Area Catering & Sales Manager

The Elyton; Birmingham (AL); On-site; USD 60,000 - 90,000; Full time

Benefits offered by this job

Health insurance

401k with employer MATCH!

Paid PTO!

Uniforms Provided for most positions!

Job summary

The Elyton in Birmingham seeks an Area Catering & Sales Manager to own catering and group sales for corporate and entertainment segments, prospect, qualify, propose, negotiate, and close business aligned with hotel objectives.

Work with Revenue Management and Operations to fulfill blocks, coordinate pre- and post-sale service, and develop sales strategies that maximize revenue while delivering exceptional guest experiences.

Qualifications

• Experience in corporate and entertainment catering sales.
• Ability to forecast revenue and manage group blocks.
• Strong negotiation and client-relations skills.

Responsibilities

• Own catering and group sales for corporate and entertainment segments.
• Coordinate sales-driven room blocks and meeting spaces.
• Identify operational challenges and develop sales-oriented solutions.
• Conduct customer site inspections and support the sales process.
• Develop relationships and participate in local events to drive sales.
• Forecast revenue and report lead status with internal teams.
• Support the General Manager in crisis communications when needed.

Skills

Catering sales

Event coordination

Negotiation

CRM

Job description

Ascent Hospitality has an extensive portfolio of hotels and a strong pipeline of new properties and acquisitions, but we’re not about numbers…we’re about people and that remains our foundation. Our culture expresses a memorable experience for all of our Team Members and guests alike. So we’re constantly looking for individuals who work well together for a unified purpose. For our leadership, we’re looking for accomplished individuals with a passion to serve others, strong communicators who clearly understand the needs of others and trendsetters who excel at challenges and change. If this is what you’re all about, consider joining our Team. Ascent Hospitality is looking for a uniquely qualified hospitality leader to be ourArea Catering & Sales Manager! The Area Catering & Sales Manager is responsible for coordinating events while ensuring high level services to the customer from pre to post event. This position will recognize opportunities to maximize revenue opportunities by up-selling and offering enhancements to create outstanding events. The Area Catering & Sales Manager works hand in hand with other team members to ensure a seamless experience for customers.

BENEFITS:

• Benefits - Health, Dental, Vision, Life Insurance, and other supplemental options!
• 401k with employer MATCH!
• Paid PTO!
• Uniforms Provided for most positions!

ESSENTIAL FUNCTIONS:

• Own catering and group sales for corporate and entertainment segments; prospect, qualify, propose, negotiate, and close business that aligns with hotel objectives.
• Ensure billing accuracy, conduct bill reviews with the customer prior to processing the final bill.
• Coordinate sales-driven room blocks and meeting space for average to large-sized assigned groups; partner with Revenue Management and Operations for fulfillment (no event planning responsibilities).
• Identify operational challenges associated with groups and collaborate with property teams and customers to develop sales-oriented solutions and alternatives.
• Participate in customer site inspections and support the sales process as needed.
• Strengthen community and public relations by ensuring property participation in local, regional, and national tradeshows and client events to drive catering and group sales.
• Conduct sales calls with Sales & Marketing to acquire new business and/or close business.
• Identify PR opportunities and coordinate activities to support the overall marketing communication strategy.
• Forecast group sleeping rooms and catering revenue for assigned groups; assist with revenue forecasting to support sales strategies.
• Support the General Manager in coordinating crisis communications when needed.
• Partner with Human Resources, Engineering, and Loss Prevention to ensure compliance with local, state, and federal regulations and/or union requirements.
• Execute and support Service and Brand Standards; deliver exemplary customer service throughout the sales lifecycle (pre-sale, contracting, and post-sale handoff).
• Perform other sales-related duties as assigned to meet business needs.
• Manage accounts proactively using technology to maintain relationships with each account’s key buyers and intermediaries.
• Assist management with sales strategy development and implementation within Global Sales Office (GSO) partnered accounts to increase sales.
• Manage all aspects of RFPs: analysis, coordination, submission, and follow-up.
• Assist management in analyzing internal/external data to select properties for inclusion in account proposals.
• Engage appropriate resources to verify timely RFP completion; correspond with properties promptly.
• Utilize sales and negotiation skills to close business.
• Verify proper processes are in place to execute agreed strategies.
• Report on and analyze account information and data; identify new business opportunities within market segments and collaborate with sales partners on solutions.
• Work with sales partners to maximize team-based selling for partnered accounts, driving revenue and customer satisfaction.
• Maintain complete, up-to-date account information in SFA & ESSIS for accurate reporting, including needs, buying processes, history, plans, org structure, and strategies.
• Build and maintain business relationships with key buying influencers.
• Respond to customer inquiries promptly, aligned with customer expectations.
• Build customer loyalty through consistent interaction and relationship development that influences buying decisions.
• Improve the ease of doing business with Marriott throughout the buying process.
• Qualify business opportunities and recommend Marriott products aligned with customer needs and hotel business goals.
• Negotiate contract terms, conditions, and commitments to enhance sales opportunities and relationships.
• Influence customer decisions to create mutual wins.
• Negotiate and leverage customer needs, liaising between the sales team, properties, and customers.
• Proactively solicit new and existing accounts through their final disposition.
• Collect and analyze key customer business information.
• Identify sales opportunities aligned with Marriott’s business goals.
• Articulate financial benefits of proposals tied to customer objectives; leverage corporate and market resources (area leadership, group sales, property leadership) for account saturation and pull-through at local property level.
• Develop strong partnerships with local buyers to penetrate and grow market share and drive property sales.
• Serve the customer by understanding their business.
• Monitor, update, and communicate lead status with customers and internal sales channels.
• Perform consistently in sales, meeting production goals.
• Proactively identify new accounts, contacts, and opportunities to expand the account base and meet production expectations.
• Inform leadership of trends, opportunities, and market changes as needed.
• Perform