Senior Catering Sales Executive (NE)

Marriott•Los Angeles, CA

7d•$42 - $54

About The Position

The Senior Catering Sales Executive handles complex social and local corporate catering opportunities that exceed sales office parameters, such as events of approximately 150 covers. The role provides day-to-day supervision to on-property catering sales associates, contracts and closes local catering and social business, and ensures booked business is handed over to operations properly and promptly for quality service delivery. The position achieves catering revenue goals through active upselling, implements the brand’s service strategy throughout the sales process, and supports customer loyalty through service excellence. The role manages property sales efforts for local corporate and social catering, responds to incoming opportunities, and identifies, qualifies, and solicits new business. It works with management to plan catering sales around revenue, customers, and market conditions; designs and sells catered events and menus; manages revenue and operating budgets; and provides forecasts. The position also supports promotions, contracts, proposals, customer correspondence, service standards, and the resolution of guest issues arising from the sales process. The Senior Catering Sales Executive builds relationships across hotel departments and with external sales channels, customers, vendors, competitors, the local community, and catering associations. The role collaborates with operations to execute property-level strategies and monitors guest satisfaction before and during programs and events. The position is part of Moxy Hotels and Marriott International, which describe Moxy as a lively, playful hotel brand focused on welcoming guests and creating engaging experiences. Marriott states that it is an equal opportunity employer and does not discriminate on protected bases, consistent with applicable law.

Requirements

High school diploma or GED and 2 years of experience in sales and marketing, guest services, front desk, or a related professional area; alternatively, a 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major with no work experience required.

Nice To Haves

2 years of catering sales experience.

Responsibilities

Manage property sales efforts, including local corporate and social catering.
Respond to incoming catering opportunities for the property.
Identify, qualify, and solicit new catering business to achieve personal and property revenue goals.
Solicit affiliate business associated with citywide events from the approved affiliate list provided by the Citywide Sales Executive.
Understand market conditions, competitors, economic trends, supply, and demand, and sell effectively in that context.
Close the best opportunities for the property based on market conditions and property needs.
Use negotiating and creative selling skills to close business and negotiate contracts.
Work with the management team to create and implement a catering sales plan addressing revenue, customers, and market.
Design, develop, and sell creative catered events.
Maximize revenue by upselling packages and creative food and beverage offerings.
Develop and manage catering sales revenue and operating budgets, and provide forecasting reports.
Develop menus that drive sales.
Assist with selling, implementing, and following through on catering promotions.
Execute and support Marriott Customer Service Standards and hotel Brand Standards.
Execute and support operational aspects of booked business, including proposals, contracts, and customer correspondence.
Practice the brand’s daily service basics.
Ensure seamless turnover between sales and operations, and back to sales, while maintaining high service levels.
Monitor resolution of guest issues arising from the sales process and channel issues to property leadership or other appropriate stakeholders.
Maintain performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International.
Handle complex social and local corporate catering opportunities above sales office parameters, such as approximately 150 covers.
Provide day-to-day supervision to on-property catering sales associates.
Contract and close local catering and social business, and confirm timely and proper handoff for quality service delivery.
Achieve catering revenue goals by actively upselling business opportunities.
Implement the brand’s service strategy and applicable brand initiatives throughout the sales process, supporting customer loyalty through service excellence.
Perform other duties as assigned to meet business needs.
Collaborate with off-property sales channels, including the Sales Office, Area Sales, and Enterprise Sales Team, to coordinate complementary, non-duplicative sales efforts.
Interact effectively with sales, kitchen, vendors, competitors, the local community, catering associations, and other hotel departments to monitor guest satisfaction.
Deliver exemplary customer service to support customer satisfaction and loyalty, assisting customers and monitoring satisfaction before and during programs or events.
Understand customer needs and recommend appropriate features and services that meet or exceed expectations while building relationships and loyalty to Marriott.
Understand the property’s primary target customer and service expectations, as well as customers’ businesses, issues, and concerns, to offer appropriate solutions before and during programs or events.
Develop close working relationships with operations to execute strategies at the property level.