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Sales and Catering Manager
2 weeks ago
JOB SUMMARYThe Catering Manager targets and coordinates catering sales efforts for the hotel. The primary responsibility is developing existing business and soliciting new catering business through generating awareness, supporting, and enhancing event-space sales initiatives that are compatible with LBA sales plans, strategies, and programs. This position will work in the Sales department but also partner with Food & Beverage to coordinate efforts related to event-space as well as food and beverage. Responsible for coordinating, supervising and directing all aspects of the catering and banquet department while maintaining profitable operations and high quality products and service levels. PRE REQUISITESThe Company associates have access to guestrooms and property, character traits of honesty and trustworthiness are essential to this position. Therefore, associates must pass the appropriate security clearance, per company policy.One year catering and/or event management experience.Two years experience in a Hotel or Event venue.High School diploma or equivalent of same.Associate’s or Bachelor’s Degree preferred.SUMMARY OF ESSENTIAL JOB FUNCTIONSMust be able to perform major life activities: Standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.For this position specifically:Must be able to push or pull 60 pounds and lift and/or carry 30 pounds.Must be able to stand for eight hours, bend, stretch, reach.Must be able to see and hear.Must be able to speak and read English, the ability to communicate in another language may be helpful.Computer skills required: Microsoft Outlook, Microsoft Word, Excel and Powerpoint, experience working with customer relationship software like Hotel Sales and Catering Pro, Delphi or Caterease is preferred.Must display professionalism, honesty, and trustworthiness at all times. REQUIRED KNOWLEDGE, SKILLS AND ABILITIESKnowledge in:Identifying opportunities to achieve financial performance goals for banquets and events.Food and Beverage costs and how to calculateSelling strategies for highest profit of product and services.Configurations and set ups for function space.Competition and what this hotel has (or doesn’t have) over others.Area shopping, dining, entertainment and travel directions to assist guest inquiries.Daily hotel operations: check daily events, bulletin boards and are up to date on changes, new procedures and events.Entire property, staff, services, hours of operation, type of rooms, locations, rates, discounts.Skills:Work with and offer aggressive agreements to local organizations or in bound inquires that have both banquet space and rooms attached. This would be a collaborative effort with General Manager, Director of Sales and Director of Food & BeverageManage in-house inquiries for meeting/event space as related to: Banquet Food, Banquet Room Rental, and Banquet Equipment Rental.Maintain client-base for banquet and event business where appropriate. Maintain organization of supplies and order as necessary.Abilities:Sell effectively, Negotiate when necessary.Multi-task, remain associate and guest service centric.Effectively communicate with guests, department heads, associates and home office support staff.Solve guest issues with professionalism and promote positive morale and friendly attitude at all times.Market and promote hotel and services to increase exposure and sales.SPECIFIC RESPONSIBILITIESCollaborate with Sales team as well as Food and Beverage team with posting e-commerce activities as related to event space to appropriate websites as needed. Proactively direct outside sales calls a minimum of 50% of time on specific market segments to generate new business. Responsible for managing group segments where catering needs are required, banquet, meeting room rental and AV booking space. Partner with Sales team with any inside sales for the property that have event space attached.Answer incoming inquiries via phone, internet/website and leads for all event space only requests adhering to established Catering Free Sell Date strategies.Ensure compliance with local liquor laws, health and sanitation regulations.Create and maintain a preferred vendors list for all ancillary services as it relates to the venues and meeting space. Review banquet checks for accuracy and reconcile all event charges.Serve as point of contact for all pre-con and post-con meetings.Generate function agreements, Banquet Event Orders and diagrams for all upcoming events, and assist in distribution to hotel staff. This also includes maintaining and reporting all modifications to events by generating change forms and distributing them to the appropriate departments. Gains approval from the DOS, Director of Food & Beverage or General Manager prior to sending the agreement and Banquet Event Order to the customer. Conduct site inspections for event space and rooms as appropriate.Ensure BEO’s are issued and complete with all pertinent correspondence to outside vendors to finalize programs. Once group agreement has been returned, handle all the banquet and event detailing and attend menu tastings. Serve as the Hotel’s Event Coordinator checking venue and meeting room setups prior to an event’s start; responsible for attending events either in its entirety or by welcoming client and introducing to banquet captain. Coordinate guest request with operational personnel to ensure guests are provided with the highest quality product and service.Develop and train banquet team members to assist in set-up of banquet and meeting facilities.Meet or exceed solicitation and revenue goals for assigned market segment.Actively participate and provide forecasted revenue related to banquet and meeting room revenues for Director of Food and Beverage, Director of Sales and General Manager. Assist Director of Food and Beverage, Director of Sales and General Manager in developing budget for banquet and meeting space for the hotel. Develop quarterly and annual catering action plans.Maintain safety and security practices, have thorough knowledge of emergency procedures.Obtain function guarantees from customers per hotel’s SOP and insure all deposits and payment requirements have been satisfied prior to a group’s arrival. Must be thoroughly familiar with the Associate Handbook, implement all the rules, policies and procedures established by the company; including, but not limited to, those contained in the Associate Handbook.Maintain certification from a brand approved responsible vendor training program.Other duties as assigned, that the associate is capable of performing.WORKING CONDITIONS/SPECIAL REQUIREMENTSStanding, walking for long periods of time while maintaining a friendly professional image. Be flexible and available to work extended hours as necessary (24/7)to include nights, weekends and holidays. Typical week consists of 60% event management, 40% inside selling to include group detailing/upselling.Occasional overnight travel for training.POSITIONS FOR POSSIBLE ADVANCEMENTBefore the next promotion, this person should develop and train her/his replacement. The ability to teach skills and competencies will enhance leadership skills in preparation for further promotion, potentially as:Sales ManagerDirector of SalesGuest Service Manager (GSM)Assistant General Manager (AGM)
