|Train, supervise and work with all catering staff, in order to solicit and book banquet and catering functions that ensure customer satisfaction and maximize hotel revenue and profitability. |
Maintains a minimum 100% achievement of revenue goals on a quarterly basis. Determines the customer's needs, space availability, meeting details and food and beverage requirements. Details all social events.
Evaluate profitability, timeliness, and desirability of the business. Negotiate pricing and aggressively and immediately closes the sale. Responsible for maximizing revenues as well as maximizing function space usage and profitability.
Must practice superior sales skills that result in building/maintaining of professional business relations. The individual must have solid knowledge of Sales Pro or equivalent and the ability to understand book guidelines, and rate parameters.
Responsible for communication and following through with hotel management and outside vendors to ensure the sale commitment is fulfilled. Distribute written communications detailing the needs of the customer and sales commitment (resumes, event orders, ect.). Responsible for establishing customer relationships that will encourage repeat business.
Maintains up to date files to ensure proper coordination of sales commitment as well as customer needs. Analyze and identify booking trends and patterns to maximize revenue opportunities. Attend and participate in daily stand-up meetings, and other meetings as requested. Act as a liaison with competitors, industry associations, keeping abreast of competitor's services, facilities, and accounts to ensure the hotel remains in a competitive position.
Prepare contracts, rate proposals and property information databases. Maintain account files including signed contracts with current direct-bill applications. Work with accounts payable to ensure clients on direct billing are paying in a timely manner. Serve as effective liaison between hotel and accounts regarding billing.
Anticipate guests' needs, respond promptly and acknowledge all guests. Maintain positive guest relations at all times. Participate in hotel and departmental functions for clients and employees.
The position requires professional telephone etiquette; answering phones, ensure messages are detailed, legible and accurate. Adopt and contribute to a positive environment and cooperative spirit with the sales and catering division, as well as participation in hotel and departmental functions for clients and employees.
Facilitate Daily BEO meeting; Responsible for collecting and reviewing BEO's. Review space releases prior to sending to DOSM for final approval. Establish one-on-ones with Catering team. Develop annual catering sales budget with DOSM and Director of F&B.
Develop and directly yearly/quarterly marketing plan to meet and exceed budgeted catering sales goal. Must have the ability to generate new and on-going business through: creation/maintenance of database. Prospecting-at least 25 calls/visits per week (cold calls, referrals, old business) networking-attending at least one civic/professional activity per month
Must be able to direct and maintain the sales process (as outlined by audit program). Return all inquiry phone calls/walk-ins. Conduct tours/entertain potential clients. Create menu presentations for potential clients.
Negotiate/achieve maximum revenue/profit while satisfying clients needs conduct and maintain appropriate trace/follow-up systems for all sales activity close deal and generate appropriate paperwork. Communicate to banquet manager/Chef, the needs of the clients build and maintain potential/existing client database.
Conduct regular sales meeting for catering/hotel sales managers-focus on sales building. Implement and review weekly/monthly sales activity reports from Sales/Catering Managers. Prepare and submit PACE/LOST BUSINESS reports monthly. Send to General Manager and Director of Sales & Marketing.
Coordinate sales efforts between hotel sales department and catering/private dining sales to ensure proper utilization of function space to yield maximum revenues. Review and update menus/packages/upgrades regularly to insure we are satisfying guests' needs and maximizing revenue.
Create appropriate sales collateral and tools for department. Review all banquet event orders and daily/weekly banquet sheets to ensure accuracy. Conduct appropriate weekly communication meetings with operation team to ensure successful events.