Area Catering Sales Manager

Desert Hospitality Management, LLC•Mesa, AZ

About The Position

The Area Catering Sales Manager sells and markets catering services, food and beverages, and banquet facilities through direct client contact to maximize food and beverage revenue, profits, and meeting room rentals. The role supervises hotel and banquet staff to ensure services are delivered properly, maintains ongoing client relationships, and advises hotel management while negotiating contracts and agreements with attention to profitability and customer satisfaction. The manager establishes new accounts, books repeat business, and maintains high quality standards. The position builds business through inside and outside sales, client relationship management, prospecting, booking, and site visits. It negotiates prices and services, coordinates event requirements with clients and hotel departments, supports menu planning and upselling, tracks booking performance, and follows up after events to confirm client satisfaction. The position also fulfills Manager on Duty shifts and coordinates with hotel departments, vendors, planners, and clients. The role reports to the Area Director of Sales and Marketing. A college degree is preferred, or a minimum of two years of sales and marketing experience. Hospitality-related experience is preferred.

Requirements

A college degree is preferred, or a minimum of two years of sales and marketing experience.
Proficiency in Microsoft Office Suite and sales-related computer programs is required.
A valid driver’s license for the applicable state and a motor vehicle record in good standing are required.
Alcohol awareness certification is required as specified by the local or state government agency.
Ability to convey information and ideas clearly, orally and in writing.
Ability to evaluate and select among alternative courses of action quickly and accurately.
Ability to handle stressful, high-pressure situations, guest complaints, and disputes and resolve them satisfactorily.
Ability to maintain composure and objectivity under pressure.
Ability to anticipate, prevent, identify, and solve workplace problems.
Ability to assimilate information and data from various sources and adapt it to the needs and constraints of a situation.
Effective listening skills, including understanding and clarifying concerns raised by team members and guests.
Ability to work with financial information and data and perform basic arithmetic.
Ability to maintain regular attendance as scheduling and hotel needs require.
Ability to meet the physical demands of medium work, including lifting, carrying, pushing, pulling, or otherwise moving up to 50 pounds occasionally and/or up to 30 pounds frequently or constantly.
Ability to stand for long periods and move quickly around the property while serving as Manager on Duty.
Ability to work long hours when required, including nights and weekends.

Nice To Haves

College degree.
Hospitality-related work experience.
Knowledge of food and beverage preparation techniques and liquor laws and regulations.

Responsibilities

Establish a client base of organizations, associations, social businesses, and corporate businesses through direct inside and outside sales to meet or exceed hotel sales expectations.
Develop and maintain relationships with key clients to generate additional business and re-solicit past business.
Negotiate food and beverage prices, meeting room rentals, function space, room rates, and hotel services; confirm requirements in writing through catering sales contracts or event orders.
Conduct tours of the hotel and banquet facilities, present facilities and services, and entertain qualified prospective clients.
Forecast booking revenues and cancellations, and track consumption on bookings weekly, monthly, quarterly, or as needed.
Assist the Director of Catering or General Manager with implementing and achieving the Catering Department Marketing Plan.
Assist clients with menu planning and coordinate food, beverages, room setup, decorations, and other requested services to meet client specifications.
Respond promptly and courteously to guest requests and follow up to ensure satisfaction.
Fulfill Manager on Duty shifts and finalize food, beverage, and meeting room setup requirements in a timely manner.
Maintain customer contact at functions, review event needs, and introduce relevant team members, such as the Banquet Manager and Banquet Captain.
Communicate and coordinate effectively with the Banquet Chef, Banquet Manager, Catering Service Manager, and catering staff.
Complete assigned projects promptly and accurately; finalize banquet event orders by meeting, calling, or emailing customers in a timely manner.
Contact clients after functions to confirm satisfaction, document comments, and follow up on matters requiring explanation or adjustment.
Trace files to ensure programs are finalized and followed up, and pursue past business.
Obtain appropriate credit information and direct-bill authorization, and review them with the controller before the function arrives.
Assist in developing menus that provide variety and upselling opportunities.
Handle inquiry calls and outside sales calls as needed, and achieve established prospecting, booking, and site-visit goals.
Maintain pricing integrity and propose upscale or specialty menus for groups.
Know basic room setups and capacities of function rooms.
Ensure compliance with local liquor laws and health and sanitation regulations.
Coordinate with outside vendors and planners for special events.
Approach guests and team members in a friendly, service-oriented manner; maintain attendance, professional appearance, and compliance with company standards and safe operating procedures.
Attend required training and meetings, and perform other duties as requested by management.
Communicate client expectations across hotel departments; share leads with sales staff; supervise banquet staff and vendors; coordinate menu pricing and specialty creations with culinary staff; and analyze competitors and business conditions to inform marketing strategies.