Sales & Marketing Manager

Lawry's Restaurants•Newport Beach, CA

4d•$70,000 - $72,500

About The Position

We are looking for a Sales & Marketing Manager to join our team! The Sales and Marketing Manager will be the main point of contact for group and private dining sales and events. He/She will be responsible for promoting and marketing the restaurant by building business relationships, booking group and private dining events, and manage a referral program following the marketing plan which maximizes revenues. The Sales and Marketing Manager will also be responsible for the execution of private dining events from start to finish. ESSENTIAL FUNCTIONS Responsible for all on and off-site catered functions from organization to execution, including delegation of responsibilities. Driving sales and increasing sales including generate new business and maintain contact with present accounts. Manage private dining events and ensures excellence in guest satisfaction through effective training and supervision of co-workers assigned to the event. Identify qualifying business potential, closing business, overcoming objections, negotiating, upselling and understanding the client's needs. Manage business on the books successfully and work pipeline of inquiries, prospects, tentative and definite bookings. Work local Key Influencers including Hotels, Convention & Visitor Bureaus, Chambers, Retail Outlets, Office Buildings and Condo/Apartment buildings. Conduct client visits that are targeted and meaningful to build private dining sales. Build and develop strong client relationships. Knowing and understanding the local market and researching/targeting prospective clients. Handle contracts, negotiations, deposits and final payment of events including account reconciliations as needed. Create floorplans, custom menus, and general event outlines to present to clients. Coordinate and complete Banquet Event Orders (BEOs) and update BEOs as needed. Communicate BEOs on a regular basis with FOH and HOH management teams. Work with management team to ensure proper scheduling of co-workers for events. Review menu and wine/beverage selections with GM, Executive Chef and Wine Director to ensure food and beverage are ordered. Communicate effectively with team to ensure, equipment (such as Audio Visual, power cords, etc.), dinnerware, stemware and glassware, are available for the event and that the setup of rooms (BEOs) are disseminated and executed accordingly. With the General Manager, review Event Sales budget, along with weekly/monthly/quarterly goals to achieve sales goals. Support Lawry's objectives in sales, service, quality, appearance of facility and sanitation and cleanliness through training of co-workers and creating a positive, productive working environment. Work with General Manager to update private dining and events pricing. Attend key guest meetings and private events to maintain visibility. Completely understand the Lawry's Brand including procedures, best practices, standards, specifications, and guidelines. Comply with all of Lawry's employment related policies and procedures and behavior consistent with the company's desire to maintain a workplace free of incidents of co-worker harassment, discrimination, drug or alcohol abuse. Addresses co-worker performance problems immediately and consistently, following the company's progressive disciplinary program. Assures that Lawry's Code of Conduct and Code of Ethics is followed by everyone in their daily activities. Provide evaluation of performance to GM and AGM for completion of annual Performance Reviews of co-workers. Adhere to Lawry's grooming standards. Attend all mandatory co-worker meetings, training, informational and education sessions. Participate in interviewing, hiring and training processes. Prepare all required paperwork, including government forms, reports, performance reviews, and schedules in an organized and timely manner. Follow Lawry's Restaurants operational policy and procedures, including those for safety/security, to ensure the safety of all co-workers and guests. Consistently and sufficiently meet Lawry's standards as an ambassador of the restaurant with our guests, including inspiring the "WOW Factor" level of service, providing and exuding quality, professionalism, positive guest relations, and first class entertainment and performance. Ensure that all guests feel welcome and are given responsive, friendly, and engaging attention at all times. Communicate food quality and service complaints to AGM and GM Investigates and responds to food quality and service complaints, with the goal of turning dissatisfied clients/guests into return clients/guests. Providing active community involvement with a strong presence at events, clubs and organizations by your restaurant and its co-workers. Participates in management meetings to align sales, marketing, and event strategies with overall restaurant goals and revenue objectives. Ensures all private dining, group events, and promotional events are properly staffed to support exceptional guest experiences and operational efficiency. Oversees the organization, inventory, and maintenance of all event-related equipment. Manages and oversees event execution on the floor, acting as the primary point of contact to ensure seamless operations, guest satisfaction, and brand standards are met. Develops, plans, and implements holiday promotions and special events designed to drive sales, increase brand awareness, and attract new and repeat guests. Participates in management meetings to align sales, marketing, and event strategies with overall restaurant goals and revenue objectives. Ensures all private dining, group events, and promotional events are properly staffed to support exceptional guest experiences and operational efficiency. Oversees the organization, inventory, and maintenance of all event-related equipment. Manages and oversees event execution on the floor, acting as the primary point of contact to ensure seamless operations, guest satisfaction, and brand standards are met. Develops, plans, and implements holiday promotions and special events designed to drive sales, increase brand awareness, and attract new and repeat guests.

