Catering Sales Manager

Catering Sales Manager

The Catering Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues.

Responsibilities:

• Attend all required departmental meetings.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company and department sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team.
• Meet or exceed set goals.
• Operate the Sales Department within established sales expense budget.
• Saturday office coverage, as scheduled.
• Initiate and follow up on leads.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market.
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
• Meet or exceed sales solicitation call goals as assigned by the Director of Catering.
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
• Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Meet and greet onsite contacts.
• Abide by Prime Selling Time (PST).
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• Review meeting planner evaluations with the Director of Catering to ensure that issues receive follow-up.
• Entertain clients.

Administrative:

• Maintain adequate inventory of office supplies.
• Prepare Banquet Event Orders (BEOS) as per client needs, as assigned.
• Prepare Event floor plans as per client needs, as assigned.
• Field and track all incoming leads, distribute to the Catering and Sales team accordingly.
• Assist Catering Department with the daily operations.
• Follow file turnover process for all assigned definite catering bookings.
• Run Daily Catering and Event Reports and distribute to team
• 14 Daily Events Report (Weekly)
• Change Log (Daily)
• BEO Run (Weekly)
• Daily Events Report (Daily)
• Missing BEO Report (Weekly)
• Create and print all menu cards and event signage.
• Organize BEO book prior to BEO Meeting each day.
• Process purchase orders and coordinate with Accounting.
• Manage and detail any pop up small meeting requests that are turned over to Catering as needed or in tandem with assigned MSE Manager.
• Manage outside Vendor database and update guideline forms yearly.
• Assist in preparation for sales trips/events.
• Create Daily Reader Board.
• Create parking vouchers for events with hosted parking

Qualifications:

Education & Experience:

• At least 3 years of progressive hotel sales experience in the Boston market.

Physical Requirements:

• Flexible and long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move object.

General Requirements:

• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.