Driftwood Hospitality Management
Catering Sales Manager
Driftwood Hospitality Management, San Diego, California, United States, 92189
Job Summary
Solicit, book, plan and coordinate meetings/functions while maximizing the banquet space to meet/exceed sales goals. Utilize prospecting skills and strong business sense to consistently exceed catering revenue goals. Report all Catering activities to the Director of Catering Sales or Director of Sales & Marketing. Support all Corporate and hotel initiatives as needed.
Essential Job Functions
Solicit, negotiate, and book new and repeat business through efforts (sales calls, telemarketing, mailings, networking, etc.) while maximizing banquet space to meet/exceed revenue goals.
Execute a territorial marketing strategy to capture the maximum amount of revenue and meet/exceed sales goals.
Plan, upsell and detail the meeting/function with the client including space requirements, times, equipment, menus, themes/decorations, etc. Complete the contracts, prepare the appropriate paperwork, coordinate with the appropriate areas in the hotel, and resolve any issues, complaints, and problems to ensure quality product delivery and customer satisfaction.
Prepare status and period end reports to keep management abreast of activities.
Maintain up-to-date knowledge of corporate/hotel procedures and products and the competition's product, strengths and weaknesses to continually improve sales strategies and the achievement of goals.
Respond to incoming catering opportunities for the hotel.
Proactively identify, qualify, and solicit new catering business to achieve personal and hotel revenue goals.
Close the best opportunities for the hotel based on market conditions and hotel needs.
Understand competitors’ strengths and weaknesses and know how to sell against them.
Use negotiating skills and creative selling abilities to close on business and negotiate contracts.
Effectively develop relationships within the community to strengthen and expand customer base for catering sales opportunities.
Effectively manage and develop relationships with key internal and external stakeholders.
Ensure a high level of customer satisfaction.
Build and strengthen relationships with existing and new customers to include sales calls (to include outside sales calls), prospecting/solicitation calls, entertainment, bridal shows, etc.
Effectively use sales resources and administrative/support staff.
Conduct site inspections.
Create proposals as required.
Create contracts as required.
Possess excellent telephone sales skills.
Possess strong overall sales skills.
Understand contract management and legalities.
Possess operational knowledge and/or appreciation of operations challenges.
Have basic knowledge of food and beverage compositions.
Be knowledgeable of food trends, food and beverage composition, and menu planning. Exercise creativity in designing catering sales solutions.
Understand food and beverage forecasting and attrition.
Understand need time strategy as developed by the Revenue Management Team.
Follow all Free Sell guidelines as specified by the Director of Catering Sales & Director of Sales & Marketing.
Follow all sales strategy as specified by the Director of Catering Sales & Director of Sales & Marketing.
Understand and achieve team and individual goals.
Possess software knowledge (Microsoft Office, etc.).
Possess systems knowledge (MARSHA, CI/TY, or other similar programs).
Participate in communication and professional organizations to maintain high visibility and promote sales.
Perform special projects and other responsibilities as assigned. Participate in task forces and committees as required.
Due to the nature of the business the individual may be required to do other duties and special projects as assigned by the supervisor.
Ensure a high level of customer satisfaction and build long‑term mutually beneficial customer relationships to support future revenue growth.
Coordinate and communicate verbally and in writing with customers regarding event details. Follow up with customers post‑event.
Make presence always known to customers during this process, regardless of which hotel they sit at. Greets customers during the event phase and hands off to the Convention Services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements.
Display leadership in guest hospitality and ensure consistent, high‑level service throughout all phases of hotel events.
Ensure products and services sold to the Event Planners meet or exceed their expectations, create loyalty and lead to increased market share.
Set a positive example for guest relations.
Interact with guests to obtain feedback on product quality and service levels. Effectively respond to and handle guest problems and complaints.
Review Guest Service Results with leaders. Participate in the development and implementation of corrective action plans.
Emphasize guest satisfaction during all departmental meetings and focus on continuous improvement.
Utilize MARSHA or other hotel system to capture and manage customer information daily.
