Sales Manager

Pyramid Global Hospitality • Fort Wayne, IN

8d

About The Position

The Catering Sales Manager directs, coordinates, trains, and supervises Banquet and Catering Support staff. The role develops existing accounts and secures new accounts to maximize hotel revenue, while reviewing and analyzing sales and marketing methods to increase business. The manager develops sales plans, manages client relationships and event revenue, and coordinates with food and beverage and hotel staff to ensure successful execution of catered functions. The position also oversees assigned groups’ experiences from file turnover through post-event follow-up, including room blocks and meeting space.

Requirements

• Post-high-school education, or one to two years of related experience and/or training in hotel sales or a related field, or an equivalent combination of education and experience.
• Highly developed customer service skills.
• Ability to handle sensitive and confidential information discreetly and professionally.
• Ability to identify sales opportunities.
• Strong problem-solving and customer service skills, including the ability to solve problems without direct supervision.
• Excellent time-management and organizational skills.
• Excellent verbal and written communication skills.
• Ability to track actions and follow through on processes.
• Strong computer skills, including proficiency with Microsoft Office Suite: Outlook, Word, PowerPoint, and Excel.
• Strong attention to detail and ability to set priorities, multitask, and meet deadlines.
• Ability to understand competitive and market changes and adjust sales plans and strategies.
• Ability to work effectively with internal and external customers, using patience, tact, and diplomacy when needed.
• Ability to read, analyze, and interpret journals, financial reports, and sales and catering agreements or contracts; respond to customer inquiries or complaints; and present information to groups or individual accounts.
• Ability to calculate discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Ability to solve practical problems and interpret instructions in written, oral, diagram, or schedule form.
• Valid state driver's license, good driving record, and reliable personal transportation for sales calls.
• Ability to meet the physical demands of the role, including occasionally lifting or moving up to 10 pounds.

Nice To Haves

• Bachelor’s degree in Hotel Management, Business Administration, Marketing, or Communication.
• Previous experience in a four- to five-star or boutique hotel.
• Delphi experience.

Responsibilities

• Develop knowledge of company banquet food-service standards, maintain best practices and service initiatives, and ensure the Banquet team adheres to applicable policies.
• Monitor market conditions and revenue opportunities, and develop proactive sales strategies.
• Establish individual sales plans and goals for corporate and social catering.
• Monitor and analyze production of top accounts, evaluate market trends, maintain prospect information, and independently solicit and book business.
• Develop strategies to increase competitive share when hotel revenue penetration goals are not met.
• Review market analyses to assess customer needs, sales potential, pricing, and discount rates, and develop catering sales campaigns.
• Analyze and control division expenditures in accordance with budget requirements.
• Develop clients and key relationships, identify target markets and sales products, and work toward meeting or exceeding revenue goals.
• Adapt sales plans to changes in the competitive landscape, market, and economy.
• Coordinate with food and beverage and hotel staff to ensure proper execution of catered functions.
• Conduct client visits and participate in industry events.
• Plan and design catered events, and develop contracts, proposals, and customized menus that meet client needs and financial goals.
• Conduct site inspections and tastings, and greet clients before functions or events as needed.
• Inspect meeting rooms daily to ensure setups are correct.
• Communicate and report to management about new and lost business, customer and operational issues, discounted events, and specialized room setups.
• Attend and participate in regular BEO meetings.
• Generate 30-, 60-, and 90-day banquet and catering revenue forecasts.
• Lead pre-event and post-event meetings for assigned groups and address operational challenges with property staff and customers.
• Manage customer budgets to maximize revenue and meet customer needs.
• Oversee customer experiences from file turnover through the post-event phase and turnover back to sales.
• Manage group room blocks, meeting space, and revenue and profitability for assigned groups.
• Carry out supervisory responsibilities in accordance with organizational policies and applicable laws.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED