Senior Catering Sales Executive

Westin Hotels & Resorts; Dallas (TX); On-site; USD 47,000 - 61,000; Full time

Benefits offered by this job

Bonus eligible

Job summary

Westin Hotels & Resorts in Dallas seeks a Catering Sales Manager to handle complex social and local corporate catering opportunities, such as events around 150+ covers. You will supervise on-property catering sales associates and close local business ensuring timely turnover to service delivery.

You will drive revenue by up-selling packages, design menus, and negotiate contracts, while aligning with Marriott's service standards and brand guidelines.

Qualifications

• High school diploma or GED required.
• Two-year degree in Business Administration, Marketing, Hotel/Restaurant Management, or related major.
• Catering sales experience preferred.

Responsibilities

• Manages the sales efforts for the property including local corporate and social catering.
• Responds to incoming catering opportunities for the property.
• Identifies, qualifies and solicits new catering business to achieve revenue goals.
• Negotiates contracts and closes local catering and social business.
• Implements brand service standards across the sales process and drives customer loyalty.

Skills

Negotiation

Sales

Communication

Education

High school diploma or GED

2-year degree in Business Admin/Marketing or related

Job description

Additional Information

Job Number26117045

Job CategorySales & Marketing

Location13340 Dallas Pkwy, Dallas, Texas, United States, 75240 VIEW ON MAP

ScheduleFull Time

Located Remotely?N

Position Type Management

Pay Range: $34.62-$44.23 per hour

Bonus Eligible: Y

Job Summary

Handles more complex social and local corporate catering opportunities that are above sales office parameters (e.g.,, 150 covers). Provides day to day supervision to catering sales associates that are on-property. Contracts and closes local catering and social business and verifies that business is turned over properly and in a timely fashion for quality service delivery. Achieves catering revenue goals by actively up-selling each business opportunity to maximize revenue. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.

CANDIDATE PROFILE

Required

Education and Experience

• High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional.

OR

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Preferred

• 2 years of catering sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Manages the sales efforts for the property including local corporate and social catering.
• Responds to incoming catering opportunities for the property.
• Identifies, qualifies and solicits new catering business to achieve personal and property revenue goals.
• Solicits affiliate business associated with citywide events from approved affiliate list provided by Citywide Sales Executive.
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Closes the best opportunities for the property based on market conditions and property needs.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Works with the management team to create and implement a catering sales plan addressing revenue, customers and market.
• Designs, develops and sells creative catered events.
• Maximizes revenue by up-selling packages and creative food and beverage.
• Develops and manages catering sales revenue and operation budgets, and provides forecasting reports.
• Develops menus that drive sales.
• Assists with selling, implementation and follow-through of catering promotions.
• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Participates in and practices daily service basics of the brand (e.g.,, Marriott Hotels and Resorts (MHR) Spirit to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).
• Establishes that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.
• Handles more complex social and local corporate catering opportunities that are above sales office parameters (e.g., 150 covers).
• Provides day to day supervision to catering sales associates that are on-property.
• Contracts and closes local catering and social business and confirms that business is turned over properly and in a timely fashion for quality service delivery.
• Achieves catering revenue goals by actively up-selling each business opportunity to maximize revenue.
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Works collaboratively with off-property sales channels (e.g., Sales Office, Area Sales,Enterprise Sales Team (EST)) to establish coordinated sales efforts that are complementary and not duplicative.
• Interacts effectively with sales, kitchen, vendors, competitors, local community, catering associations and other hotel departments in order to monitor guest satisfaction.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.
• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
• Develops a close working relationship with operations to execute strategies at the property level.

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated.Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.

At Westin, we are committed to empowering guests to regain control and enhance their well-being when they need it most while traveling, ensuring they can be the best version of themselves. To achieve the brand mission of becoming the preeminent wellness brand in hospitality, we need passionate and engaged associates to bring the brand’s unique programming to life. We want our associates to embrace their own well-being practices both on and off property. You are the ideal Westin candidate if you are passionate; you are active and take pride in how you maintain your well-being; you are optimistic; you are adventurous. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.