Senior Catering Sales Manager

Job Description

Job Description

JOB SUMMARY

Solicit, book, plan and coordinate meetings / functions while maximizing the banquet space to meet / exceed sales goals. Utilize prospecting skills and strong business sense to consistently exceed catering revenue goals. Report all Catering activities to the Director of Sales. Enliven the Westmont Standards within the Department and the hotel. Support all Corporate and hotel initiatives as needed.

ESSENTIAL JOB FUNCTIONS

This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week.

Business Results

• Solicit, negotiate and book new and repeat business through efforts (sales calls, telemarketing, mailings, networking, etc...) while maximizing banquet space to meet / exceed revenue goals.
• Execute a territorial marketing strategy to capture the maximum amount of revenue and meet / exceed sales goals.
• Plan, upsell and detail the meeting / function with the client including : space requirements, times, equipment, menus, themes / decorations, etc... Complete the contracts, prepare the appropriate paperwork, coordinate with the appropriate areas in the hotel, and resolve any issues, complaints and problems to ensure quality product delivery and customer satisfaction.
• Prepare status and period end reports to keep management abreast of activities.
• Maintain up-to-date knowledge of corporate / hotel procedures and products and the competition's product, strengths and weaknesses to continually improve sales strategies and the achievement of goals.
• Responds to incoming catering opportunities for the hotel.
• Proactively identifies, qualifies, and solicits new catering business to achieve personal and hotel revenue goals.
• Closes the best opportunities for the hotel based on market conditions and hotel needs.
• Understands competitors’ strengths and weaknesses, and knows how to sell against them.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Effectively develops relationships within community to strengthen and expand customer base for catering sales opportunities.
• Effectively manages and develops relationships with key internal and external stakeholders.
• Ensures a high level of customer satisfaction.
• Builds and strengthens relationships with existing and new customers to include sales calls (to include outside sales calls), prospecting / solicitation calls, entertainment, bridal shows, etc.
• Effectively use sales resources and administrative / support staff.
• Conducts site inspections.
• Creates proposals as required.
• Creates contracts as required.
• Possesses excellent telephone sales skills.
• Possesses strong overall sales skills.
• Understands contract management and legalities.
• Possesses operational knowledge and / or appreciation of operations challenges.
• Has basic knowledge of food and beverage compositions.
• Is knowledgeable of food trends, food and beverage composition, and menu planning. Exercises creativity in designing catering sales solutions.
• Understands food and beverage forecasting and attrition.
• Understands need time strategy as developed by the Revenue Management Team (i.e. Director of Sales & Marketing and Director of Catering Sales).
• Follows all Free Sell guidelines as specified by the Director of Catering Sales and / or Director of Sales.
• Follows all sales strategy as specified by the Director of Catering Sales and / or Director of Sales.
• Understands and achieves team and individual goals.
• Possesses software knowledge (Microsoft Office, etc.).
• Possesses systems knowledge (Delphi, Delphi Diagrams, or any other program similar to).
• Participate in communication and professional organizations to maintain high visibility and promote sales.
• Perform special projects and other responsibilities as assigned. Participate in task forces and committees as required.
• Due to the nature of the business the individual may be required to do other duties and special projects as assigned by the supervisor.

Guest Satisfaction

Leadership

…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

Managing Work Execution

…proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.

Generating Talent

…proactively identifies and develops talent within the organization.

Organizational Learner

…actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area

KNOWLEDGE, SKILLS & ABILITIES

Experience

Proven track record of a consistent ability to provide quality service

Skills and Knowledge

PHYSICAL DEMANDS

Frequent walking, standing, sitting, hearing, talking, smiling. Lifting, pushing and pulling of objects weighing up to ten (10) pounds.