Catering Sales Manager

Starwood Hotels•Austin, TX

19d•Onsite

About The Position

The Catering Sales Manager is responsible for achieving set individual and team revenue goals that support the hotels financial, business and marketing objectives for the sale, planning and coordination of group meetings, social events and planned food and beverage functions. Consistently strive to maximize revenue and promote hotel relationships through effective negotiation of services and prices in the property’s continuing effort to deliver outstanding guest service and financial profitability. Responsible for achieving individual and team revenue goals by developing and executing a sales strategy to prospect and solicit new accounts and further develop existing accounts. Target and win over business via outside sales calls, hosting site inspections and meeting planner meetings, cold calling and emailing, networking, attending industry and association events. Prospect, solicit and close new business as well as maintain repeat client’s needs and maximize revenues. Handle all major events and VIP clients. Sell catering menus which meet the client’s needs and maximize revenues and periodically review and adjust menus to ensure product and brand consistency. Ensure regular, ongoing communication occurs (e.g. daily rallies, divisional/departmental meetings, attendance at regular and ad hoc hotel meetings). Attend departmental and sales meetings to review activity and performance. Meet with clients to work out the details of their functions. Escort clients through the property and highlight features of facility as well as available services. Consult in full service event planning and finalize contracts, estimate sheets with clients in accordance with standards. Work closely with operational departments in planning and coordination of events and to establish policy standards, procedures, operational guidelines, service standards, menu and product ideas. Ensure proper controls are in place and polices are established and followed by all team members. Confirm payment, guarantees, set-ups and signed contracts and changes with clients. Generate and distribute detailed Banquet Event Orders according to client contract. Review and inspect function rooms and displays for conformance to brand standards and client requirements. Monitor guest feedback and performance data to optimize guest engagement and retention and take appropriate corrective action. Stay informed of market trends and introduce new products and services to drive guest engagement, increase revenue and ensure a competitive position in the market. Identify opportunities to optimize performance and create value by challenging existing processes, encouraging innovation and driving necessary change. Establish and maintain open, collaborative relationships and ensure direct reports do the same. Utilize interpersonal and communication skills to lead, influence and inspire others; advocate sound business decisions; demonstrate honesty and integrity; lead by example.

Requirements

A post-secondary diploma or degree in a field of study related to this profession.
2 years of experience in a comparable position and/or an equivalent combination of education and experience.
Detailed Events and Food and Beverage knowledge.
Demonstrated strong leadership and selling skills.
Proven achievements in selling, optimizing guest and team member engagement and financial performance.
Strong time management skills.
Well versed in Events and Food & Beverage financial aspects.
Experience successfully leading in a fast-paced environment and prioritizing demands.
Strong interpersonal and guest relations abilities, a flexible, dynamic and positive demeanor.
Must function optimally in a team environment.
Well versed in Sales & Marketing and Revenue Management financial aspects.
Ability to identify and solve problems.
Professional & appropriate business appearance and demeanor aligned with the 1 Hotel brand and culture.
Excellent verbal and written communication skills.
Strong attention to detail.
Passion for hospitality and food & beverage.
Minimum of 4 years of similar work experience.
An expert in Catering & Events, a strong leader, natural salesperson and a proven track record in guest and team member engagement and financial performance.
Excels at communication, both verbal and written.
Flexible and willing to work a flexible schedule including days, evenings, weekends and holidays.

Nice To Haves

Preferred prior experience in a quality luxury hotel brand; specifically in Sales & Marketing.
Preferred prior experience with Delphi and HMS or similar Property Management System.
Knowledge of hotel structure and interaction between departments.
A post-secondary diploma or degree would be a plus.

Responsibilities

Achieve set individual and team revenue goals.
Develop and execute a sales strategy to prospect and solicit new accounts and further develop existing accounts.
Target and win over business via outside sales calls, hosting site inspections and meeting planner meetings, cold calling and emailing, networking, attending industry and association events.
Prospect, solicit and close new business as well as maintain repeat client’s needs and maximize revenues.
Handle all major events and VIP clients.
Sell catering menus which meet the client’s needs and maximize revenues.
Periodically review and adjust menus to ensure product and brand consistency.
Ensure regular, ongoing communication occurs (e.g. daily rallies, divisional/departmental meetings, attendance at regular and ad hoc hotel meetings).
Attend departmental and sales meetings to review activity and performance.
Meet with clients to work out the details of their functions.
Escort clients through the property and highlight features of facility as well as available services.
Consult in full service event planning and finalize contracts, estimate sheets with clients in accordance with standards.
Work closely with operational departments in planning and coordination of events and to establish policy standards, procedures, operational guidelines, service standards, menu and product ideas.
Ensure proper controls are in place and polices are established and followed by all team members.
Confirm payment, guarantees, set-ups and signed contracts and changes with clients.
Generate and distribute detailed Banquet Event Orders according to client contract.
Review and inspect function rooms and displays for conformance to brand standards and client requirements.
Monitor guest feedback and performance data to optimize guest engagement and retention and take appropriate corrective action.
Stay informed of market trends and introduce new products and services to drive guest engagement, increase revenue and ensure a competitive position in the market.
Identify opportunities to optimize performance and create value by challenging existing processes, encouraging innovation and driving necessary change.
Establish and maintain open, collaborative relationships and ensure direct reports do the same.
Utilize interpersonal and communication skills to lead, influence and inspire others; advocate sound business decisions; demonstrate honesty and integrity; lead by example.