Catering Sales Manager

Madison Marriott South; Madison (WI); On-site; USD 55,000 - 85,000; Full time

Job summary

Madison Marriott South is seeking an energetic catering sales professional to penetrate the market and drive group meetings, conferences, and social events revenues. The role focuses on hotel revenue growth, cross-selling all hotel services, and building ongoing client relationships.

The ideal candidate will prospect new business, conduct property tours, present compelling proposals, and collaborate with culinary ops to tailor menus within client budgets.

Qualifications

• Minimum of two-years sales experience in a management role.
• Minimum of two-years in hotel sales.
• A four-year degree or equivalent experience.
• Excellent verbal, written and presentation skills.
• Confidence and ability to give presentations to small groups.
• Strong and effective negotiation skills.
• Ability to make decisions based on established policies and procedures.
• Strong administrative skills, including business writing, mathematics, and knowledge of Microsoft Office.

Responsibilities

• Target and prospect new catering business by using marketing and sales resources.
• Develop and maintain relationships with customers and competitive sets.
• Qualify leads, send proposals, contracts and addendums to negotiate catering business.
• Collaborate with culinary operations to create menus within client budgets.
• Negotiate food and beverage minimums, space rental and hotel services within guidelines.
• Travel for outside sales calls, trade shows and client site visits.
• Maintain organized files and records in the sales system and on attachments.

Skills

Sales experience

Presentation skills

Negotiation

Decision making

Administrative skills

Education

4-year degree or equivalent experience

Tools

Microsoft Office

Job description

Description

Job Summary:

The ideal candidate is a self-motivated, positive, energetic, and service-oriented person who is looking to create their own niche in the catering market. This person will be focused on hotel revenue and will work to penetrate the market to capture catering revenue by seeking out and securing group meetings, conferences, and social events.

Primary areas of responsibility include, but are not limited to the following:

• • Have a working knowledge of the hotel and surrounding area
• • Continually target and prospect new business using marketing and sales resources
• • Develop and maintain ongoing relationships with competitive set and customers
• • Actively participate in community organizations and professional associations to maintain visibility and increase market share
• • Determine, develop and execute against existing and new accounts to achieve and exceed sales revenue expectations.
• • Travel as recommended to conduct outside sales calls and participation in trade shows
• • Maximize revenue by selling all facets of the hotel to including restaurant outlets
• • Knowledge of all DeFoor Hospitality Group hotels to effectively cross-sell
• • Qualify incoming leads and send proposals, contracts and addendums as needed to negotiate catering business using marketing and sales resources
• • Conduct tours of property to potential customers while informing of all hotel services available; entertain customers on property during site inspections, pre-planning trips, and program operation when appropriate. Complete required site forms to alert the hotel of the tours
• • Follow up on outstanding proposals and contracts to effectively close business
• • Collaborate with culinary operations in creating custom menus specific to clients’ budget needs
• • Negotiate food and beverage minimums, meeting room rental, function space, and hotel services within approved booking guidelines
• • Maintain accurate, organized and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.)
• • Manage account details so all pertinent aspects of solicitation and closing are complete and documented in required sales and catering system
• • Use logic, integrity and sound judgment when making business decisions by considering the big picture, operational needs and impact on other departments
• • Perform other duties as assigned to meet business needs.

Requirements

Job Requirements:

• • Minimum of two-years sales experience in a management role.
• • Minimum of two-years in hotel sales.
• • A four-year degree or equivalent experience.
• • Excellent verbal, written and presentation skills.
• • Confidence and ability to give presentations to small groups.
• • Strong and effective negotiation skills and the ability to convince and influence professional and hotel guests.
• • Ability to make decisions based on established policies and procedures.
• • Strong administrative skills, to include business writing, mathematics, and knowledge of Microsoft Office Products.

Note:

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.

The company is an Equal Opportunity Employer and complies with ADA regulations as applicable. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.