Franchised Catering Sales Manager - Full-time / Part-time

Additional Information: This hotel is owned and operated by an independent franchisee, Urgo Hotels & Resorts. The franchisee controls all aspects of the hotel’s employment policies and practices, including the selection and hiring process. If you accept a position at this hotel you will be employed by a franchisee and not by Marriott International.

Job Description:

Market and supervise food, beverage, meeting room rental and other banquet services.  Develop and foster catering business through direct sales.  Assist the Director of Sales and/or Director of Catering Sales to achieve the highest possible revenues.

ESSENTIAL FUNCTIONS

CATERING SALES

• Sell and negotiate catering and banquet services. 
• Qualify leads and prospects gained from cold calls, sales blitzes, National Sales Office and other sources.
• Cultivate lead sources.  Network with fellow Sales Managers on leads.  Distribute leads to sales managers in other Urgo managed hotels, when appropriate.
• Local travel to conduct sales calls and participate in trade shows (local/regional) as listed in Marketing Plan and Action Plans.
• Conduct tours of the hotel and banquet facilities and expose clients to facilities and services.
• Negotiate food & beverage prices, meeting room rental, room rates, and other hotel services.
• Finalize food, beverage and meeting room set-up requirements with client.
• Communicate with executive and banquet chef, banquet service team, F&B Manager, and/or catering staff.
• Confirm agreement with client and all affected departments in writing via Catering Sales contract or BEO.
• Communicate with Banquet Supervisor and other vendors to ensure proper delivery of product and services.
• Forecast individual booking revenues and cancellations.  Accurately track consumption on all bookings.
• EnsureGroup Meetings section of hotel website is accurate for eSales and eEvents promotions.  Monitor daily.
• Assist the Director of Catering Sales and/or Director of Sales with the implementation and achievement of the Catering Department Marketing Plan.
• Assist the client in menu planning.  Coordinate food, beverage, meeting room set-up, decorations and other services as requested by the client.  Ensure all requirements are communicated and completed to the clients specifications.
• Source and develop potential accounts; update and maintain all forms of account files.
• Complete weekly sales reports.  Submit to Director of Catering or Director of Sales.
• Establish and maintain close contacts with top accounts and target accounts, through phone calls, tours, appointments, correspondence and entertainment.  Assess their current and future needs.  Network with prospects to uncover other decision-makers.
• Communicate to and coordinate with other hotel departments and personnel all event information necessary for professional execution of commitments.
• Maintain accurate sales files and trace system on top accounts and target accounts.
• Perform sales tasks and goals as outlined in the marketing plan.
• Attend and participate in weekly sales meetings, training seminars, and other meetings as requested by the Director of Sales and/or Director of Catering.
• Maintain good rapport with clients.  Work closely with other departments to coordinate details, special requests and VIP packages.
• Develop and maintain rapport with competitor hotels, City Convention and Visitors Bureau, Chamber of Commerce, lead sources and clients. 
• Participate in community activities, employee functions, and guest events.

TECHNICAL SKILLS

• Desire and ability to perform direct outside sales.
• Excellent verbal and written skills.
• Able to communicate and interact with both external and internal customers.
• Communicate effectively with all levels of staff and multi-disciplines (eg: banquets, kitchen, sales, production crews, vendors, etc).
• Able to use advanced computer systems (client tracking, inventory control, forecasting tools).  PC literate with a working knowledge and applications of MS Word, Excel, Delphi, Hotel Sales Pro, STS, etc.
• Knowledge of hotel structure, floor plans, dimensions, and banquet/meeting room set-ups and capacities for each.
• Goal-oriented and creative personality.

ASSOCIATE RELATIONS

• Ability to work as a team player with all levels of hotel staff.
• Be readily available & approachable for all team members. 
• Extend professionalism and courtesy to team members at all times.
• Celebrate and foster decisions that result in successes as well as failures.

GUEST RELATIONS

• Be readily available/ approachable for all guests.
• Accommodate guest special requests.
• Answer guest questions regarding local area facilities and services.
• Take proactive approaches when dealing with guest concerns. 
• Extend professionalism and courtesy to guests at all times.

OTHER REQUIREMENTS

• In addition to performance of the essential functions, this position may be required to perform a combination of supportive functions, determined by the GM:  
• The hotel operates 7 days a week, 24 hours a day.  Schedules must accommodate fluctuating business demands and associates may be asked to work shifts other than those they prefer or normally work.
• Carry out all reasonable requests by leadership team.
• Comply with department uniform and appearance standards.
• Participate in Manager on Duty coverage program requiring weekend stay-over.

This company is an equal opportunity employer.

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