What are the responsibilities and job description for the Hotel Sales & Catering Manager position at Hilton Garden Inn Chesapeake/Greenbrier?

Job Description

SALES AND CATERING MANAGER

DESCRIPTION

The Sales and Catering Manager will support Group and Catering sales efforts for hotels owned

and operated by ARP Hospitality, currently this position supports Hilton Garden Inn Chesapeake

Greenbrier, Homewood Suites Chesapeake Greenbrier and Tru by Hilton Chesapeake

Greenbrier, other hotels may be added as needed. The Sales and Catering Manager will develop

and foster Group and Catering Business for the hotels, as well as Local Negotiated Rates,

through proactive and reactive sales efforts. This position is designed to provide the highest

level of customer satisfaction with the goal of garnering both repeat and referral business. In

addition to maintaining existing business, this position will be responsible for finding new

business and saturating existing accounts and / or segments. This position serves as liaison

between the customer and the operations team. The Sales and Catering Manager position is a

full time, hourly position.

RESPONSIBILITIES

Solicit, negotiate and book new and repeat business through efforts of outside sales calls,

prospecting calls, mailings, networking, etc.) while maximizing banquet space to

meet / exceed revenue goals

Execute territorial marketing strategy to capture the maximum amount of revenue to

meet / exceed sales goals

Plan, upsell and detail the meeting / function with the client including : space requirements,

times, menus, themes / decorations, etc. Complete contracts, prepare the Banquet Event

Order and Diagram, resolve any issues, complaints and problems to ensure quality

product delivery and customer satisfaction

Prepare a detailed resume outlining the group prole, the client’s expectations, the billing,

room pick-up and all pertinent information the operations teams will need to execute a

successful group

Verify the group’s rate codes and the accuracy of the rooming list prior to the group’s

arrival

Prepare weekly workbook to keep ownership abreast of activities

Maintain up-to-date knowledge of corporate / hotel procedures and products and the

competition’s product, strengths and weaknesses to continually improve sales strategies

and the achievement of goals

Maintain professional image with Hotel Sta and client at all times, to include written and

verbal communication

Flex schedule to meet with clients on arrival day and / or check on events to introduce

client to the F&B team members

Participate in communication and professional organizations to maintain high visibility and

promote sales

Establishes leads sources for each targeted market segment and makes initial sales

solicitation, creating a separate sales le for each qualified prospect

Uses follow up and client call trace systems in Delphi

Submit a weekly prospect log to the Regional DOSM as well as logging all prospect calls

in Delphi

Promptly responds to all franchise generated group leads for catering / meeting or room

night needs by the end of the business day received

Obtains rate restriction approvals from Revenue Manager or Regional DOSM prior to

extending to group sales agreement to client

Process all group sales contract and ensures booking details are thoroughly

communicated with Reservations and Operations

Generates a specified number of prospect calls, client site visits and outside sales calls

per week

Establishes contact and maintains a consistent relationship with all pertinent contacts

identified as a realistic source of business

Ensures that all guest checks, estimates payments, advance deposits are in accordance

with the contract

Distributes Resumes and BEOs weekly on Wednesday by 11 AM to the Operations teams.

Resumes and BEOs are accurate and complete. Resumes and BEOs are submitted the

Monday prior to the Regional DOSM by 5 PM

Attends weekly Resume and BEO meetings

Actively participates and works closely with any and all lead producing organizations

including area CVBs, Chambers (local and feeder markets) and client trade specific

associations

Meets with client upon arrival to ensure all their needs are met, walks function room prior

to the client’s arrival to ensure all needs are met, meets with the client to ensure

satisfaction, introduces client to the F&B contact for their event, maintain contact with the

client throughout their stay or event

Other duties or task as needed

EDUCATION

Must have a high school diploma or a GED plus two years experience in a sales role.. Prior

experience as a Hotel Sales Manager or Catering Sales Manager preferred

QUALIFICATIONS AND SKILLS

Requires thorough knowledge of the practices and procedures of Hotel room sales, catering,

food & beverage and hospitality professions. Requires knowledge of industry standards, and the

hotel’s policies and procedures and the ability to determine course of action based on these

guidelines. Requires ability to investigate and analyze current activities and / or information

involving readily available data and indicating logical conclusions and recommendations. Must

possess communication skills in terms of the ability to negotiate, convince, sell and provide warm customer service to professionals and / or hotel guests. Ability to drive to outside sales calls.

Sound people and interactive skills

Ability to work independently, self-motivated

Strong multi tasking and organizational skills

Clear written and verbal communication skills

Desire to exceed clients expectations and meet / exceed sales goals

Must have the ability to effectively and efficiently utilize a variety of computer programs,

i.e. Word, Excel, Delphi, etc.

Clear background check-

Company Description

ARP Hospitality, a hospitality management company founded in 2004, which operates 4 hotels on the East Coast. Our vision is to deliver bright-hearted service with a quality product that makes our guests feel at home. The portfolio includes : Hilton Garden Inn Chesapeake / Greenbrier, Homewood Suites by Hilton Chesapeake / Greenbrier, Tru by Hilton Chesapeake / Greenbrier, Hampton Inn & Suites Exmore / Eastern Shore,

Company Description

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