Sales and Catering Manager

PURPOSE:

To generate top line room and catering revenue for the hotel and meet or exceed budgeted RevPar and quarterly catering revenue expectations. Work closely with the Director of Sales to develop and execute an effective sales plan for targeted vertical markets.

SCOPE:

This position is responsible for the SMERF market (social, military, educational, religious, and fraternal), including wedding room blocks, and for all meeting room only events and inquiries. SMERF group business is measured on group room nights and room revenue; meeting room only events are measured on catering, food and beverage, and meeting room rental revenue. Corporate and all other group business remains with the Director of Sales.

RESPONSIBILITIES

• Actively solicits new business opportunities through prospective customers. Uses network channels to open doors to new customers
• Seeks methods and key business activities to penetrate the markets and find profitable ways to bring business to the hotel through phone calls, appointments, tours, written and electronic correspondence, and entertainment.
• Prospects and develops SMERF business, including sports teams and tournaments, faith-based groups, reunions, schools, and fraternal and civic organizations.
• Develops long-term relationships with venues, clients, organizations, and potential clients by maintaining disciplined verbal and written communications. Provide excellent customer service, networking to uncover other decision makers.
• Responsible for responding to RFPs and in-bound inquiries within 24 hours of receipt and in accordance with established corporate guidelines.
• Manages SMERF and wedding room blocks, including contracts, rooming lists, pickup monitoring, cutoff dates, and attrition.
• Manages wedding/ social -related ancillary events, such as rehearsal dinners, brunches, and getting-ready rooms.
• Manages all meeting room only events from initial inquiry through execution, including room setups, menus, banquet event orders (BEOs), food and beverage minimums, deposits, final payments, and handoff to operations.
• Quote pricing, meeting with clients and hotel department managers to plan function details, space requirements, food service and decor.
• Ability to follow set corporate guidelines for preparing contracts and other procedural commitments.
• Comply with corporate guidelines, sales standards, and procedures regarding sales activities and calls.
• Maintains detailed information of all sales activity in the property's CRM system.
• Conducts site tours and is available on-site for weekend events as business requires.
• Resolve guest complaints within scope of authority, otherwise refer the matter to the Director of Sales. Notifies supervisor and/or Security of all unusual events or circumstances.
• Participate in associate functions, client and guest events, and community events to build positive relationships with client decision makers and influencers for the hotel within assigned markets.
• Attend and/or lead weekly sales/operations meetings.
• Complete daily/weekly and monthly sales call reports.