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Driftwood Hospitality Management · 1 day ago

Catering Sales Manager

Raleigh, NC

Full-time

Onsite

Entry, Mid Level

2+ years exp

Driftwood Hospitality Management is known for its integrated approach to hospitality services and outstanding client service. The Catering Sales Manager will be responsible for soliciting, booking, planning, and coordinating meetings and functions while maximizing banquet space to meet sales goals. This role involves building relationships with clients and ensuring high levels of customer satisfaction throughout the event process.

HospitalityHotelProperty Management

Responsibilities

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

Responds to incoming catering opportunities for the hotel

Proactively identifies, qualifies, and solicits new catering business to achieve personal and hotel revenue goals

Closes the best opportunities for the hotel based on market conditions and hotel needs

Understands competitors’ strengths and weaknesses and knows how to sell against them

Uses negotiating skills and creative selling abilities to close on business and negotiate contracts

Effectively develops relationships within community to strengthen and expand customer base for catering sales opportunities

Effectively manages and develops relationships with key internal and external stakeholders

Ensures a high level of customer satisfaction

Builds and strengthens 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

Conducts site inspections

Creates proposals as required

Creates contracts as required

Possesses excellent telephone sales skills

Possesses strong overall sales skills

Understands contract management and legalities

Possesses operational knowledge and/or appreciation of operations challenges

Has basic knowledge of food and beverage compositions

Is knowledgeable of food trends, food and beverage composition, and menu planning. Exercises creativity in designing catering sales solutions

Understands food and beverage forecasting and attrition

Understands need time strategy as developed by the Revenue Management Team (i.e. Director of Sales & Marketing and Director of Catering Sales)

Follows all Free Sell guidelines as specified by the Director of Catering Sales & Director of Sales & Marketing

Follows all sales strategy as specified by the Director of Catering Sales & Director of Sales & Marketing

Understands and achieves team and individual goals

Possesses software knowledge (Microsoft Office, etc.)

Possesses systems knowledge (Delphi, Delphi Diagrams, 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

Ensures a high level of customer satisfaction and builds long terms mutually beneficial customer relationships to support future revenue growth

Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event

Makes presence always known to customer during this process, regardless of which hotel they sit at. Greets customer 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

Displays leadership in guest hospitality and ensures consistent, high-level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share

Sets a positive example for guest relations

Interacts with guests to obtain feedback on product quality and service levels. Effectively responds to and handles guest problems and complaints

Reviews Guest Service Results with leaders. Participates in the development and implementation of corrective action plans

Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement

Utilizes Delphi or other hotel system to capture and manage customer information daily

Applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them. Holds self and others accountable for achieving results

Addresses conflict in a timely manner

Contributes to team results

Deals with change effectively

Makes decisions, including employees/team and commits to a course of action with available information

Eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives. Treats people fairly, with dignity and respect

Works to meet goals in a manner that does not disadvantage other employees or groups

Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual

Listens and responds to others

Is interested in other’s views even if they counter own views

Proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results. Adheres to all standards, policies, and procedures (SOPs, etc.)

Effectively uses sales resources and administrative/support staff

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

Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area 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

Qualification

Catering experienceSales skillsNegotiation skillsDelphi knowledgeFoodBeverage knowledgeCustomer relations skillsInfluence skillsVerbal communicationWritten communicationProblem-solving skillsOrganizational skillsPresentation skills