Catering Sales Manager

Desert Hospitality Management, LLC Career Center; Mesa (AZ); On-site; USD 55,000 - 75,000; Full time

Job summary

Desert Hospitality Management, LLC Career Center is seeking a Catering Sales Manager to drive revenue from catering services, food and beverage, and banquet facilities. You will negotiate contracts, establish new accounts, and nurture relationships with hotel clients to maximize profitability and customer satisfaction.

The role requires coordinating with hotel management and staff, supervising on-site operations, and ensuring high service standards during events and functions.

Qualifications

• College degree preferred or minimum of 2 years in Sales and Marketing.
• Hospitality related work experience preferred.
• Proficient in Microsoft Office Suite and sales related computer programs.
• Knowledge of F&B preparation techniques and liquor laws helpful.

Responsibilities

• Approach all encounters with guests and team members in a friendly, service-oriented manner.
• Establishes client base of organizations through direct outside and inside sales effort for securing business for the hotel.
• Negotiate food and beverage prices, meeting room rental, function space, room rates and hotel services; confirm in writing all requirements via Catering Sales contract or Event Order.
• Conduct tours of the hotel and banquet facilities and expose clients to facilities and services; entertain qualified potential clients.
• Accurately forecasts individual booking revenues and cancellations; track consumption on all bookings weekly, monthly and quarterly.
• Assist the Director of Catering or General Manager with the implementation and achievement of the Catering Department Marketing Plan.
• Assist the client in menu planning; coordinate food, beverage, meeting room set-up, decorations and other services; ensure requirements communicated and completed to client specs.
• Respond quickly to guest requests in a friendly manner; follow up to ensure guest satisfaction.
• Fulfill Manager on Duty shifts.
• Finalize food, beverage and meeting room set-up requirements in a timely manner.
• Establish and maintain customer contact at all functions; introduce other team members.
• Develop relationships with key clients to produce additional business.
• Secure appropriate credit information and authorization for direct bill and review with controller prior to arrival of function.

Skills

Sales experience

Customer service

Communication skills

F&B knowledge

Liquor laws knowledge

Driver's license

Alcohol certification

Microsoft Office

Education

College degree preferred

2+ years in Sales & Marketing

Hospitality experience preferred

Tools

Microsoft Office Suite

Job description

Scope of Position:

The Catering Sales Manager is responsible for selling and marketing catering services, food and beverages and banquet facilities through direct client contact to maximize revenue and profits from food & beverage sales and meeting room rental. Supervises hotel and banquet staff to ensure proper delivery of services. Maintains ongoing relationships with hotel clients. Advises hotel management and negotiates contracts and agreements with an eye to profit and customer satisfaction. Responsible for establishing new accounts, booking repeat business while keeping quality to high standards

Position Qualifications and Requirements:

Education & Experience:

• College Degree preferred, and/or a minimum of 2 years in Sales and Marketing experience.
• Hospitality related work experience preferred.
• Proficient in Microsoft Office Suite and Sales related computer programs required.
• Knowledge of F&B preparation techniques and liquor laws and regulations helpful.
• Valid driver’s license for applicable state and MVR in good standing.
• Alcohol awareness certification as required by local or state government agency.

Physical Demands:

• Long hours sometimes required, including nights and weekends.
• Medium Work - Exerting up to 50 pounds of force occasionally, and /or 30 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
• Ability to stand for long hours at a time.
• As Manager on Duty, ability to move quickly around to the various departments of the property.

Required Competencies

• Must be able to convey information and ideas clearly, both oral and written.
• Must be able to evaluate and select among alternative courses of action quickly and accurately.
• Must be able to work well in stressful, high-pressure situations including the ability to handle guest complaints and disputes and resolve them to satisfactory results.
• Must maintain composure and objectivity under pressure.
• Must be effective in handling problems in the workplace, including anticipating, preventing, identifying and solving problems as necessary.
• Must have the ability to assimilate complex information, data, etc. from various sources and consider, adjust or modify to meet the constraints of the particular need.
• Must be effective at listening to, understanding and clarifying concerns and issues raised by team members and guests.
• Must be able to work with and understand financial information and data, and basic arithmetic function.

Responsibilities that may include any and all of the following:

• Approach all encounters with guests and team members in a friendly, service-oriented manner.
• Maintain regular attendance in compliance with Desert Hospitality Management (DHM) standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which includes proper dress and correct nametag when working.
• Comply at all times with DHM standards and regulations to encourage safe and efficient hotel operations.
• Must, at all times, be attentive, friendly, helpful and courteous to all guests, managers, and other team members.
• Establishes client base of organizations, associations, social and corporate businesses through direct outside and inside sales effort for the purpose of securing business for the hotel to ensure that predetermined sales expectations are met or exceeded.
• Develop and maintain relationships with key clients in order to produce additional business.
• Negotiate food and beverage prices, meeting room rental, function space, room rates and hotel services. Confirm in writing to the client and affected departments all requirements via Catering Sales contract or Event Order.
• Conduct tours of the hotel and banquet facilities and exposes clients to facilities and services; entertains qualified potential clients.
• Accurately forecasts individual booking revenues and cancellations; accurately tracks consumption on all bookings on a weekly, monthly and quarterly basis or as needed.
• Assist the Director of Catering or General Manager with the implementation and achievement of the Catering Department Marketing Plan.
• Assist the client in menu planning; coordinates food, beverage, meeting room set-up, decorations and other services as requested by the client; assures that all requirements are communicated and completed to the clients specifications.
• Respond quickly to guest requests in a friendly manner. Follows up to ensure guest satisfaction.
• Fulfill Manager on Duty shifts.
• Finalize food, beverage and meeting rooms set-up requirements in a timely manner.
• Establish and maintain customer contact at all functions, review cause of events and introduce other team members (Banquet Manager, Banquet Captain, etc.).
• Establish quality communication with Banquet Chef, Banquet Manager, Catering Service Manager and catering staff.
• Be prompt and accurate in completion of assigned projects.
• Finalize BEOs by meeting with and telephoning or emailing customers and complete in a timely manner.
• Call contact after each function to insure satisfaction. Make appropriate notations in file. Follow up on any comments requiring explanation or adjustments.
• Trace files to insure proper finalization and follow-up of programs and re-solicit past business.
• Secure appropriate credit information and authorization for direct bill and review with controller prior to arrival of function.
• Assist in development of menus for variety and up-selling opportunities.
• Handle inquiry calls and outside sales calls as needed.
• Achieve established goals for prospecting, booking and site visits.
• Maintain pricing integrity and propose upscale/specialty menus for all groups.
• Knowledge of all basic room set ups and capacities of all function rooms.
• Ensure compliance with all local liquor laws, and health and sanitation regulations.
• Interact with outside vendors and planners for special events.
• Perform other duties as requested by management.
• Attend all training/meetings as required by management.

Relationships:

Internal:

All hotel departments: Communicate client expectations and coordinate delivery of services to the guest.

Sales Staff: Share leads/referrals

Banquet Staff: Supervision

Culinary: Menu pricing and specialty creations

External:

Guests: To provide service

Vendors: Supervision/Contracts for goods/services

Competitors: Analyzes competitors and business conditions to develop marketing strategies

Organizational Structure:

Reports to:Area Director of Sales and Marketing