Catering Sales Manager

AN INSPIRING CAREER AWAITS YOU!
The Kessler Collection is made up of 11 artful hotel and resort properties, 25 restaurants, and over 1,800 Grand Performers across 7 states, we continue to grow and so will you! The opportunities are endless. Our mission of inspiring places, intuitive service, and exuberant guests means we are committed to our Grand Performers learning, development, and well-being.
We believe people want to be inspired!
Our Grand Performers Receive Many Benefits Including:

• Marriott Employee Discounts Worldwide
• Competitive Wage & Discretionary Bonus Program
• Medical, Dental, Vision Insurance
• Company-Sponsored Life Insurance
• Short & Long-Term Disability Insurance
• Pet Insurance
• Tuition Reimbursement Program
• 401(K) with Discretionary Company Matching Contributions
• Employee Assistance Program

JOB SUMMARY
The overall objective and purpose of the Catering Sales Manager are to oversee the operation of the catering department. The incumbent is responsible for coordinating the activities of the conference personnel and room reservations team to make arrangements for group meetings, conferences, and social events. They are to provide inspiring and strategic leadership while directing the activities of the banquet department in support of the mission, core values, standards, and goals established by the company.
CORE RESPONSIBILITIES
Primary areas of responsibility include, but are not limited to the following:

• Have a working knowledge of the hotel and surrounding area including the history, culture and points of interest.
• Continually target and prospect new business using marketing and sales resources
• Develop and maintain ongoing relationships with competitive set and customers and actively participate in community organizations and professional associations to maintain visibility and market share
• Determine, develop and execute against existing and new accounts to achieve and exceed sales revenue expectations.
• Effectively use Kessler branded collateral throughout the sales process
• Assist marketing team through monthly/weekly update of wedding websites and social media with photographs, testimonials, and special promotions
• Travel as recommended to conduct outside sales calls and participation in trade shows
• Maximize revenue by selling all facets of the hotel to include restaurant, spa, gallery and outlets
• Knowledge of all Kessler Collection hotels to effectively cross-sell
• Qualify incoming leads and send proposals, contracts and addendums as needed to negotiate catering business using marketing and sales resources
• Conduct tours of property to potential customers while informing of all hotel services available; entertain customers on property during site inspections, pre-planning trips, and program operation when appropriate. Complete required site forms to alert the hotel of the tours
• Follow up on outstanding proposals and contracts to effectively close business
• Collaborate with culinary operations in creating custom menus specific to clients' budget needs

• Negotiate food and beverage minimums, meeting room rental, function space, and hotel services within approved booking guidelines

• Process definite contracts and route information effectively and appropriately to the hotel turnover catcher who in turn will forward on to the following Grand Performers using the turnover process:

• Event Services Manager
• Accounting Department

• Establish method of payment, collect initial deposit, and create posting master account prior to turnover to Event Services Manager
• Attend daily business review meetings to discuss catering opportunities
• Actively participate in all required sales/operational meetings
• Competently utilize the required systems/equipment and platforms to effectively evaluate availability, profitability and track the progress of groups from proposal through execution
• Maintain accurate, organized and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.)
• Manage account details so all pertinent aspects of solicitation and closing are complete and documented in required sales and catering system
• Track monthly production towards quarterly sales goals set forth by management using required documentation.
• Complete all required reporting and documentation
• Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets:

• Annual comp set review of menus and pricing
• Quarterly review/ tour of comp set venues

• Use logic, integrity and sound judgment when making business decisions by considering the big picture, operational needs and impact on other departments
• Perform other duties as assigned to meet business needs

KNOWLEDGE, SKILLS, AND ABILITIES
To perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent.

• Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments
• Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings
• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics
• Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others
• Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed
• Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values
• Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity
• Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments
• Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality
• Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
• Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly
• Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events
• Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time
• Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan
• Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed

• Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention

MINIMUM QUALIFICATIONS

• Marriott Systems Experience - preferred
• College Degree - preferred
• Hospitality or related industry experience - required
• Previous event planning experience - required
• Valid Driver's License - required

SUPERVISORY RESPONSIBILITIES
Supervisory and leadership responsibilities include achieving results through providing direction and accountability of the following Grand Performers within the culture and policies established by the Kessler Collection.

• No direct reports

WORK ENVIRONMENT
The work environment/conditions described herein are representative of those that an incumbent may experience.

• Must be comfortable working in a shared space, with constant noise, without the use of a private office.
• Must be able to cope with frequent changing priorities and deadlines with a high degree of optimism, professionalism & collaboration.
• Schedules may vary from week to week based on business demands in excess of 40 hours with or without notice.

PHYSICAL DEMANDS
The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. *Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role.

• While performing the duties of this job, the incumbent is regularly required to lift, reach with hands and arms, stand for extended periods of time and use fingers (keyboard etc.) to handle or feel.

The Kessler Collection is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.