes customer service standards; provides training in customer service delivery; monitors customer satisfaction; develops new approaches to meeting customer needs.

Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Sales Skills - Achieves sales goals; overcomes objections with persuasion and persistence; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information.

Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.

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

Education and/or Experience

Bachelor's degree from four-year college or university preferred; or two years related experience and/or training in a hotel / resort sales environment; or equivalent combination of education and experience.

Language Skills

Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Reasoning Ability

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Computer Skills

To perform this job successfully, an individual should have knowledge of Database software. Computer literacy, Microsoft Office.

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 occasionally required to stand; walk and sit. The employee must occasionally lift and/or move up to 25 pounds.

Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.