Assistant Director of Catering / Senior Sales Manager - Catering

JOB SUMMARY

Responsible for handling local social catering opportunities for
the property. Responsible for achieving and exceeding the hotel catering sales
revenue goals. Provides day-to-day supervision to Catering Sales associates
that are on-property, dependent on the volume of local social catering business.
Contracts and closes local catering and social business, and ensures
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

Education
and Experience

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

OR

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

CORE WORK ACTIVITIES

Maximizing Revenue & Managing
Profitability

• Identifies, qualifies and solicits new catering
business to achieve personal and hotel revenue goals.

• Proactively
solicits affiliate business associated with citywide events

• Understands
the overall market - competitors’ strengths and weaknesses, economic trends,
supply and demand etc. and knows how to sell against them.

• Maximizes
revenue by up-selling packages and creative food and beverage offerings.

• Identifies and implements process improvements and best practices.

•
Gains understanding of the hotel’s primary target customer and service
expectations.

• Ensures successful performance by increasing revenues,
controlling expenses and providing a return on investment for the owner and
the business.

Managing Sales Activities

• Manages the sales efforts for the hotel related to local social catering
business.

• Responds to incoming catering opportunities for
the hotel.

• Closes the best opportunities for the hotel based on market
conditions and hotel needs.

• Uses negotiating skills and creative
selling abilities to close on business and negotiate contracts.

•
Designs, develops, and sells creative catered events.

• Develops
and manages catering sales revenue and operation budgets, and provides
forecasting reports.

• Identifies and assists with selling, implementing
and following-through on catering promotions.

• Promotes accountability
to drive superior business results.

• Executes Sales strategies
and business processes.

• Executes and supports 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 practice daily
service basics of the brand (i.e., MHR Spirit to Serve Daily Basics, RHR Savvy
Service Basics, Courtyard Basics of the Day).

Building
Successful Relationships

• Works collaboratively with property
Sales and Marketing colleagues and Above Property Sales, as well as other hotel
departments to ensure sales efforts are coordinated, complementary and
not duplicative.

• Develops a close working relationship with operations
to ensure execution of strategies at the hotel level.

• Works with
the management team to create and implement a catering sales plan addressing
revenue, customers and market.

• Works with the property’s Food
and Beverage team to develop menus that drive sales.

• Interacts
effectively with vendors, competitors, local community, catering associations
and other hotel departments (including Sales, Kitchen and Events) in order
to ensure guest satisfaction.

• Ensures that the property implements
a seamless turnover from sales to operations and back to sales while
consistently delivering high level of service.

Providing
Exceptional Customer Service

• Serves the customer
by understanding their business, business issues and concerns, to offer better
business solution both prior to, and during the program/event.

• Executes
exemplary customer service to drive customer satisfaction and loyalty
by assisting the customer and ensuring 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 International.

• 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.

Additional Responsibilities

• Performs other duties, as assigned, to meet business needs.