The overall objective and purpose of the Catering Sales Manager is to prospect Catering Sales opportunities for the property to maximize revenue. Act as a liaison between the sales and operations departments of the hotel to ensure a successful event for the clients and all of the client’s needs are met and communicated accurately and efficiently to all departments of the hotel.
Essential Duties / Tasks / Responsibilities:
- Have a working knowledge of the hotel's surroundings including the history, culture and points of interest.
- Continually target and prospect new business using marketing and sales resources.
- Develop and maintain ongoing relationships with competitive set and customers and actively participate in community organizations and professional associations to maintain visibility and market share.
- Determine, develop and execute against existing and new accounts to achieve and exceed sales revenue expectations.
- Effectively use Kessler branded collateral throughout the sales process.
- Assist in marketing of the hotel through monthly/weekly update of wedding websites and social media with photographs, testimonials, and special promotions
- Travel as recommended to conduct outside sales calls and participation in trade shows.
- Maximize revenue by selling all facets of the hotel to include restaurant, spa, gallery and outlets.
- Knowledge of all Kessler Collection hotels to effectively cross-sell.
- Qualify incoming leads and send proposals, contracts and addendums if needed to negotiate catering business using marketing and sales resources.
- Conduct tours of property to potential customers while informing of all hotel services available; entertain customers on property during site inspections, pre-planning trips, and program operation when appropriate. Complete required site forms to alert the hotel of the tours.
- Follow up on outstanding proposals and contracts to effectively close business.
- Collaborate with culinary operations in creating custom menus specific to clients’ budget needs
- Negotiate food and beverage minimums, meeting room rental, function space, and hotel services within approved booking guidelines.
- Process definite contracts and route information effectively and appropriately to the hotel turnover catcher who in turn will forward on to the following Grand Performers using the turnover process:
- Event Services Manager
- Establish method of payment, collect initial deposit, and create posting master account prior to turnover to Event Services Manager
- Attend daily business review meetings to discuss catering opportunities.
- Actively participate in all required sales/operational meetings.
- Competently utilize the required systems/equipment and platforms to effectively evaluate availability, profitability and track the progress of groups from proposal through execution.
- Maintain accurate, organized and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.).
- Manage account details so all pertinent aspects of solicitation and closing are complete and documented in required sales and catering system.
- Track monthly production towards quarterly sales goals set forth by management using required documentation.
- Complete all required reporting and documentation.
- Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets.
- Annual comp set review of menus and pricing
- Quarterly review/ tour of comp set venues
- Use logic, integrity and sound judgment when making business decisions by considering the big picture, operational needs and impact on other departments.
- Perform other duties as assigned to meet business needs.
Experience / Education / Certifications:
- Marriott Systems Experience - required
- College Educated - preferred
- Hospitality or related industry experience - required
- Previous event planning experience – required
- Valid Driver’s License – required
Knowledge / Skills / Abilities (KSA’s):
- 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.
- Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
- Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
- Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
- Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
- Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
- Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
- Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
- Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
- Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
- 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.
- Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
- Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
- Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
- Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
- Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
- Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
- Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
- Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
- Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
Work Environment / Physical Demands:
The physical demands described herein are representative of those that must be met by an incumbent 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 incumbent is regularly required to lift, reach with hands and arms, stand for extended periods of time and use fingers (keyboard etc.) to handle or feel.