Hold self and others accountable for achieving results.
Demonstrate commitment to Driftwood Hospitality operating principles and philosophies.
Address conflict in a timely manner.
Contribute to team results.
Deal with change effectively.
Makes decisions, including employees/team and commits to a course of action with available information.
Approaches work with a sense of urgency and purpose.
Allocates time and resources effectively when faced with competing demands.
Overcomes obstacles to accomplish challenging objectives.
Follows through on inquiries, requests, and complaints.
Proactively identifies and develops talent within the organization.
Analyzes candidate’s job‑related themes, skills, and competencies to ensure each placement decision maximizes team dynamics and talent utilization.
Discusses problems immediately with others before they are forgotten or get out of control.
Actively pursues self‑development.
Explains own rationale and thought processes to help employees improve their skills.
Acts independently to improve and increase skills and knowledge.
Demonstrates an awareness of personal strengths and areas for professional improvement.
Shares learning, innovations, and best practices with others.
Is willing to learn from others.
Performs all technical/procedural requirements of the job.
Qualifications Experience
2 or more years of hotel catering experience or similar industry
Proven track record of a consistent ability to provide quality service
Previous leadership experience preferred
CI/TY experience strongly preferred
Skills and Knowledge
Strong verbal and written English communication skills
Knowledge of the Marriott brand policies and procedures
Knowledge of the catering, food & beverage with banquet knowledge
Skills needed to manage the people and variables encountered in the development and implementation of major functions
Computer literate in MS Word, Excel, and PowerPoint
Computer literate with MARSHA preferred or other system used in hotel
Strong communication skills (verbal, listening, writing)
Strong problem‑solving skills
Strong customer and associate relations skills
Strong presentation and platform skills
Strong organizational skills
Strong “closing skills”
Strong ‘persuasion’ skills
Ability to use standard software applications and hotel system
Effective decision‑making skills
Effective influence skills
Physical Demands Frequent walking, standing, sitting, hearing, talking, smiling. Lifting, pushing and pulling of objects weighing up to ten (10) pounds.
Benefits
401(k)
Disability insurance
Employee assistance program
Health insurance
Life insurance
Paid time off
Room Discounts
Employee Food and Beverage Discounts
EEO Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.
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Essential Job Functions
Solicit, negotiate, and book new and repeat business through efforts (sales calls, telemarketing, mailings, networking, etc.) while maximizing banquet space to meet/exceed revenue goals.
Execute a territorial marketing strategy to capture the maximum amount of revenue and meet/exceed sales goals.
Plan, upsell and detail the meeting/function with the client including space requirements, times, equipment, menus, themes/decorations, etc. Complete the contracts, prepare the appropriate paperwork, coordinate with the appropriate areas in the hotel, and resolve any issues, complaints, and problems to ensure quality product delivery and customer satisfaction.
Prepare status and period end reports to keep management abreast of activities.
Maintain up-to-date knowledge of corporate/hotel procedures and products and the competition's product, strengths and weaknesses to continually improve sales strategies and the achievement of goals.
Respond to incoming catering opportunities for the hotel.
Proactively identify, qualify, and solicit new catering business to achieve personal and hotel revenue goals.
Close the best opportunities for the hotel based on market conditions and hotel needs.
Understand competitors’ strengths and weaknesses and know how to sell against them.
Use negotiating skills and creative selling abilities to close on business and negotiate contracts.
Effectively develop relationships within the community to strengthen and expand customer base for catering sales opportunities.
Effectively manage and develop relationships with key internal and external stakeholders.
Ensure a high level of customer satisfaction.
Build and strengthen relationships with existing and new customers to include sales calls (to include outside sales calls), prospecting/solicitation calls, entertainment, bridal shows, etc.
Effectively use sales resources and administrative/support staff.
Conduct site inspections.
Create proposals as required.
Create contracts as required.
Possess excellent telephone sales skills.
Possess strong overall sales skills.
Understand contract management and legalities.
Possess operational knowledge and/or appreciation of operations challenges.
