Lead Catering Sales Manager

2 weeks ago

San Francisco, California, United States Marriott Full time
Job Overview

The role serves as the key sales representative for a larger, multifaceted property. Responsible for proactively seeking and managing substantial group and catering opportunities with considerable revenue potential. Focuses on developing, nurturing, and sustaining long-term, value-driven relationships with group customers to meet personal and team revenue objectives. Depending on requirements, may engage with various account types or concentrate on specific segments (e.g., Corporate, Association, etc.). Ensures seamless business transition for timely service delivery in alignment with brand standards. Aims to enhance customer service to foster account growth.

Candidate Profile

Education and Experience

  • High school diploma or GED; 2 years of experience in sales and marketing, guest services, front desk, or a related professional field. 6 years of experience in sales and marketing or a related professional area.
  • OR
  • 2-year degree from an accredited institution in Business Administration, Marketing, Hotel and Restaurant Management, or a related field; 4 years of experience in sales and marketing or a related professional area.
Core Responsibilities

Market Understanding & Revenue Maximization

  • Comprehends the overall market landscape, including competitors' strengths and weaknesses, economic trends, and supply and demand dynamics, and knows how to position offerings effectively.
  • Targets group accounts, markets, or segments with a strong emphasis on proactive solicitation and account saturation.
  • Identifies, qualifies, and solicits new accounts with a focus on business growth.
  • Aims to achieve personal and property revenue targets.
  • Secures optimal opportunities for each property based on market conditions and individual property requirements.
  • Identifies and develops new market segments.

Developing & Implementing Catering Sales Strategies

  • Creates and executes an effective catering sales strategy.
  • Implements designated catering sales tactics to cultivate and solicit specific accounts to meet revenue targets.
  • Utilizes negotiation skills and innovative selling techniques to finalize business and negotiate contracts.
  • Achieves solicitation and prospecting objectives.
  • Maintains and expands business with existing accounts.
  • Designs, develops, and markets creative catered events.
  • Handles operational aspects of booked business (e.g., generating proposals, drafting contracts, customer correspondence).
  • Maintains accurate customer, account, and opportunity data.
Building Successful Partnerships
  • Collaborates with Strategic Accounts, Convention Bureaus, and other property counterparts to drive revenue, ensure customer satisfaction, and enhance market share.
  • Develops and maintains relationships with key stakeholders, both internal and external.
  • Effectively utilizes sales resources and administrative/support staff.
  • Strengthens relationships with existing and prospective customers, industry organizations, and brand networks to facilitate future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Additional Responsibilities
  • Utilizes internal resources for information and support.
  • Manages group or interpersonal conflicts effectively.
  • Participates in site inspections.
  • Creates contracts as necessary.
  • Implements and supports brand's Customer Service Standards and property Brand Standards.

The compensation and benefits information is provided as of the date of this posting. Marriott reserves the right to modify compensation and benefits at any time, with or without notice, subject to applicable law.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

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