Senior Catering Sales Manager

Battery Wharf Hotel • Boston, MA • 2h ago

JOB SUMMARY Solicit, book, plan and coordinate meetings/functions while
maximizing the banquet space to meet/exceed sales goals. Utilize
prospecting skills and strong business sense to consistently exceed
catering revenue goals. Report all Catering activities to the Director
of Sales. Enliven the Westmont Standards within the Department and the
hotel. Support all Corporate and hotel initiatives as needed. ESSENTIAL
JOB FUNCTIONS This description is a summary of primary responsibilities
and qualifications. The job description is not intended to include all
duties or qualifications that may be required now or in the future. The
Hotel operates 24 hours a day and 7 days a week, so operational demands
require variations in shift days, starting times, and hours worked in a
week. Business Results Solicit, negotiate and book new and repeat
business through efforts (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, and 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. Responds to incoming catering opportunities for the hotel.
Proactively identifies, qualifies, and solicits new catering business to
achieve personal and hotel revenue goals. Closes the best opportunities
for the hotel based on market conditions and hotel needs. Understands
competitors strengths and weaknesses, and knows how to sell against
them. Uses negotiating skills and creative selling abilities to close on
business and negotiate contracts. Effectively develops relationships
within community to strengthen and expand customer base for catering
sales opportunities. Effectively manages and develops relationships with
key internal and external stakeholders. Ensures a high level of customer
satisfaction. Builds and strengthens relationships with existing and new
customers to include sales calls (to include outside sales calls),
prospecting/solicitation calls, entertainment, bridal shows, etc.
Effectively use sales resources and administrative/support staff.
Conducts site inspections. Creates proposals as required. Creates
contracts as required. Possesses excellent telephone sales skills.
Possesses strong overall sales skills. Understands contract management
and legalities. Possesses operational knowledge and/or appreciation of
operations challenges. Has basic knowledge of food and beverage
compositions. Is knowledgeable of food trends, food and beverage
composition, and menu planning. Exercises creativity in designing
catering sales solutions. Understands food and beverage forecasting and
attrition. Understands need time strategy as developed by the Revenue
Management Team (i.e. Director of Sales & Marketing and Director of
Catering Sales). Follows all Free Sell guidelines as specified by the
Director of Catering Sales and/or Director of Sales. Follows all sales
strategy as specified by the Director of Catering Sales and/or Director
of Sales. Understands and achieves team and individual goals. Possesses
software knowledge (Microsoft Office, etc.). Possesses systems knowledge
(Delphi, Delphi Diagrams, or any other program similar to). Participate
in communication and professional organizations to maintain high
visibility and promote sales. Perform special projects and other
responsibilities as

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