Requirements

Strong interpersonal skills, excellent verbal and written communication skills.
Ability to communicate effectively within all levels of the organization.
Excellent time management skills and ability to handle multiple projects.
Exceptional people skills, must be able to interact with a diverse array of clients and guests.
Ability to be an Ambassador of the Lawry's brand.
Ability to build a steady client base and interact with the community.
Demonstrate positive supervision and leadership abilities to motivate co-workers to meet and exceed guest service standards.
Passion for hospitality and guest service excellence.
Ability to work independently and in team settings.
Shows confidence, energy, and enthusiasm with a professional, clean appearance, and a friendly, helpful, approachable demeanor.
Well versed in all processes and positions (FOH and HOH).
Satisfactory physical and mental health to perform the requirements of the job, and to work with the public in compliance with applicable foodservice health and safety regulations.
Able to perform the essential functions of the assigned position with or without reasonable accommodation, and within company policy.
High degree of flexibility and the ability to manage multiple projects with a strong attention to detail.
Ability to effectively present information and respond to questions from groups of managers, clients and guests.
Knowledge of the sales process.
Have an understanding of P&L and other financials.
Basic knowledge of wines, vintages and wine pairings, as well as proper handling and storage of wines, and use of bottle opener (i.e. cork-screw and foil-cutter).
Capable of multi-tasking, leading and communicating with others, able to express and exchange ideas in spoken and written English in an above average manner.
Working knowledge of basic computer operations and associated software applications required to accomplish job responsibilities.
Strong math skills.
Demonstrate outstanding organizational and time management skills.
Must exhibit the highest level of professionalism in dealing with sensitive and confidential information.
Must be able to work weekdays, weekends and holidays.
Willingness to work an 11-12-hour day.
Possession of food certifications as required by local, state and federal law.
5+ years of current Restaurant Catering/Event Sales Management experience in an Upscale or Fine Dining environment
High volume experience; must have Catering/Event Sales Management experience in restaurants doing over $7-8 million in sales annually
Strong connection of contacts in the Orange County market is necessary for this position
Outside sales experience required
Basic familiarity with computers, POS systems (Toast) scheduling software and any department specific systems in use.

Nice To Haves

Some college or culinary education beneficial.

Responsibilities

Responsible for all on and off-site catered functions from organization to execution, including delegation of responsibilities.
Driving sales and increasing sales including generate new business and maintain contact with present accounts.
Manage private dining events and ensures excellence in guest satisfaction through effective training and supervision of co-workers assigned to the event.
Identify qualifying business potential, closing business, overcoming objections, negotiating, upselling and understanding the client's needs.
Manage business on the books successfully and work pipeline of inquiries, prospects, tentative and definite bookings.
Work local Key Influencers including Hotels, Convention & Visitor Bureaus, Chambers, Retail Outlets, Office Buildings and Condo/Apartment buildings.
Conduct client visits that are targeted and meaningful to build private dining sales.
Build and develop strong client relationships.
Knowing and understanding the local market and researching/targeting prospective clients.
Handle contracts, negotiations, deposits and final payment of events including account reconciliations as needed.
Create floorplans, custom menus, and general event outlines to present to clients.
Coordinate and complete Banquet Event Orders (BEOs) and update BEOs as needed.
Communicate BEOs on a regular basis with FOH and HOH management teams.
Work with management team to ensure proper scheduling of co-workers for events.
Review menu and wine/beverage selections with GM, Executive Chef and Wine Director to ensure food and beverage are ordered.
Communicate effectively with team to ensure, equipment (such as Audio Visual, power cords, etc.), dinnerware, stemware and glassware, are available for the event and that the setup of rooms (BEOs) are disseminated and executed accordingly.
With the General Manager, review Event Sales budget, along with weekly/monthly/quarterly goals to achieve sales goals.
Support Lawry's objectives in sales, service, quality, appearance of facility and sanitation and cleanliness through training of co-workers and creating a positive, productive working environment.
Work with General Manager to update private dining and events pricing.
Attend key guest meetings and private events to maintain visibility.
Completely understand the Lawry's Brand including procedures, best practices, standards, specifications, and guidelines.
Comply with all of Lawry's employment related policies and procedures and behavior consistent with the company's desire to maintain a workplace free of incidents of co-worker harassment, discrimination, drug or alcohol abuse.
Addresses co-worker performance problems immediately and consistently, following the company's progressive disciplinary program.
Assures that Lawry's Code of Conduct and Code of Ethics is followed by everyone in their daily activities.
Provide evaluation of performance to GM and AGM for completion of annual Performance Reviews of co-workers.
Adhere to Lawry's grooming standards.
Attend all mandatory co-worker meetings, training, informational and education sessions.
Participate in interviewing, hiring and training processes.
Prepare all required paperwork, including government forms, reports, performance reviews, and schedules in an organized and timely manner.
Follow Lawry's Restaurants operational policy and procedures, including those for safety/security, to ensure the safety of all co-workers and guests.
Consistently and sufficiently meet Lawry's standards as an ambassador of the restaurant with our guests, including inspiring the "WOW Factor" level of service, providing and exuding quality, professionalism, positive guest relations, and first class entertainment and performance.
Ensure that all guests feel welcome and are given responsive, friendly, and engaging attention at all times.
Communicate food quality and service complaints to AGM and GM Investigates and responds to food quality and service complaints, with the goal of turning dissatisfied clients/guests into return clients/guests.
Providing active community involvement with a strong presence at events, clubs and organizations by your restaurant and its co-workers.
Participates in management meetings to align sales, marketing, and event strategies with overall restaurant goals and revenue objectives.
Ensures all private dining, group events, and promotional events are properly staffed to support exceptional guest experiences and operational efficiency.
Oversees the organization, inventory, and maintenance of all event-related equipment.
Manages and oversees event execution on the floor, acting as the primary point of contact to ensure seamless operations, guest satisfaction, and brand standards are met.
Develops, plans, and implements holiday promotions and special events designed to drive sales, increase brand awareness, and attract new and repeat guests.
Participates in management meetings to align sales, marketing, and event strategies with overall restaurant goals and revenue objectives.
Ensures all private dining, group events, and promotional events are properly staffed to support exceptional guest experiences and operational efficiency.
Oversees the organization, inventory, and maintenance of all event-related equipment.
Manages and oversees event execution on the floor, acting as the primary point of contact to ensure seamless operations, guest satisfaction, and brand standards are met.
Develops, plans, and implements holiday promotions and special events designed to drive sales, increase brand awareness, and attract new and repeat guests.