Group Sales and Services Manager

Group Sales & Services Manager

Full Job Description

The Group Sales & Service Manager requires outstanding sales and management skills. It involves both selling and planning & executing contracted private party/large group dining events. This position has an array of duties, including conducting personal visits, making prospecting calls, generating leads and more to ensure it meets and surpasses set sales objectives.

Organizational skills and a deep understanding of restaurant operations is required. Extraordinary people skills are necessary in order to efficiently communicate with colleagues and clients. In addition, the Sales Manager must exercise considerable initiative, independent judgment, diplomacy, flexibility, and discretion in the performance of assigned duties. The Group Sales & Service Manager reports directly to the Senior Director of Sales.

Duties & Responsibilities

• Responsible for solicitation and booking of large groups events.
• Clear understanding of event options at each venue.
• Full knowledge of food and beverage products.
• Must understanding FOH and BOH operational procedures/concerns as they relate to large parties.
• Must have complete knowledge of restaurant capabilities.
• Responsible for fielding all incoming calls/inquiries and qualifying their potential on a timely basis.
• Responsible for aggressive prospecting including obtaining leads and making cold calls to prospective clients, as well as organize for follow-up.
• Responsible for scheduling appointments and coordinating meetings to discuss details and requirements for events. Effectively communicate with client and FOH/BOH restaurant staff on all specifications for their event.
• Responsible for scheduling and executing site tours and inspections.
• Provide client with innovative and timely proposals exhibiting thorough knowledge of their needs as pertains to menu selections, beverage preferences, budget, and all aspects of event planning.
• Responsible for proposing cost effective, profitable menus.
• Responsible for writing and pricing contracts based on the booking guidelines.
• Responsible for demonstrating skills and ability to close on sales in accordance with expectations standards and policies.
• Responsible for securing all deposits and payments associated with contracts and follow up with clients regarding A/R and overdue balances.
• Responsible for developing client base resulting in maximum repeat business.
• Establish and cultivate strategic relationships with top accounts and target accounts, through regularly scheduled follow-up and appointments.
• Develop strategic relationships with competitors to generate referral business.
• Responsible for consistently meeting and exceeding weekly, monthly, and annual budgeted sales objectives.
• Responsible for reporting on all production and sales forecasting and other information requested to the Senior Director of Sales on a weekly basis.
• Represent Clique Hospitality and actively participate in professional organizations for target clients when appropriate.
• Keep current on industry trends. Evaluate competition on a bi-annual basis through site inspections, menu pricing etc.
• Responsible for participating in yearly business planning as well as marketing plans to drive sales.

• Solicit private social/corporate events for assigned restaurant locations to meet budgeted company goals.
• Meets or exceeds company budgeted sales goals.
• Respond to incoming leads in a timely and professional manner.
• Consult with clients to determine the objectives and requirements for event
• Plan and executes all aspects of booked events.
• Prepares and sends out formal written proposals based on client’s specifications.
• Finalize and handle all group details once made definite by client and venue management and has hands-on supervision and execution of their event.
• Assigns Group function space effectively to maximize revenue opportunities.
• Meet with clients and potential clients and conduct onsite showings and inspections to promote facilities and services.
• Maintain established client relationships and generate new relationships during event.
• Ensure events are added to Guest Center.
• Ensure events in Tripleseat are updated and closed upon completion.
• Ensure menus, sales deck, standard guest emails, terms and conditions, manager/chef reading, costing/proposal documents, BEOs, and Tripleseat are maintained.
• Weekly sales forecasting and reporting sales efforts.
• Work with the executive chef, management and DOS to ensure all events are accurately costed and deliver profit at company-agreed margins.
• Monitors event activities to ensure client satisfaction and resolution of any problems that arise.
• Direct the setup and teardown and ensures it conforms to client requirements.
• Manage complete billing process for events.
• Attends off site networking events to build clientele.
• Assists and/ or completes additional tasks as assigned.

Knowledge, Skills and Abilities

• 5 years hospitality industry background required, with experience in Private Events, Sales & Catering Departments preferred.
• Extensive knowledge and expertise of the Tripleseat platform preferred.
• Experience in catering and events sales in the Las Vegas market.
• Experience owning, managing, and driving projects forward in a timely manner.
• 3 years of successful restaurant group sales experience.
• Proven track record in all aspects of the sales process:
• Prospecting and obtaining qualified leads.
• Setting appointments
• Writing and pricing proposals & contracts
• Closing sales
• Payments and collections
• On-going event/client management
• Post-event/client follow-up
• Cultivating strategic relationships
• Meeting sales and production targets
• Managing administrative tasks efficiently
• Excellent communication skills (verbal, written, and listening skills)
• Basic computer skills, including Microsoft Office and Booking software

QUALIFICATIONS & SKILLS

• Proof of eligibility to work in the United States.
• Valid Driver’s License & Clean MVR.
• 21+ years of age.
• Possession of or the ability to possess all state required work cards.
• Minimum of three (3) years of restaurant group sales experience.
• Proficient in Windows MS Office, Open Table, Outlook, Tripleseat.
• Result driven with the ability to meet or exceed budgeted sales goals.
• Knowledge of profitability analysis and budgeting, cost of sales, payroll management, purchasing, receiving, inventories and cost controls
• Knowledge of state and local laws as it applies to liquor, labor, and health code regulations
• Experience with POS systems and back office reporting systems
• Familiarity with beer and spirits
• Proper lifting techniques
• Guest relations
• Sanitation and safety
• Safe alcohol service
• Full service restaurant operations
• Ability to communicate effectively and assertively in the English language, both verbally and in writing with staff, clients, and the public

WORKING CONDITIONS

The working conditions described below are representative of those a team member encounters while performing the essential duties and responsibilities of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties and responsibilities of this job.

• Must work in the office when there are no events, remote work is not an option.
• Work indoors and/or outdoors, exposed to hot and/or cold surfaces, steam, and wet floors
• Work in an environment that is subject to varying levels of noise, crowds and smoke, the severity of which depends upon guest volume
• Fast paced, high volume, full service restaurant
• Work varied shifts to include days, nights, weekends and holidays.

Required

• Food Handler Safety Training Card