Catering Sales Manager

Sonesta International Hotels Corporation•Austin, TX

About The Position

The Catering Sales Manager (CSM) reports to the Director of Sales and Marketing, and oversees the functions of Catering and Conference Services. The CSM ensures implementation of Sonesta’s service strategy and initiatives and has overall responsibility for executing all property events with a seamless turnover from Catering/CS to operations and back to Catering/CS. The CSM ensures the team meets Sonesta’s customer needs, ensures employee satisfaction, focuses on growing event revenues and maximizes the financial performance of the department. The CSM is responsible for client outreach and education, including entertaining and in-house site visits with new prospects and existing clients.

Responsibilities

Professionally represent the hotel in community and strategic networking events.
Participate as a team player with other Senior Sales Managers.
Provide constructive feedback to all departments and to hotel catering/conference service team.
Actively participates and in DBR, BEO, and resume meetings
Responsible for monthly, quarterly and annual banquet and catering forecasting.
Ensure that function bookings, catering and group resumes, amenity forms, and banquet event orders are prepared and distributed accurately and efficiently.
Ensure meeting and function rooms are properly always maintained liaising with food and beverage outlets regarding reservations and flow of clients.
Be the champion for proper usage of Delphi to ensure data and reports may be extracted. Lead and support catering/cs team to ensure Delphi standards are current and accurate.
Be a leader and role model to all employees.
Assist with the entire catering and conference services team; carry out supervisory responsibilities in accordance with company policies which may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Establishes a sense of urgency with the team to understand and achieve the needs of the hotel.
Works with General Manager, Director of Finance, DOSM, Executive Chef and Sales/Catering/CS team to develop and execute revenue management strategies to maximize space usage while driving higher average checks.
Works closely with Catering/CS team to ensure financial accuracy with forecasting.
Consistently reviews monthly budget and team production to goal.
Ensures that the catering team is properly deployed, is working the correct market segments, and participates in strategic networking activities.
Works with culinary team to ensure pricing of catering menus is consistent with competitive set.
Reviews and responds to results of Meeting Metrix Survey.
Responsible for Banquets and Catering revenue.
Works with DOSM to develop and execute catering strategies presented in the strategic sales plan, implementation and administration of the Catering/CS budget and the establishment of annual seller goals.
Regular analysis of industry intelligence reports (Property forecasting tools, Knowland etc.) Pulls and analyzes appropriate data to develop and recommend appropriate actions.
Develops and approves catering and cs team annual goals, and reviews and revises the goals as needed midyear.
Directly works with the DOSM team to develop strategies for public relations, advertising, marketing/sales providers with responsibility for promoting food and beverage efforts of hotel.
Develop and execute KPI’s against existing and new target accounts to achieve and exceed sales quotas within the assigned segment.
Drive Top Line Revenue.
Work closely with the catering team towards achievement of aggressive both quarterly and annual goals for production and consumption.
Encourages calculated risk-taking to generate incremental revenue and deliver excellent guest service.
Work closely with conference services team towards achievement of food and beverage goals.
Financial Acumen.
Reporting and Analytics.
Knowledge of Hospitality Systems.
Researches and analyzes new products, pricing and services of competition.
Works directly with major groups when high profile and financial impact will be significant
Develops working relationships with outside vendors and establishes prices and service agreements to enhance the event experience and to increase additional revenue opportunities for the property.
Consult with customers in order to determine objectives and requirements for events such as meetings, conferences, and conventions.
Ensure team members receive proper training applicable to their position and career aspirations and in accordance with company policy and/or local laws.
Responsible for monitoring, measuring, and recognizing performance management of team members who directly report to the role and indirect reports.
Support, comply and promote company initiatives, policies and guidelines.
Handle employee issues in a professional, thoughtful and timely manner.
Works with direct reports and across departments to review scheduled events and troubleshoot potential challenges/conflicts.
Utilize and collaborate with resources across different departments. Capable of influencing peer group to perform to their highest standard and establishing a trusting environment to enrich the culture.
Focus on the mission and well-being of the department, hotel, and company as a whole.
Lead by example and operate with integrity and respect.
Inspire your team to embrace and demonstrate our values and GUEST People Standards
Ensures the property is apprised of all groups that will impact property operations.
Sets expectations and holds catering/CS management team accountable for desired service behaviors related to product and service delivery.