Catering Sales Manager - NYC Hotel

Overview:

The Catering Sales Manager is responsible for effectively selling the private space, food and beverage, and function planning services of the property to maximize revenues and profits for the hotel. Responsibilities include generating revenues, establishing new accounts, monitoring booking pace, and booking repeat business while keeping quality of service consistently high.

• Meet/exceed revenue goals through the development of new business for the local corporate and social Catering market. Outreach efforts to include telephone prospecting, written communications, sales calls, and site inspections.
• Respond to incoming inquiries by phone and written communication; prepare event proposals; negotiate with clients and close contracts for all catered functions.
• Maximize revenues for the hotel through up-selling techniques.
• Regularly participate in local and national industry networking events to access new contacts for new accounts and new catering business.
• Coordinate and participate in sales blitzes, expositions, fairs, familiarization trips, site inspections, and other relevant business development activities.
• Enter all catering bookings in Delphi; ensure accounts and contacts are updated.
• Coordinate with different departments any specific event requirements including individual room reservations, special menus to accommodate dietary preferences, and event set-up requests.
• Attend BEO and Resume meetings.
• Meet and greet in-house guests upon arrival, review the course of events and introduce other staff members (banquet manager, captain, etc.). This warm welcome may take place outside of regular business hours.
• Conduct routine inspections of Hotel operations to maintain standards per CSM, brand, local, state, and federal regulations.
• Create the monthly 90 day forecast for catering and assist in the development of the annual catering budget and sales and marketing plan.
• Coordinate ongoing research of the industry to detect market trends and related information for development of new sales and marketing strategies. Make recommendations to improve potential from various markets.
• Develop guest history records to enhance personalized service for repeat guests.
• Maintain accurate sales records through Delphi and other Hospitality programs to provide history that enables the Sales and Operations team to provide personalized, intuitive service to current and future guests.
• Ensure proper communication between Sales and Operations departments to satisfy any special group needs.
• Partner with the Executive Chef, Banquet Chef, and Beverage Manager in the development of catering menus.
• Monitor competitive set activities and adjust execution as needed.
• Ensure an extraordinary experience and create loyalty to the property and Hard Rock brand by exceeding expectations through exceptional service and product quality.
• Resolve guest and client complaints and implement changes to prevent future issues.
• Monitor quality assurance program scores and guest feedback. Take corrective action when necessary.
• Maintain presence in property during peak business periods.
• Maintain effective, strong relationships with Catering clients.
• Promote the organization in and out of industry and at relevant trade associations.
• Present a professional image to employees, guests, clients, owners, and investors.
• Generate incremental revenue and brand awareness through the creation and implementation of brand relevant local events and promotions.
• Operate ethically to protect the Hard Rock brand. Ensure brand and business initiatives are implemented. 
• Maintain confidentiality of guest, employee, and company information.  
• Attends all daily, weekly and/or monthly department/hotel meetings to ensure proper communication and proactive planning occurs. 

This job description reflects the position’s essential functions; it does not encompass all the tasks that may be assigned.

EXPERIENCE, EDUCATION, AND CERTIFICATIONS

• 5+ years’ experience in hospitality management, including 2 years in a catering or special events sales. Luxury hotel experience preferred. 
• Degree/diploma in Hospitality Management, or an equivalent combination of education and experience that provides knowledge, skills, and ability sufficient to successfully perform the duties of the position.

SKILLS

• High energy with effective and influential people skills. Positive attitude and the desire to motivate others.
• Ability to prioritize and work on several projects simultaneously should pose a challenge without being overwhelming.
• Ability to comprehend and use technical or professional language, either written or spoken, to communicate complex ideas.
• Strong communication and listening skills and excellent speaking, reading, and writing ability.
• Ability to effectively present information in one-on-one and small group situations to customers, clients, and employees of the organization.
• Ability to perform numerical operations using basic counting, adding, subtracting, multiplying or dividing.
• Understanding of the Uniform System of Accounts for Lodging.
• Strong command of software applications, especially Microsoft Office (Word, Excel, PowerPoint) and hotel-specific platforms (MICROS Opera, Sabre/SYNXIS, Delphi, SUN, etc.).
• Ability to effectively deal with internal and external customers and staff, some of whom will require high levels of patience, tact, and diplomacy.
• Fluency in English: additional languages preferred.

PHYSICAL DEMANDS

• Ability to move throughout the business (standing, walking, kneeling, bending) for extended periods of time.
• Ability to sit for extended periods of time.
• Ability to make repeating movements of the arms, hands, and wrists.
• Ability to express or exchange ideas verbally and perceive sound by ear.
• Ability to obtain impressions through the eyes.
• Manual dexterity, hand-eye coordination, and ability to work with hand above shoulders.
• Ability to occasionally move objects (lift, push, pull, balance, carry) up to 10 pounds / 5 kilograms.

Ability to tolerate exposure to heat, cold, chemicals, and loud/noisy environment.

ADDITIONAL REQUIREMENTS

• Deep understanding of lifestyle hotels and premium dining products and services.
• Passion for music and knowledge of music trends preferred.
• Self-starter with an entrepreneurial spirit and strong organizational skills
• Ability to travel occasionally.
• Ability to work evenings, weekends, and holidays, as needed
• For this New York, New York United States-based position, the expected annual base salary is $70000-$72000

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