Senior Catering Sales Manager

Emory Conference Center Hotel (Crestline Hotels and Resorts)•Atlanta, KS

3d•$65,000 - $75,000

About The Position

The Senior Catering Sales Manager sells, plans, and oversees hotel catering 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 strong customer service and building repeat business and relationships. The position is responsible for developing catering business, managing client relationships and event details, coordinating with hotel departments and outside vendors, and ensuring successful event execution. The role also supports revenue planning, sales goals, accurate records and reporting, and the efficient operation of the catering team.

Requirements

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

Nice To Haves

Bachelor’s degree preferred.

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, sales strategies, promotions, meeting-space layouts and capacities, and catering menus and pricing.
Conduct proactive sales efforts, including outside sales calls, prospecting, mailings, referrals, and networking.
Work with the Director of Sales and Marketing to create action plans for proactive catering sales initiatives and help develop profitable menus.
Coordinate catering support services with off-site vendors, including flowers, entertainment, linens, china, and decorations.
Plan site inspections and client visits, communicating accurate details to hotel departments in advance.
Participate in trade shows and community, professional, and industry organizations as needed to maintain the hotel's visibility and develop business.
Participate in associations that support continuing education and future business.
Respond to assigned RFPs from all channels; prepare and send proposals, collateral, and menus; follow up with prospective 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, room setup, audiovisual requirements, rooming lists, and meeting agendas.
Ensure group resumes and BEOs are accurate and provide relevant information to hotel departments with sufficient planning time.
Attend regular meetings with operations, food and beverage, and banquet departments to review upcoming events and share updates.
Anticipate or respond to group problems and provide timely solutions to customer issues or comments.
Help prepare and coordinate after-hours hotel events, including setup, guest interaction, cleanup, and event support.
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 submit other relevant information to the appropriate departments.
Communicate changes to setup and final counts directly to the Executive Chef, Banquets, and Conference Services.
Perform administrative duties for assigned accounts in compliance with corporate guidelines.
Support coworkers and the team as needed to ensure efficient operations.
Complete special projects and other assigned duties and participate in task forces and committees as requested by management.