Senior Catering Sales Manager - Hotel Commonwealth

Solicit, capture, plan and coordinate small corporate meetings with 10 rooms or less, with a focus on social and catering only functions, while maximizing the banquet space to meet and ideally exceed catering revenue goals. Position is responsible for sales and servicing of all groups, including social catering groups.

Delphi / Amadeus / Salesforce experience strongly preferred.  

• Solicit, negotiate and book new and repeat business through efforts (outside 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 and ideally 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, including banquet event orders, coordinate with the appropriate areas in the hotel and resolve any issues, complaints and problems to ensure a quality product delivery and customer satisfaction.
• Prepare status and period end reports.
• Maintain up-to-date knowledge of corporate and hotel procedures, products and competition, including their strengths and weaknesses, to continually improve sales strategies and achieve goals.
• Professional and positive communication to both guests and fellow associates.
• Maximizes current hotel key accounts by identifying and capturing those that offer revenue
  growth.
  • Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by
  management.
  • Captures competitor's accounts through networking, research and reader board surveys in order
  to target and solicit those most probable to generate new business. Acquires referrals from
  existing accounts: Follows up on all leads within 48 hours of receipt in an effort to create new
  business for the hotel, and, when appropriate, sends leads to other Sage hotels. Plans and
  implements an on-going Targeted Account Development "hit list" in order to create new revenue
  and acquire valuable hotel contacts, and contracts. Continually targets and prospects for new
  business through telemarketing, individual creativity and innovation.
  • Utilizes yield management techniques by profitably negotiating room rates and function space
  commitments in order to enhance the hotel's financial performance.
  • Maintains well-documented, accurate, organized and up-to-date file management system in order
  to serve client and employer in the most expedient, organized and knowledgeable manner.
  Develops strong customer relationships through frequent communication and the use of
  professional, courteous and ethical interpersonal interaction.
  • Develops customer profiles and maintains an effective trace system, including trace dates and
  references, in order to best meet client needs, resulting in superior account service and increased
  revenues. Follows-up on customer inquiries in an efficient and expedient manner.
  • Conducts research, surveys, personal investigation and studies market place and territory in order
  to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.
  • Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 90%
  work time on direct sales efforts. Controls expenses while traveling on the property's behalf in
  order to minimize department and hotel costs.
  • Represents themselves and the hotel with the highest level of integrity and professionalism, a
  service-focused approach, and a caring, sincere attitude at all times. Exhibits a positive and
  involved team attitude to all hotel departments.

Education/Formal Training

More than two years of post -high school education

Experience

Experience required by position is from one to two full years of employment in a related position with this company or other organization(s).

Knowledge/Skills

• Requires thorough knowledge of the practices and procedures of the catering, food and beverage, menu development and pricing.
• Requires knowledge of the hotel's policies and procedures and the ability to determine course of action based on these guidelines.
• Requires ability to investigate and analyze current activities and/or information involving readily available data and indicating logical conclusions and recommendations.
• Must possess communication skills in terms of the ability to negotiate, convince, sell and influence professionals and/or hotel guests.
• Ability to drive to outside sales calls.
• Excellent comprehension and literacy required to develop marketing plan, create menus and programs, etc.

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Excellent hearing required for verbal interaction with guests and associates.
• Excellent vision required for viewing set-ups.
• Excellent speech communication skills required for verbal interaction with guests and associates.
• Lifting, pushing, pulling, carrying - tables, chairs, boxes (50 lb. maximum) occasionally.
• Bending/kneeling - taping down cords, skirting tables, picking up floor after function, occasionally.
• Mobility - ability to service clients on a moments notice, variable distances. Continuous standing - function observation, client site inspections (one hour minimum to four hours maximum). Climbing - up to 55 steps, 3-5% of 10 hours.
• Driving - distance varies for sales calls (approximately 20%).

Environment

Work inside 90% of 10 hour day; outside 10% of 10 hour day.