Job Description

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

· Oversees all day-to-day operations for the Banquet/ catering sales effort.

· Provides positive and aggressive leadership to ensure maximum revenue potential; sets example with personal booking goals.

· Creates and maintains an office environment conducive to effective selling and customer advocacy.

· Participates in the Developing and management of the Banquet/catering sales revenue and operating budgets. Provides input for developing forecasts.

· Effectively develops and manages relationships with key stakeholders, both internal and external.

· Assist the Director of Sales analyze market information through Delphi and implement catering strategy to achieve hotel’s financial catering goals.

· Assists Revenue Management and the Group Sales Manager with completing accurate projections.

· Assists the Director of Sales to approve space release for catering to maximize revenue.

· Develops, implements, and sustains aggressive solicitation programs focused on increasing local catering business.

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

· Assists with the development and implementation of catering promotions, both internal and external.

· Works collaboratively with off-property sales channels to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.

· Conducts outside catering sales calls based upon set individual monthly goals.

· Conducts prospecting and solicitation goals based upon set individual monthly goals.

· Completes Catering Sales components of the Marketing Plan (updated quarterly) including strategic action plans for all relevant market segments, booking channels and revenue streams.

· Sets Banquet/Catering goals and objectives with DOS, utilizing goal setting models and market knowledge. Ensures strategies and tactics are in place to achieve RPOGR (revenue per occupied group room) goals.

· Develop working menu with the Executive Chef to ensure profitability and customer satisfaction.

· Establishes Banquet/Catering booking guidelines with the DOS, based on historical data and forecasts to maximize revenue.

· Prepares and presents Catering information for property reviews with owner representatives and corporate executives.

· Reviews Banquet/Catering pace reports with DOS and reforecast Weekly 30/60/90-Day Budget w/DOS and Director of Revenue Management

· Evaluates new and incremental business opportunities/promotions to maximize revenue for the hotel.

· Completes Banquet/Catering Sales Activity Critiques (weekly/monthly/quarterly) with information that explains the productivity, provides insights into opportunities and threats, and updates the stakeholders with market news.

· Continuously looks for ways to improve guest experience at all touch points in the banquet and catering experience

· Works closely with the chef and culinary team on ways to improve food presentations, execution , service and average checks.

Guest Satisfaction

· Ensures a high level of customer satisfaction and builds long term mutually beneficial customer relationships to support future revenue growth.

· Coordinates and communicates verbally and in writing with customers (internal and external) regarding event details. Follows up with customer post-event.

· Makes presence known to customer at all times during this process, regardless of which hotel they sit at. Greets customer during the event phase and hands-off to the Convention Services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements.

· Displays leadership in guest hospitality and ensures consistent, high-level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share.

· Sets a positive example for guest relations.

· Interacts with guests to obtain feedback on product quality and service levels. Effectively responds to and handles guest problems and complaints.

· Reviews Guest Service Results with leaders. Participates in the development and implementation of corrective action plans.

· Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement.

· Utilizes Delphi or other hotel system to capture and manage customer information on a daily basis.

Leadership

…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

· Demonstrates commitment to Transwestern Hospitality operating principles and philosophies.

· Holds self and others accountable for achieving results.

· Addresses conflict in a timely manner.

· Contributes to team results.

· Deals with change effectively.

· Makes decisions, including employees/team and commits to a course of action with available information.

Building Relationships

…eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives. 

• Manages lead processes to ensure prompt and thorough response to inquiries.
• Promotes and tracks lead referrals from NSOs, and Scout leads.
• Administers Banquet/Catering Sales Smart Goals.
• Uses opportunities to promote individual and team successes.
• Always apply the principles of trust, honesty, respect, integrity and commitment.
• Attends Morning, Daily BEO and Departmental Meetings, representing Catering and Convention Services.
• Recognizes and celebrates team successes.
• Balances the interest of one’s own group with the interests of the organization.
• Facilitates beneficial resolution of team conflict.
• Uses team member diversity to its fullest extent to achieve business success.
• Encourages others to share their points of view even if different from his/her own.
• Shares relevant information to help others understand and support business objectives.
• Seldom pulls rank or tries to overpower others.
• Uses technology effectively to communicate and influence throughout the organization.
• Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual.

Managing Work Execution

…proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.

• Consistently meets/exceeds personal revenue production goals
• Approves Local Catering space releases in accordance with the stated policies
• Completes ROIs on new projects/ expenditures not forecasted
• Manages completion of new projects as they arise
• Audits Delphi and creates follow-up action plans as needed
• Seeks out others for information, support, guidance and assistance.
• Develops and uses systems to organize and keep track of information.

Organizational Learner

Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area

• Enlivens the CARE Culture within the Sales Department and the hotel
• Attends different departmental Line-up meetings and communicates information
• Communicates all relevant market news to the Catering Department
• Supports Public Relations’ initiatives 
• Review catering sales strategies and provides feedback
• Updates SOP’s as needed with DOS
• Acts independently to improve and increase skills and knowledge.
• Demonstrates an awareness of personal strengths and areas for professional improvement.
• Shares learning, innovations, and best practices with others.
• Is willing to learn from others.
• Performs all technical/procedural requirements of the job.
• Uses current best methodologies to manage smaller scale projects.

· Understands revenue management functions and account profitability.

Experience

· Must have a minimum of (5+ ) years of progressive Banquet and Catering sales experience in a luxury environment with discerning clientele.

· Proven track record of a consistent ability to exceed sales goals

· Previous sales leadership experience preferred

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