Catering Sales Manager

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 Catering Sales or Director of Sales & Marketing. Support all Corporate and hotel initiatives as needed.

• 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.
• Respond to incoming catering opportunities for the hotel.
• Proactively identify, qualify, and solicit new catering business to achieve personal and hotel revenue goals.
• Close the best opportunities for the hotel based on market conditions and hotel needs.
• Understand competitors’ strengths and weaknesses and know how to sell against them.
• Use negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Effectively develop relationships within the community to strengthen and expand customer base for catering sales opportunities.
• Effectively manage and develop relationships with key internal and external stakeholders.
• Ensure a high level of customer satisfaction.
• Build and strengthen 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.
• Conduct site inspections.
• Create proposals as required.
• Create contracts as required.
• Possess excellent telephone sales skills.
• Possess strong overall sales skills.
• Understand contract management and legalities.
• Possess operational knowledge and/or appreciation of operations challenges.
• Have basic knowledge of food and beverage compositions.
• Be knowledgeable of food trends, food and beverage composition, and menu planning. Exercise creativity in designing catering sales solutions.
• Understand food and beverage forecasting and attrition.
• Understand need time strategy as developed by the Revenue Management Team.
• Follow all Free Sell guidelines as specified by the Director of Catering Sales & Director of Sales & Marketing.
• Follow all sales strategy as specified by the Director of Catering Sales & Director of Sales & Marketing.
• Understand and achieve team and individual goals.
• Possess software knowledge (Microsoft Office, etc.).
• Possess systems knowledge (MARSHA, CI/TY, or other similar programs).
• 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.
• Ensure a high level of customer satisfaction and build long‑term mutually beneficial customer relationships to support future revenue growth.
• Coordinate and communicate verbally and in writing with customers regarding event details. Follow up with customers post‑event.
• Make presence always known to customers during this process, regardless of which hotel they sit at. Greets customers during the event phase and hands off to the Convention Services department for the execution of details. Is available to solve problems…