Catering Sales Executive (NE)

Marriott•Detroit, MI

10d•$30 - $38

About The Position

The Catering Sales Executive handles social and local corporate catering opportunities that exceed Group Sales team parameters and come directly to the property, such as events of 150 covers or more. The role contracts and closes local catering and social business, then ensures it is handed over properly and promptly for quality service delivery. The executive achieves catering revenue goals by actively up-selling business opportunities, implements the brand’s service strategy and applicable initiatives throughout the sales process, and builds customer loyalty through service excellence. The position manages property catering sales efforts, responds to incoming opportunities, identifies and solicits new business, and works with management to develop sales plans. It involves understanding market conditions, negotiating contracts, designing catered events and menus, managing revenue and operating budgets, forecasting, and supporting promotions. The executive coordinates the transition between sales and operations, monitors guest issues and customer satisfaction, and collaborates with sales channels, hotel departments, vendors, and the local community. Marriott International describes itself as an equal opportunity employer committed to welcoming all and providing access to opportunity. The posting also describes Marriott Hotels’ hospitality service culture and JW Marriott’s luxury environment, associate camaraderie, training and development opportunities, recognition, and focus on holistic well-being.

Requirements

High school diploma or GED and 2 years of experience in sales and marketing, guest services, front desk, or a related professional area; alternatively, a 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major with no work experience required.

Nice To Haves

Catering sales experience.

Responsibilities

Handle social and local corporate catering opportunities above Group Sales team parameters that come directly to the property.
Manage property sales efforts for local corporate and social catering.
Respond to incoming hotel catering opportunities; identify, qualify, and solicit business to achieve revenue goals.
Solicit affiliate business associated with citywide events from the approved affiliate list.
Understand the market, including competitors, economic trends, supply, and demand, and sell effectively within it.
Select and close business opportunities based on market conditions and property needs.
Negotiate and close business using negotiation skills and creative selling abilities.
Work with management to create and implement a catering sales plan addressing revenue, customers, and the market.
Design, develop, and sell catered events; develop menus that drive sales.
Maximize revenue by up-selling packages and food and beverage offerings.
Manage catering sales revenue and operating budgets and provide forecasting reports.
Assist with selling, implementing, and following through on catering promotions.
Execute and support Marriott Customer Service Standards and property Brand Standards.
Handle operational aspects of booked business, including proposals, contracts, and customer correspondence.
Practice the applicable brand’s daily service basics.
Ensure seamless turnover between sales and operations and back to sales while maintaining high service levels.
Monitor resolution of guest issues arising from the sales process and channel issues to property leadership or other stakeholders.
Monitor performance through revenue growth, expense control, and return on investment for the owner and Marriott International.
Contract and close local catering and social business and confirm timely, proper handover for service delivery.
Implement the brand’s service strategy and initiatives throughout the sales process and build customer loyalty through service excellence.
Coordinate sales efforts with off-property sales channels to ensure they are complementary and not duplicative.
Work effectively with sales, kitchen, vendors, competitors, the local community, catering associations, and other hotel departments to maintain guest satisfaction.
Provide exemplary customer service and monitor customer satisfaction before and during programs and events.
Understand customer needs and recommend suitable features and services that meet or exceed expectations while building relationships and loyalty.
Understand the property’s primary target customer and service expectations and develop close working relationships with operations to execute strategies.