Job Description

Job title: Sales & Catering Manager Work Location: Property Specific Division/Department: Sales & Revenue Management Reports to: Hotel General Manager X Full-time  Part-time X Exempt  Nonexempt CORE PURPOSE: Our employees believe that their job is to provide hospitality from our family to yours. The culture of family & trust we create at our properties is an environment that employees want to work in and owners want to invest in. Our teams implement six initiatives into their daily routines to execute our company purpose. This includes celebrating, having mutual trust, being approachable, team building, thinking intuitively and then staying consistent on these items. This is the foundation that we build our company on. Job Description: Execute strategic sales and marketing plans against a defined hotel budget to maximize revenues through direct sales. This position is responsible for achieving the revenue goals set forth. Success will be measured by: new business conversion with both Sleeping Rooms & Catering, as well as increased customer value and ROI. The ideal candidate must have Proven Leadership ability to influence, develop, and empower employees to achieve sales objectives and maintain a thriving work environment. Other key responsibilities include being on property prior to and during events to ensure proper execution per the details of the event contract and banquet event order. The Sales & Catering Manager position requires open work availability including the ability to work nights and weekends as business needs dictate. Given that the Sales & Catering Manager is a liaison between its clients, excellent writing skills, concise verbal communications and listening skills are necessary. Other miscellaneous tasks may be assigned by the General Manager. Essential duties and Responsibilities: Direct Sales:  Responsible for revenue maximization within group, catering/banquet & restaurant segments.  Complete weekly sales activities (Goals TBD annually).  Aggressively solicit & convert New Group & Catering Business and meet all goals as assigned.  Maintain consistent verbal and written communication with clients.  Conduct onsite and digital presentation to potential clients.  Execute strategic sales plans to positively affect hotel Sales & Catering revenue.  Review/monitor brand reports and tools to assist in identifying potential businesses and activities within the market  Respond/Action to all customer inquiries within 4 business hours.  Be aware of new business opportunities in and around your market; monitor through local newspapers, business journal, trade publications, internet resources, and Google alert, etc.  May be required to attend Networking Events with organizations that will assist with the development of future opportunities Sales & Communication:  Collaborate with Operation Team, including F&B, Housekeeping & Front Office to deliver a high-level experience to our clients and revenue results to ownership.  Participate in weekly/monthly/quarterly/annual meetings, including but not limited to BEO, SMERF, and F&B Meetings  Partner with Marriott/Hilton/IHG Account Executives—refer leads and use as an extension of the Sales Team  Be familiar with competitors’ and their selling strategies. Recognize what opportunities exist to move share from the competitors  Accurately communicate details on accounts to the operating departments as needed  Understand the hotel’s operations, including room types, meeting capacities, services, features and benefits JOB DESCRIPTION FORM |  Communicate with Revenue Management to ensure that pricing is appropriate and adjust selling strategies as needed Sales Administration:  Enter all sales activities in Delphi.fdc. Commit to 100% adoption and update account information daily.  Utilize the Delphi.fdc system for Group & Event Bookings, BEO & Banquet Check information.  Ensure Delphi.fdc Menus/Items are up to date with the latest in-house menu designs including pricing & descriptions.  Compile and complete weekly/monthly/quarterly reports as assigned  Attend Sales Training as scheduled.  Observe and strategize according to prime selling time (Monday – Thursday, 9am-Noon & 1pm-4:30pm daily)  Monthly mileage and expense reports  Maintain brand compliance Leadership Support:  Make recommendations for the recruitment, hiring and terminations.  Administer training and performance reviews for the sales and catering team; review goals, give specific and timely feedback and coaching and counseling as needed.  Manage and motivate sales effort for entire team towards goals set forth in annual Business Plan.  Eliminate barriers to successful selling, streamline operations, recommend improvements, and develop SOP's with Hotel GM.  Involvement with Front Line training, including FD staff and On-Site Coordinator(s).  Be a leader and role model to all employees. Corporate Support:  Participate, as requested, in the planning and implementation of sales policies and programs  Participate in company-wide sales efforts, trade shows, corporate meetings, and any other event or activity deemed to be in line with the overall revenue goals  Allocate both dedicated and shared sales resources to achieve maximum revenue return on invested sales dollars by focusing efforts on those customers who are the most profitable  Perform other duties or tasks as assigned by Principals Education and/or Work Experience Requirements: Requires advanced knowledge of the principles and practices within the sales/marketing/hospitality profession. This includes knowledge required for management of people, complex problems, and efficient sales activities. Make decisions within the standards of the position, which can impact more than one department. Must possess highly developed communication skills to frequently present, negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or corporate clients. Standard Qualifications:  Four-year degree or equivalent experience  3-5 years within hotel sales discipline preferred  Ability to read, write and speak English, with excellent grammar and communication skills (written and verbal) Additional Qualifications:  Capable of managing and/or directing all aspects of the sales and marketing department at hotel  Travel required within the local market. Some travel outside local market for trade shows and NHG Events.  Hours Required: this is a salaried position, 45-50 hours per week is required  Available to meet guests outside the scope of regular business hours  Well organized and detail oriented  Must be able to work independently and multi-task, prioritizing as appropriate  Display initiative, perseverance, and analytical skills  Team player and ability to get along with others  Must have the ability to communicate issues and concerns at all levels of the organization  Must have planning and problem-solving skills that include the ability to tie strategies and planning actions to results  Requires working knowledge and experience using Microsoft Office products including Word, Excel, and Outlook  Must be able to scan and assess competitive arena to refine/improve customer value proposition  Excellent customer service skills: the ability to manage the customer decision and relationship process JOB DESCRIPTION FORM | Physical Requirements While performing the duties of this job, the employee is regularly required to sit; stand; bend; walk; use hands or finger; or feel objects, tools, or controls; lift boxes (up to 15 pounds); talk and hear. Vision abilities required by this job include close vision to a computer screen. OTHER Requirements:  Employee must maintain a neat, clean, and well-groomed appearance (specific standards available).  Regular attendance in conformance with the standards, which may be established by from time to time, is essential to the successful performance of this position. Employees with irregular attendance will be subject to disciplinary action, up to and including termination of employment.  Upon employment, all employees are required to fully comply with rules and regulations for the safe and efficient operation of the hotel facilities. Employees who violate hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment.

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