Catering Sales Manager

The Sales Manager is responsible for soliciting new catering accounts, the group rooms market across all segments, entertaining and maintaining relationships with existing accounts to meet and/or exceed food and beverage revenue goals. Oversee client functions to ensure customer satisfaction. Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication. Prepare correspondence to customers, internal booking reports and file maintenance.  Participate in daily business review meeting, pre-convention meetings, training and other catering sales related meetings as required.  Work with other departments within the hotel to provide quality service to customers.  Attend community/social events and industry meetings.  Develop/maintain knowledge of market trends, competition and customers.

ESSENTIAL FUNCTIONS: (This list of essential functions is not exhaustive and may be supplemented and changed as necessary.)

• Work with VP of Sales to determine annual sales call and revenue goals, develop and implement strategic sales plan to support goals.
• Establish individual sales plans and goals for assigned market segments
• Solicit and secure new business in assigned market segments to drive group revenue to the hotel.
• Make outside sales, prospecting and telephone sales calls to venues, organizations and be established in all potential Group market segments in and around Portland.
• Develop the existing customer base as well as acquire new accounts to expand our account base.
• Assists with the development, implementation, and management of group promotions in conjunction with overall sales and marketing plan.
• Develop expertise in assigned Group markets. (i.e. expertise in the Corporate, Citywide convention blocks, Wedding/SMERF as well as other group markets and be established as a leader in the community)
• Work with Provenance Sales Team to develop and maintain knowledge of market trends, competition, and customers. Collaborate with teams for customer acquisition and retention.
• Participate in sales presentations, property tours, customer meetings, and business review meetings with team.
• Participate in trade shows, conventions, and promotional events within the hotel, the industry and customer organizations.
• Understand the competitive landscape and how to maintain leadership position given market and economic changes. Adjust sales plan and strategies accordingly.
• Conduct regular client visits and participate in industry events.
• Develop and maintain best practices, policies, and service initiatives to achieve optimal sales service and client retention.
• Maintain accurate and timely account activities and relevant contact information in Delphi per established standards.
• Perform other duties, projects, and reports as assigned by the Director of Sales and Corporate Office as deemed necessary to the growth of the business.
• Supervise and develop proposals and contracts; to include but not limited to negotiating contract specifics to achieve maximum profitability while satisfying customer needs as well as achieve financial goals.
• Maintain strong client and vendor relations to ensure that event specifications are communicated and executed for a successful meeting experience. This communication and execution apply to the Villa Royale and any outside service providers.
• Review sales contract as well as other important information, i.e. special concessions and attrition clauses and validate with client via turnover process.
• Accurately forecast group food and beverage revenues for assigned groups at Villa Royale within a 5% variance.
• Monitor event activities on-site to ensure accurate and timely execution of functions and activities.
• Produce and distribute event resume and communicate any changes updating information to hotel departments.
• Distribute BEO’s for groups.
• Participate in site visits and planning meetings for upcoming groups
• Verify credit information submitted in the account management software system at point of turnover, to include estimated amount of billing, billing type and appropriate contact updating information as necessary until departure.
• Participate in Pre/Post-Convention meetings and review bill with client.

OTHER:

• Regular attendance in conformance with the standards, which may be established from time to time, is essential to the successful performance of this position.

• Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.

• Upon employment, all employees are required to fully comply with Provenance rules and regulations for the safe and effective operation of the hotel’s facilities.

SUPPORTIVE FUNCTIONS

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the manager based upon the particular requirements of the hotel:

•Professionally represent the hotel at all industry/community functions.

•Participate as a team player with all departments.

•Assist with reports and/or competition data collection.

Requirements

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

•Must be able to speak, read, write and understand the primary language(s) used in the workplace.

•Must be able to read and write to facilitate the communication process.

•Requires good communication skills, both verbal and written.

•Excellent inter-personal and sales related experience.

•Exceptional organizational and supervisory skills.

•Knowledge of food and beverage menus, food preparation and presentation.

•Ability to act independently with minimal or no supervision.

•Ability to communicate customer needs and resolve complaints independently.

•Sales ability and skill in both oral and written form.

•Must possess basic computational ability.

•Must possess computer skills, including, but not limited to, Microsoft Word, Excel and Delphi.

•Ability to establish and master goals.

•Working knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including, but not limited to the following statutes and their comparable state and local laws (where applicable): Title VII, ADEA, Equal Pay Act, Pregnancy Discrimination Act, FLSA, ADA, OSHA, FMLA, and NLRA.

PHYSICAL DEMANDS

•Work tasks are performed indoors and outdoors. Temperature is moderate indoors and controlled by hotel environmental systems. Outdoor temperatures may be higher than normal due to local climate.

•Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required the rest of the working day. This includes traveling to and from meetings. Length of time of these tasks may vary from day to day and task to task.

•Must be able to exert well-paced ability to maneuver between functions occurring simultaneously.

•Must be able to exert well-paced ability to reach other departments of the hotel on a timely basis.

•Must be able to lift up to 15 lbs. on a regular and continuing basis.

•Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability and visual acuity.

•Talking and hearing occur continuously in the process of communicating with guests, supervisors and other employees.

•Vision occurs continuously with the most common visual functions being those of near vision and depth perception.

•Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, electric typewriter, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed.

QUALIFICATION STANDARDS

Education - High school or equivalent education required. Bachelor’s Degree preferred.

Experience - Past catering and rooms sales experience in a hotel setting is preferred.

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