Senior Catering Sales Manager

Crestline Hotels & Resorts•Atlanta, GA

About The Position

The Senior Catering Sales Manager sells, plans, and oversees hotel events to meet or exceed revenue and profit goals. The role collaborates with the Director of Sales and Marketing on the direction of the catering sales team and serves as the liaison between customers and hotel sales and operations departments, delivering excellent customer service and fostering repeat business and relationships. The position also provides guidance and coaching to junior team members and supports coworkers as needed.

Requirements

High school diploma or GED and four to seven years of hotel and/or conference center sales experience, with extensive knowledge of and ability to coordinate wedding ceremonies and receptions; or an equivalent combination of education and experience.
Leadership ability, including providing guidance, training, and coaching to junior team members.
Outstanding customer service skills and the ability to engage with guests and associates in an attentive, friendly, courteous, service-oriented manner.
Excellent written and verbal communication skills.
Ability to negotiate, sell, and influence clients and meeting attendees.
Knowledge of event planning, hospitality, and hotel industry operations.
Ability to travel to area businesses and accounts to meet clients and/or solicit business as needed.
Ability to listen to, understand, and clarify inquiries from guests, staff, and corporate officers.
Strong organizational and time-management skills, including the ability to multitask and prioritize responsibilities.
Ability to handle sensitive material with discretion and confidentiality.
Attention to detail and ability to work independently and as part of a team, making decisions based on operating procedures and guidance from the Director of Sales and Marketing.
Ability to anticipate, prevent, identify, and resolve problems; show initiative in anticipating guest and operational needs.
Ability to maintain attendance and punctuality standards and work varying schedules that include evenings, weekends, holidays, and extended hours as business dictates.
Ability to use computer programs such as Word, Excel, MICROS, and a property management system.

Nice To Haves

Bachelor’s degree.

Responsibilities

Sell catering events; solicit and service new and existing accounts; develop relationships; and follow up on leads in assigned markets.
Develop and enhance relationships with key group and catering clients to maintain and grow market share.
Maintain current knowledge of property offerings, food and beverage minimums, room rental and hotel rates, strategies, promotions, meeting-space layouts and capacities, and catering menus and pricing.
Conduct proactive sales efforts, including outside sales calls, prospecting calls, mailings, referrals, and networking.
Work with the Director of Sales and Marketing to create action plans for proactive catering sales initiatives.
Assist in developing profitable menus.
Coordinate catering support services with off-site vendors, including flowers, entertainment, linens, china, and decorations.
Plan and communicate details for hotel site inspections and client visits to relevant departments.
Participate in trade shows and community, professional, and industry organizations as needed to maintain hotel visibility and exposure.
Join and participate in associations that support continuing education and future business development.
Respond to assigned RFPs received through all channels, including websites, direct inquiries, third-party lead sites, and walk-ins.
Create and send proposals, collateral, and menus; follow up with potential clients; and log activity in Delphi.
Negotiate and draft contracts and banquet event orders (BEOs).
Plan and detail booked events and oversee each function.
Obtain final booking details from clients, including food and beverage selections, room setup, audiovisual requirements, rooming lists, and meeting agendas.
Ensure group resumes and BEOs are accurate and provide relevant information to hotel departments with adequate planning time.
Participate in regular meetings with operations, food and beverage, and banquet departments to review upcoming event documents and provide group and event updates.
Anticipate or respond to group problems and resolve customer issues or comments efficiently to ensure a quality experience and encourage future business.
Help prepare and coordinate after-hours hotel events, including setup, guest interaction, cleanup, and event execution.
Prepare specialized reports as needed and maintain accurate, comprehensive sales records and files.
Monitor budgeted revenue goals and help develop plans and actions to generate business; achieve sales goals.
Ensure guest checks, payments, master folios, and advance deposits are submitted to accounting, and forward other useful or necessary catering information to the appropriate departments.
Communicate changes to setup and final counts to the Executive Chef, Banquets, and Conference Services.
Perform administrative duties in compliance with corporate guidelines.
Provide backup and support to coworkers and the team to help ensure efficient operations.
Complete special projects and other assigned duties and participate in task forces and committees as requested by management.