Catering Sales Manager

BASIC PURPOSE: Solicit, upsell, coordinate, manage and prepare all event documentation and facilitate through sales, property operations departments and clients. Ensure property events have a seamless turnover from sales to service and back to sales to achieve customer satisfaction/quality service while meeting/exceeding revenue/profit goals.

ESSENTIAL FUNCTIONS:

1. Sales Strategy Development, Direct Sales Execution, Account Management

• Create and execute catering sales action plans to impact need periods and/or specific function space revenue production.
• Measure and achieve direct sales activity goals for client solicitations, outside sales calls and property site inspections.
• Maintain budgeted sales/revenue booking goals on a monthly basis.
• Ensure compliance with company booking policies and procedures.

2. Sales System Usage/Efficiency, Policy and Procedure Management

• Effectively utilize sales and marketing system for change log, TBA function space, BEO layout and consistency, menus, average checks, meeting space capacity and diagrams.
• Maintain accuracy of any third party diagram software. Ensure diagrams are standard in client proposals and provided to banquet operations with Banquet Event Orders (BEO’s).
• Efficiency in the use of solicitation tools such as Knowland Group for identifying prospecting targets.
• Effective use of cVent for timely lead response systems and past RFP solicitation opportunities.
• Ensure all bookings follow accounting/billing standards for audit key controls and receivables.
• Successful implementation of catering free sell policies, food/beverage minimums, service charge, fees, etc.
• Assure all bookings are accounted for in contract binders and up to date.

3. Menu and Package Development, Client Presentation

• Ability to solicit seasonal, traditional and non-traditional wedding and other specialty menus.
• Conduct semi-annual competitive assessment of banquet menu price positioning within market and adjust accordingly.
• Negotiate with guests and patrons for banquets, meetings and other functions, all arrangements, suggesting menus, bar set up, room set up as per policy and procedure. On completion of negotiations, inform other departments of detail arrangements in writing which is necessary to assure success of the function.

4. Banquet Operations Standards, Communication, Client Expectations

• Coordinate and assist in planning catering service/banquet operations through the Banquet Manager.
• Ensure consistent client communication for effective turnover of group and catering events to assigned Convention Services and Catering team members.
• Obtain guarantees for all events and ensure guarantee information is distributed to all departments.
• Provide customers with written statement of estimated charges prior to events.
• Be present at functions to serve as liaison between the customer and banquet staff.
• Ensure safety regulations and procedures are followed to ensure optimal level of service, quality and hospitality are provided to the hotel customers.
• Participate in Banquet Event Order (BEO) meetings to review upcoming events and client expectations with operations team members.