Catering Sales Manager-The Richardson Hotel-Buffalo NY

Hotel Equities•Buffalo, NY

6h•Onsite

About The Position

Hotel Equities is seeking a Catering Sales Manager for The Richardson Hotel in Buffalo, NY. The primary purpose of this role is to meet and exceed revenue goals by developing new accounts and growing current hotel accounts through a profitable and win-win selling approach. The ideal candidate will provide warm, knowledgeable service and helpful guidance to guests, reassuring them they have made the right choice. This role involves achieving a minimum of 90% of productivity goals and 100% of activity goals. Key responsibilities include direct sales targeting high revenue potential, managing key accounts to identify revenue growth opportunities, and developing new accounts by capturing competitor business through networking and research. The position also requires acquiring referrals from existing accounts, planning and implementing targeted account development strategies, and prospecting for new business through telemarketing and innovation. Yield management techniques will be used to profitably negotiate room rates and function space. Strong account service and management are essential, including maintaining well-documented files, developing customer relationships through frequent communication, and promptly following up on customer needs. Product knowledge will be gained through market research and analysis. Time management is crucial, with a focus on dedicating at least 90% of work time to direct sales efforts. Professionalism includes controlling expenses, representing the company with integrity, and exhibiting a positive team attitude with open communication across all hotel departments. A neat, clean, and business-like appearance is expected at all times.

Requirements

High School diploma /Secondary qualification or equivalent.
Experience with Marriott, Hilton, IHG, Wyndham or Hyatt processes and standards.
Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.
Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions.
Understand and follow verbal/written instructions.
Work on more than one task at a time.
Develop strong internal and customer relationships.
Set and manage priorities and plan activities in advance.
Solve problems and make sound business decisions.
Respond to coaching, feedback and training.
Strong and effective sales skills.
Must have own reliable transportation and possess a valid state drivers license in order to make sales calls.

Nice To Haves

Being passionate about people and service.
Strong communication skills are essential when interacting with guests and employees.
Reading and writing abilities are used often when completing paperwork, logging issues/complaints/requests/ information updates, etc.
Basic math skills are used frequently when handling cash or credit.
Problem-solving, reasoning, motivating, and training abilities are often used.
Have the ability to work a flexible schedule including nights, weekends and/or holidays

Responsibilities

Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.
Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan.
Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.
Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business.
Acquires referrals from existing accounts: Follows up on all leads within 48 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to other Greenwood hotels.
Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts.
Continually targets and prospects for new business through telemarketing, individual creativity and innovation.
Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance.
Maintains well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner.
Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction.
Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues.
Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner.
Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.
Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 90% work time on direct sales efforts.
Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.
Represents themselves, the hotel and Company with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times.
Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel.
Displays a neat, clean, and business-like appearance at all times.