Catering Sales Manager - The Vanderbilt and White Barn Inn

The Vanderbilt, Auberge Resorts Collection; Newport (RI); On-site; USD 45,000 - 75,000; Full time

Job summary

Join a forward-thinking company as a Catering Sales Manager, where you will be the driving force behind event success. This role involves generating leads and converting them into sales, focusing on weddings, corporate events, and social gatherings. You will work closely with executive teams to align sales strategies with business needs while managing all aspects of event execution. The ideal candidate will possess strong negotiation skills, a background in luxury hotel sales, and a passion for creating memorable experiences. If you're ready to make an impact in a vibrant environment, this opportunity is perfect for you.

Benefits

Health Insurance

Paid Time Off

Employee Discounts

Flexible Schedule

Professional Development

Retirement Plan

Qualifications

• Minimum three years of sales experience in luxury hotel sales.
• Ability to negotiate and influence decision-makers effectively.

Responsibilities

• Manage catering sales and convert leads into sales opportunities.
• Plan and coordinate all aspects of catering and group events.

Skills

Sales Experience

Negotiation Skills

Customer Relationship Management

Event Management

Communication Skills

Problem Solving

Education

Bachelor's Degree

Tools

Salesforce

Microsoft Excel

Google Docs/Sheets

PowerPoint

Job description

Join our team as Catering Sales Manager, White Barn Inn + The Vanderbilt and become one of the
authors of our story. As part of the Auberge family, you report directly to the Area Director of Sales and be
responsible for identifying and sourcing all social catering and event function business in accordance with
the collection’s strategic plan to maximize revenue during peak and nonpeak periods. You’ll generate
revenue by generating leads and converting them to sales with a heavy concentration in the wedding,
corporate, local and social markets. This role will work with the Vanderbilt and White Barn Inn executive
teams to ensure that the sales strategy is in line with properties business needs. In addition to Catering
Responsibilities, your role will include full event management at White Barn Inn.

Core Responsibilities

1. Produces and manages catering sales based on leads via incoming phone calls, email inquiries,
   or internal referrals with the purpose of converting the lead to a sale.
2. Align with the Director of Sales on the booking guidelines for each property.
3. Identify, qualify and solicit new catering business to achieve revenue goals. Produce sales based
   on previous clients renewing annual events.
4. Understand all details pertaining to the wedding, corporate, local, social market and small group
   market.
5. Establish strong relationships with area hotels and managers.
6. Be available to work on property each day, dependent on events. Pre-approved travel and work
   flexible days and hours. Available to conduct pre-event site inspections for both properties with
   the support of an Event Manager at Vanderbilt.
7. Close the best opportunities for the venue based on market conditions.
8. Develop and manage catering sales revenue and operating budgets, and provide forecasting
   reports. Develop menus as needed.
9. Assist with selling and implementing catering promotions in collaboration with the Marketing
   Team.
10. Maximize revenue by conducting meetings; work collaboratively to create and develop new food
    and beverage packages.
11. Total Event Management- Collaborate with clients and internal teams to plan and coordinate all
    aspects of catering & group events, including menu selection, logistics, staffing, and execution at
    White Barn Inn. Managing BEO, Resume and attending Leader’s Meetings at White Barn Inn.
12. Attending Leaders Meeting at Vanderbilt weekly. Attending (remotely or in person) BEO and
    Resume Meeting at Vanderbilt.
13. Work directly with clients, wedding planners, and meeting planners gathering necessary
    information for menu planning, floor plan, room setup, timelines, rental orders, decor, cost and
    billing details and any other requirements pertinent to their event in a timely manner and assist
    with those items as necessary.
14. Support the collection revenue goals by generating catering/banquet (inclusive of rooms related
    revenues) business at White Barn Inn and The Vanderbilt.
15. Organize and schedule direct sales efforts via phone, email, and in-person. Average of five
    prospecting efforts per day are expected. (25 per week)
16. Evaluate and initiate opportunities for developing new sources of business.
17. Plan and execute a 12-month strategic business plan.
18. Support and participate in calls with the Area Director of Sales and Revenue Management, as
    well as monthly conference calls with Senior Regional Director of Sales and property-specific
    calls, as needed.
19. Accurately maintain and build Salesforce database of clients. Responsible for the overall
    accuracy of the regional database.
20. Maintain professional appearance and demeanor and to conduct personal behavior in a mature
    and professional business manner while representing the company.
21. Keep department heads informed of any issues so as to ensure prompt correction and ensure
    guest satisfaction.
22. Provide feedback, goals and objectives in preparation of annual sales plans and budgets.
23. Maintain customer, trade, industry and staff relations.
24. Target key accounts to host Discovery Visits to increase ROI.
25. Work with tourism organizations to maximize regional opportunities and buying power.
26. Conduct post-event evaluations and gather client feedback to assess satisfaction levels, identify
    areas for improvement, and enhance future event planning and execution for both properties.

Company Description

Inspired by the insatiable wanderlust and rebellious spirit of Alfred Gwynne Vanderbilt, the historic downtown mansion once owned by the businessman and scion has been reinterpreted for the modern era as a lively and stylish social destination. From a secret bar tucked into a corner of the sumptuous Doris Duke-inspired parlor to the specially-commissioned series of mysterious and moody old world still lifes sprinkled throughout the foyer and lounge, the scene at The Vanderbilt is crackling with coastal curiosities and alluring eccentricities waiting to be discovered.

Qualifications

Required
● Four-year college degree or equivalent education/experience preferred.
● Minimum three years of sales experience in a related position in a luxury hotel sales environment.
● Demonstrated record of driving sales revenues in the hotel environment.

Desirable
● Prior experience selling events at a hotel or restaurant.
● Prior experience in international hotels/resorts.
● Prior experience working with professional organizations that support leisure / transient areas.

Personal Skills:
● Ability to negotiate, convince, sell and influence social business decision-makers and influencers.
● Ability to research and identify top prospects for growth of an existing account and develop new
accounts.
● Ability to be self-motivated and achieve goals with minimal direct supervision.
● Knowledge of sales procedures associated with the hotel industry.
● Excellent written skills, spoken and presentation skills.
● Strong computer skills (Excel, Google Docs/Sheets, PowerPoint, Hangout, LinkedIn, Salesforce).
● Strong ability to listen effectively and problem-solve with clients and team members.
● Ability to work effectively both on-site and with the area sales team.
● Ability to present clear, concise and meaningful information to owners, guests, executives,
managers and team members.
● Ability to effectively present information in one-on-one, small group situations to customers,
clients and other employees of the organization.
● Ability to sell ideas persuasively and energetically.
● Ability to maintain a high level of organization.
● Ability to embody the company’s mission, vision & culture.
● Ability to perform job functions with attention to detail, speed, and accuracy, prioritize, and
organize.
● Ability to remain calm when resolving problems while exercising excellent judgment.

Additional Information

Auberge Resorts Collection is a portfolio of extraordinary hotels, resorts, residences, and private clubs. While each property is unique, all share a crafted approach to luxury and bring the soul of the locale to life through captivating design, exceptional cuisine and spas, and gracious yet unobtrusive service. With hotels and resorts across three continents, Auberge invites guests to create unforgettable stories in some of the world’s most desirable destinations. Please visit aubergeresorts.com to learn more about our Collection. Follow us on Instagram, TikTok, Linkedin, Facebook and Pinterest: @AubergeResorts and #AlwaysAuberge.

Vanderbilt Hotel LLC is an Equal Opportunity Employer, M/F/D/V. Vanderbilt Hotel LLC provides equal employment opportunities (EEO) to all team members and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Vanderbilt Hotel LLC complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.