Catering Sales Manager - Spartanburg Marriott

Mainsail Lodging & Development•Spartanburg, SC

11d

About The Position

The Catering Sales Manager handles local social catering opportunities and coordinates group business referred by the director of sales. The role is responsible for achieving and exceeding hotel catering sales revenue goals by contracting and closing local catering and social business, actively up-selling opportunities, and ensuring that booked business is handed over promptly and properly for quality service delivery. The manager implements brand service strategies and initiatives throughout the sales process and builds customer loyalty through service excellence. The position manages local social catering sales for the hotel, develops and executes sales strategies and business processes, and works with hotel sales, marketing, operations, and food and beverage teams to coordinate sales efforts and deliver successful events. It involves soliciting business, managing budgets and forecasts, developing catered-event offerings, negotiating contracts, and maintaining customer satisfaction before and during programs and events. Other duties may be assigned to meet business needs.

Requirements

Excellent customer service skills.
Excellent verbal and written communication skills.
Ability to effectively present information to individuals or groups.
Proficiency with Microsoft Office programs, Marriott systems, SFAweb, and CI/TY.
Ability to sit or stand for extended periods.
Ability to communicate clearly.
Corrected vision to the normal range.
Ability to drive or transport oneself and others.
Ability to travel domestically and internationally.
Ability to make sound judgments quickly.
Ability to manage multiple tasks and make appropriate progress toward deadlines.
Ability to work independently, take direction, and provide direction to others.
Ability to manage differing personalities within the office, hotel, and community.
Ability to maintain the highest degree of confidentiality.
Ability to work effectively in stressful, high-pressure situations.
Ability to handle workplace challenges effectively, including anticipating, preventing, identifying, and solving problems.

Nice To Haves

Four-year bachelor’s degree preferred.
Catering sales and/or convention services experience preferred.
Familiarity with local markets preferred.

Responsibilities

Identify, qualify, and solicit new catering business to achieve individual and hotel revenue goals.
Coordinate definite group business.
Generate banquet event orders and process billing, rooming lists, and group resumes.
Solicit affiliate business associated with citywide events.
Assess market conditions, competitors, economic trends, supply, and demand, and develop sales approaches accordingly.
Maximize revenue by up-selling packages and creative food and beverage offerings.
Identify and implement process improvements and best practices.
Understand the hotel’s primary target customers and their service expectations.
Support successful hotel performance by increasing revenue, controlling expenses, and providing a return on investment for the owner and business.
Manage the hotel’s sales efforts for local social catering business and respond to incoming catering opportunities.
Close the best opportunities for the hotel based on market conditions and hotel needs; negotiate contracts using effective negotiation and creative selling skills.
Design, develop, and sell creative catered events.
Develop and manage catering sales revenue and operating budgets, and provide forecasting reports.
Identify and help sell, implement, and follow through on catering promotions.
Promote accountability and execute sales strategies and business processes.
Execute and support customer service and hotel brand standards, including the brand’s daily service basics.
Support operational aspects of booked business, including proposals, contracts, and customer correspondence.
Collaborate with property sales and marketing colleagues and other hotel departments so sales efforts are coordinated and complementary.
Develop close working relationships with operations to support execution of hotel strategies.
Work with the management team to create and implement a catering sales plan addressing revenue, customers, and the market.
Work with the property’s food and beverage team to develop menus that drive sales.
Interact effectively with vendors, competitors, the local community, catering associations, and hotel departments, including Sales, Kitchen, and Events, to ensure guest satisfaction.
Ensure seamless turnover of business between sales and operations while consistently delivering a high level of service.
Understand customers’ businesses, issues, and concerns to offer suitable business solutions before and during programs or events.
Deliver exemplary customer service to support customer satisfaction and loyalty before and during programs or events.
Understand customer needs and recommend appropriate features and services while building customer relationships and exceeding expectations.
Monitor resolution of guest issues arising from the sales process and channel issues to property leadership or other appropriate stakeholders.
Perform other duties as assigned to meet business needs.