Regional Catering Sales Manager

Summary:

A Taco Cabana Catering Sales Manager (CSM) will execute sales and business development strategies as directed by the Director of Digital and Off-Premise Sales. They will plan, develop, and grow sales by developing relationships and increasing catering sales in all restaurants in assigned territory to meet budgeted sales plan. The CSM will be responsible for business-to-business sales as well as pharmaceutical/healthcare, Tour & Travel, SMERF (Social, Military, Education, Religion and Fraternal) markets. A successful Catering Sales Manager will build sales and cultivate relationships that produce profitable sales, with positive energy, respect and accountability.

Responsibilities:

• Execute catering sales strategy and objectives for assigned sales territory by cold calling, utilizing business lists, canvassing and conducting sales presentations to generate new business opportunities.
• Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
• Take a disciplined approach in pipeline growth to create a diversified sales portfolio by exploring all major events and activities, strategic partnerships, and a focus on improving order frequency in thriving industries.
• Expertly manage the sales cycle from lead generation and cultivating relationships to quote/order management, and follow-up to build loyalty and ensure Taco Cabana is meeting and exceeding expectations.
• Identify new clients through existing customer base and referrals, and increase sales by penetrating existing accounts.
• Identify industry-specific targets to be our best catering customers across markets; working with Director of Digital and Off-Premise Sales to build a list of targeted accounts.
• Plan menus, orders, and deliveries with customers and utilize the opportunity for suggestive selling and to increase loyalty enrollment. 
• Increase sales in market through seasonal opportunities (i.e. Black Friday, holiday catering, graduations, schools, healthcare industry events).
• Execute an effective catering engagement strategy for customer retention though eBlasts, follow-up calls and surprise and delight visits. 
• Utilize reports to track customers, sales, frequency of orders, etc. and analyze sales trends to maximize sales results.
• Expert in understanding customer needs and matching our services.
• Create and maintain customer database.
• Resolve customer complaints in a timely manner by investigating complaints, developing solutions and escalating issues that need further resolution to create a positive experience and improve guest retention.
• Facilitate calls with operations partners to align on local strategy and create mutual accountability for catering sales as directed by the Director of Digital and Off-Premise Sales.
• Coach and support restaurant teams in following and executing catering standards.
• Partner with operations to support large event planning and execution as needed.
• Participate in sales blitz activities with operations partners to generate new catering leads.
• Adhere to all company marketing and discount programs.
• Promote and execute all company marketing campaigns for the catering channel. 
• Maintain regular communication with direct supervisor to review progress by tracking activities, attending scheduled conference calls and scheduling events in calendar.
• When requested, monitor competitive menu offerings, pricing and delivery activity in assigned territory and communicate to Director of Digital and Off-Premise Sales.

KNOWLEDGE, SKILLS & ABILITIES

To perform the role of a Catering Sales Manager, you must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or abilities required.

• Behavior and values must reflect Taco Cabana and Our Core Values. 
• Ability to interpret the business goals of the company and apply sales techniques to expedite the achievement of those goals.
• Need to be passionate about business-to-business sales and cultivating relationships.
• Solid business judgment and strong verbal and written communication skills.
• Demonstrated capability to maintain effective relationships with internal and external customers.
• Detail oriented, logical, and methodological in approach to problem solving.
• Analytical ability to assess impact of sales and initiatives.
• An understanding of the food service/restaurant industry and related operations is a plus.
• Possess good business acumen and customer service skills.
• Energetic and self-driven, with a proven track record of successful sales and business development skills.
• Experience in cold calling and sales presentations with a consultative selling approach. 
• Knowledge and proficiency in Microsoft Office Products. 
• Proficient with Customer Relationship Management (CRM) software or other contact management systems.
• Experience with mobile and online ordering platforms.  
• Must be organized, proactive, and possess strong sense of urgency and professional demeanor.
• Solid coaching ability to support local restaurants.

EDUCATION

• College degree or equivalent experience in sales or sales management in a catering/restaurant environment, preferred.

WORK CONDITIONS 

• Remote office, fast-paced sales environment.
• May be required to work some evenings or weekends.
• Extended travel is not expected in this position. However, occasional travel may be required to remote markets or to participate in events.