What are the responsibilities and job description for the Catering Sales Manager - Hilton Norfolk The Main position at Professional Hospitality Resources, Inc. and Ocean Beach Club LLC?
Overview
Solicits, books, plans, and coordinates meetings/functions while maximizing the banquet space to meet/exceed sales goals.
Responsibilities
Solicit, negotiate and book new and repeat business through efforts (outside sales calls, telemarketing, mailings, networking, etc...) while maximizing banquet space to meet/exceed revenue goals
Execute a territorial marketing strategy to capture the maximum amount of revenue and meet/exceed sales goals
Plan, upsell and detail the meeting/function with the client including: space requirements, times, equipment, menus, themes/decorations, etc... Complete the contracts, prepare the appropriate paperwork, coordinate with the appropriate areas in the hotel, resolve any issues, complaints and problems to ensure quality product delivery and customer satisfaction
Prepare status and period end reports to keep management 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
Participate in communication and professional organizations to maintain high visibility and promote sales
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 file for each qualified prospect.
Develops lead log follow up and client call trace systems.
Network with affiliated PHR hotels, competitive hotels and ResPlus for lead source generation.
Adheres to the approved selling activity quotas, reporting progress to DOS, along with General Manager, on a weekly and monthly basis.
Responds to all franchise generated group leads for catering/meeting needs.
Obtains rate and restriction approvals from DOS prior to extending group sales agreement to client.
Processes all group sales contracts and ensures booking details are thoroughly communicated with Reservations and Operations.
Generates a specified number of client site inspections each week.
Participates with any and all PHR and/or franchise related sales blitz programs, locally and in feeder city markets.
Establishes contact and maintains a consistent relationship with all pertinent contacts identified as a realistic sources of business.
Attends weekly Food and Beverage Meeting on behalf of PHR Sales Department.
Actively participates and works closely with any and all lead producing organizations including: area CVB's, Chambers (local and feeder markets) and client trade specific associations.
Produces Weekly Function Sheets, Banquet Event Orders, and obtains all information related to function space events.
Qualifications
TypeQualificationEducationMore than two years of post high school education, but less than a degree from a four year collegeExperienceExperience required by position is from one to two full years of employment in a related position with this company or other organization(s)SkillRequires thorough knowledge of the practices and procedures of the catering, food & beverage and hospitality professions. Requires knowledge of 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 posses communication skills in terms of the ability to negotiate, convince, sell and influence professionals and/or hotel guests. Ability to drive to outside sales callsSkill
Sound people and interactive skills.
Ability to work independently, self motivated.
Strong multi tasking and organizational skills.
Clear written and verbal communication skills.
EducationSome college required.ExperiencePrior experience as a catering sales manager in an upscale full service hotel environment.
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