Assistant Sales Manager - Catering

JOB SUMMARY

Assists the property’s Banquets/Catering Department in the property's reactive and proactive sales efforts with a focus on group and catering accounts. The position contributes to achieving revenue goals and the financial performance of the department. Assists in implementing the brand’s service strategy and applicable brand initiatives in all aspects of the sales process. Position supports the administrative processes associated with the pre-event and post-event phases of an event and the associated transitions between all event phases. Assists the seamless turnover from sales to operations and back to sales while consistently delivering a high level of service. Ensures the team maximizes revenue opportunities by up-selling and accurately forecasting (catering and group rooms) all events.

CORE WORK ACTIVITIES

Maximizing Revenue & Managing Profitability

• Solicits/books local catering business and develops group business.

• Assists in completing and distributing catering sales revenue and operation budgets and revenue forecasting.

• Tracks booking goals on a weekly basis and compiles incentive reports for distribution to catering leaders.

• Ensures that booking guidelines are followed and that catering leaders are maximizing space and revenue.

• Supports management team in creating and implementing a catering sales/marketing plan addressing revenue, customers and market.

Managing Sales Activities

• Assists with selling, implementation and follow-through of catering promotions.

• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

• Sells menu items, beverages, wines, and facilities including destination services, business center, and audio-visual services.

• Demonstrates knowledge and proficiency of how and when to impose deadlines and delegate tasks.

• Ensures catering leaders are generating lost business reports.

• Manages the catering sales efforts for the property including local and group/catering business.

• Distributes catering and group contracts before group arrival.

• Understands competitor offerings and effectively sells against them.

Providing Exceptional Customer Service

• Interacts effectively with guests/clients, sales and kitchen, vendors, competitors, local community, catering associations and other property departments in order to ensure guest satisfaction.

• Supports company’s customer service standards and property’s brand standards.

• Participates in and practices daily service basics of the brand.

• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.

• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

MANAGEMENT COMPETENCIES

Leadership

• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.

• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

• Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.

• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

• Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.

• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.

• Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.

• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

• Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.

• Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

• Business Acumen - Understands and utilizes business information to manage everyday operations.

• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.

o Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

o Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.

o Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.

• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

o Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

o Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.

o Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

o Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.

o Writing - Communicates effectively in writing as appropriate for the needs of the audience.

• High school diploma or GED; 4 years experience in the sales and marketing.

OR

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management.

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