Catering Sales Manager

Marriott•San Antonio, TX

9d•$50,000 - $65,000•Onsite

About The Position

This position is responsible for revenue maximization and control of expenses through effective negotiation of services and accurate forecasting. The role ensures the successful execution of all meetings and events to maintain customer loyalty and encourage future business. It involves direct selling and solicitation of customers for day meeting business.

Requirements

Minimum of two years of college-level courses with an emphasis on business or communications.
At least three years of experience at a supervisor/manager level in guest contact areas of the hospitality industry.
Minimum two years previous experience in catering or event planning required.
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
Ability to write routine reports and correspondence.
Ability to speak effectively before groups of customers or associates of the organization.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to apply concepts of basic algebra and geometry.
Must be able to make appropriate judgments regarding the solving of practical problems and deal with a variety of concrete and abstract variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
Must be knowledgeable in all aspects of the catering and events business, including service, room styles, and services offered, menu design, set up and tear down.
TIPS – TABC Serve Safe Certification
Texas Food Handler’s Card Certification
Regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; talk or hear; and taste or smell.

Nice To Haves

Bachelor’s degree in hotel management, business administration, marketing or communications preferred.
Hotel experience preferred.
Certified Meeting Planner (CMP) designation a plus, but not required.

Responsibilities

Direct sales of day meeting packages with established annual goals and call activity.
Represent the hotel to customers in executing negotiated group sales agreements, including food and beverage, and associated products and services. This involves negotiation of pricing, terms, and conditions for products, labor, and services not explicitly in the master agreement.
Negotiate service agreements with companies and organizations affiliated with group business, and negotiate vendor partner agreements.
Direct customer services through site visits, board meetings, menu testing, and planning meetings for definite and potential groups.
Assist the event management team in the execution of negotiated group sales agreements.
Prepare reports, correspondence, and analysis related to group activity, including activity checklists, call reports, forecast evaluations, menu proposals, written customer correspondence, banquet event orders, post-event reports, and internal memos.
Direct guest room, meeting, and event logistics to respective departments and team members.
Manage customer relationships proactively regarding payment structure, room block management, food and beverage, public room rental and exhibit hall fees, incremental and affiliate revenue streams, performance damages, and the master billing process.
Analyze customer service and product needs and financial issues of in-house groups, authorizing appropriate resolution of customer concerns while maintaining profitability.
Participate in discipline-specific meetings such as department head, group pick-up, menu review, pre-convention, and post-convention meetings.
Participate in other internal and external meetings as directed by the Director of Sales and Marketing.
Bring new business to the establishment.
Prospect for new business and clientele through direct solicitations and by attending networking events and conferences.
Stay current on catering trends and tourism.
Identify areas to increase revenue per square foot by creating special add-on services, upgrading menus, or optimizing scheduled events.
Handle multiple customer and operational demands with professionalism and time-sensitive deadlines.
Operate independently with a high degree of autonomy, requiring excellent time management and self-motivation.
Maintain hotel product and industry knowledge, including staffing, operations, safety, security, structural aspects, terminology, fire, police, and health codes, hotel policies, and city ordinances.
Perform quantitative processing of data using office equipment, mathematical computations, and analytical skills for financial, forecasting, and space utilization calculations.
Utilize computer systems efficiently, including Microsoft Word, Excel, Access, Delphi, Market Vision, Internet, CMX, and MGS.
Read, write, and speak English to comprehend guest requests, memos, proposals, and correspondence.
Operate electronic devices such as copy machines, slide projectors, microphones, computers, portable radios, and pagers.
Complete contracts in compliance with all checklists, standards, and hotel policies.
Utilize interpersonal skills to ensure overall guest satisfaction.
Work under pressure and manage stressful situations during busy periods.