Sales & Catering Manager (Hilton Garden Inn Crabtree)

WINWOOD HOSPITALITY GROUP•Raleigh, NC

11d

About The Position

Responsible for maximizing hotel revenues and profits through prospecting, new business development, growth of existing accounts and overall account management within the assigned market segment; provides support to other Managers within the department as needed. Ensures there is an acceptable level of business on the books for future months within assigned market segment(s). Provides timely and accurate communication with all operations departments for successful execution and service of groups and events. Provides exceptional level of service to clients, hotel guests, and hotel team members.

Requirements

Ideal candidate will have 2-5 years of experience in Hospitality sales
Must possess strong leadership, communication, and guest interaction skills
Ability to operate within a fast paced, ever-changing environment while maintaining a positive and cheerful attitude
Required to understand sales contracts, files, room inventories/categories, function space capabilities and have excellent sales, planning, and organizational skills
Working knowledge of MS Word, Excel and Outlook, basic Windows based programs
High School diploma or GED.
Six to twelve-months related experience or training; or equivalent combination of education & experience
Ability to read, write, perform mathematical computations such as adding, multiplying Ability to effectively communicate with guests, utilizing tact & diplomacy and solve practical problems.

Nice To Haves

Knowledge of software and property management systems such as Delphi and OnQ preferred.

Responsibilities

Proactively prospect, solicit, qualify, and close new and repeat business opportunities within assigned market segment(s) through various efforts including outside sales calls, site visits, tele-prospecting, effective use of email, social media, referrals, networking, mailings, use of brand and company resources to maximize room and banquet revenue.
Our ultimate goal is to benefit both Hampton Inn & Suites Crabtree and Hilton Garden Inn Crabtree, both hotels in our Crabtree Valley complex, bringing clients, accounts, and guests to both entities while ensuring quality services, efficiency, guest loyalty and the resulting revenues and profitability to the hotel.
Promotes the hotel by maintaining high visibility within the community by attending/hosting trade shows, networking, and industry events.
Display expertise in the following sales skills; Negotiating, Presenting, Prospecting, Writing, Overcoming Objections, and Closing Techniques.
Conduct site visits and respond to Sales inquiries, leads, and walk in appointments.
Prospect for new opportunities and accounts.
Develop networking opportunities through active participation in community and professional associations, activities, and events.
Negotiate rates, food and beverage, function space, dates, overall revenues, and special considerations with future group meeting clients with the goal of meeting both the client’s needs and financial goals of the Hotel.
Know the hotel’s demand segments, sources of business for each, and balance market segments according to supply and demand.
Build, maintain, and grow strong account relationships
Visit and entertain contacts with key accounts regularly
Provides timely follow up to all sales inquiries and customers
Understands how to evaluate business opportunities and how they affect hotel’s GOP • Understands basic revenue management strategies and principles
Responsible for preparing contracts, confirming signature, and establishing method of payment.
Manage cut-off dates, monitor room blocks and adjust accordingly with revenue management. Ensure rooming lists are received and entered by the due date.
Update group pick-up in Delphi and ensure groups meet performance expectations for guest room and catering revenues
Handle BEO and account details for catering groups within assigned market segment
Communicate key information and details to operations departments concerning groups and events to ensure all team members are prepared to service groups at an exceptional level
Ability to multi-task, prioritize, and possess strong time managements skills
Maintain accurate and organized sales files
Utilize Delphi effectively. Update bookings, accounts, and sales activities accordingly to ensure accurate records
Analyze and monitor competition, market trends, demand, and customer needs to continually assess productivity and future business; know the principal competition for each market segment and take advantage of the hotel’s strengths against each competitor
Maintain a positive attitude and friendly manner in all interactions with clients, hotel guests, and hotel team members
Ability and desire to provide an exceptional level of service to clients, hotel guests, and team members
Provide timely follow up with clients after groups/events have concluded. Ensure client had an exceptional experience at the hotel and inquire about future business opportunities Financial
Ability to understand and analyze STAR reports
Contributes to RevPAR growth and RevPAR index growth
Meets or exceeds budgeted room and banquet revenues
Understands revenue management strategies and how they relate to group sales strategy
Maximize revenues by selling all facets of the hotel Associate Team
Maintain a positive attitude and friendly manner in all interactions with clients, hotel guests, and hotel team members
Provides timely and accurate communication with all operations departments for successful execution and service of groups and events.
Set a positive example to team members at all levels when interacting with hotel guests and team members
Assist in implementing sales culture throughout the hotel Human Resource Management
Interacts with all clients, guests, and hotel team members in a professional and hospitable manner
Maintains a positive and cooperative work environment between staff and management
Assists with sales and reservations training of non-sales staff Operations
Participate in MOD rotation
Greet on-site contacts for groups and events to ensure all expectations have been met
Recognizes and reports potential safety hazards, such as broken doors or railings, fire hazards, etc. to appropriate department
Recognizes and reports any areas of the hotel that are not in acceptable condition and that may negatively impact the guest experience
Understands all emergency procedures and how to respond in the event of an emergency
Assist operations team when necessary to ensure a positive client and/or guest experience
Train and use OnQ and Sales systems effectively and accurately
Understands hotel policies and procedures. Uses sound judgment when making decisions that could impact operations departments and hotel revenues.
Any other duties assigned by DOS, GM, or Winwood Hospitality Group