Have basic knowledge of food and beverage compositions.
Be knowledgeable of food trends, food and beverage composition, and menu planning. Exercise creativity in designing catering sales solutions.
Understand food and beverage forecasting and attrition.
Understand need time strategy as developed by the Revenue Management Team.
Follow all Free Sell guidelines as specified by the Director of Catering Sales & Director of Sales & Marketing.
Follow all sales strategy as specified by the Director of Catering Sales & Director of Sales & Marketing.
Understand and achieve team and individual goals.
Possess software knowledge (Microsoft Office, etc.).
Possess systems knowledge (MARSHA, CI/TY, or other similar programs).
Participate in communication and professional organizations to maintain high visibility and promote sales.
Perform special projects and other responsibilities as assigned. Participate in task forces and committees as required.
Due to the nature of the business the individual may be required to do other duties and special projects as assigned by the supervisor.
Ensure a high level of customer satisfaction and build long‑term mutually beneficial customer relationships to support future revenue growth.
Coordinate and communicate verbally and in writing with customers regarding event details. Follow up with customers post‑event.
Make presence always known to customers during this process, regardless of which hotel they sit at. Greets customers during the event phase and hands off to the Convention Services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements.
Display leadership in guest hospitality and ensure consistent, high‑level service throughout all phases of hotel events.
Ensure products and services sold to the Event Planners meet or exceed their expectations, create loyalty and lead to increased market share.
Set a positive example for guest relations.
Interact with guests to obtain feedback on product quality and service levels. Effectively respond to and handle guest problems and complaints.
Review Guest Service Results with leaders. Participate in the development and implementation of corrective action plans.
Emphasize guest satisfaction during all departmental meetings and focus on continuous improvement.
Utilize MARSHA or other hotel system to capture and manage customer information daily.
Hold self and others accountable for achieving results.
Demonstrate commitment to Driftwood Hospitality operating principles and philosophies.
Address conflict in a timely manner.
Contribute to team results.
Deal with change effectively.
Makes decisions, including employees/team and commits to a course of action with available information.
Approaches work with a sense of urgency and purpose.
Allocates time and resources effectively when faced with competing demands.
Overcomes obstacles to accomplish challenging objectives.
Follows through on inquiries, requests, and complaints.
Proactively identifies and develops talent within the organization.
Analyzes candidate’s job‑related themes, skills, and competencies to ensure each placement decision maximizes team dynamics and talent utilization.
Discusses problems immediately with others before they are forgotten or get out of control.
Actively pursues self‑development.
Explains own rationale and thought processes to help employees improve their skills.
Acts independently to improve and increase skills and knowledge.
Demonstrates an awareness of personal strengths and areas for professional improvement.
Shares learning, innovations, and best practices with others.
Is willing to learn from others.
Performs all technical/procedural requirements of the job.
Qualifications Experience
2 or more years of hotel catering experience or similar industry
Proven track record of a consistent ability to provide quality service
Previous leadership experience preferred
CI/TY experience strongly preferred
Skills and Knowledge
Strong verbal and written English communication skills
Knowledge of the Marriott brand policies and procedures
Knowledge of the catering, food & beverage with banquet knowledge
Skills needed to manage the people and variables encountered in the development and implementation of major functions
Computer literate in MS Word, Excel, and PowerPoint
Computer literate with MARSHA preferred or other system used in hotel
Strong communication skills (verbal, listening, writing)
Strong problem‑solving skills
Strong customer and associate relations skills
Strong presentation and platform skills
Strong organizational skills
Strong “closing skills”
Strong ‘persuasion’ skills
Ability to use standard software applications and hotel system
Effective decision‑making skills
Effective influence skills
Physical Demands Frequent walking, standing, sitting, hearing, talking, smiling. Lifting, pushing and pulling of objects weighing up to ten (10) pounds.
Benefits
401(k)
Disability insurance
Employee assistance program
Health insurance
Life insurance
Paid time off
Room Discounts
Employee Food and Beverage Discounts
EEO Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.
#J-18808-Ljbffr