Hospitality Services Sales Manager

5601

The University of San Diego, an engaged and contemporary Catholic institution, was founded by the Diocese of San Diego and the Society of the Sacred Heart in 1949. Governed by an independent board of trustees since 1972, USD remains committed to a liberal arts education grounded in the Catholic intellectual tradition and the pursuit of truth, goodness and beauty. Inspired by this centuries old tradition of Catholic higher education, the University welcomes people of all faith traditions and any, or no, religious background. The future success of USD relies on the contributions of those who seek to foster the development of engaged global citizens and an earnest confrontation of humanity’s urgent challenges.

The Hospitality Sales Manager is responsible for driving sales and managing client relationships for campus catering services and the fine dining restaurant. This role combines proactive business development, event planning support, and a strong focus on delivering exceptional hospitality experiences. The manager will partner with clients, campus departments, and external organizations to maximize revenue while maintaining the highest standards of service and guest satisfaction.

The Hospitality Sales Manager ensures confidentiality is upheld and that guest expectations are consistently met or exceeded in alignment with the USD Way. Responsibilities include preparing sales proposals and contracts, processing event billings in Caterease, and scheduling events in La Gran Terraza through EMS. The manager oversees all event orders and updates Caterease daily, working with a high degree of autonomy. Other duties may be assigned as needed.

Duties and Responsibilities:

Sales

• Identify and solicit target accounts and nurture existing accounts to increase sales in  USD Catering and La Gran Terraza. Must be able to identify client’s primary buying criteria and personal goals quickly and accurately; then be able to sell to those needs.
• Creatively approach clients, creating proposals, planning and conducting “wow” site inspections.
• Strategically develop and execute events to accomplish the goals of Hospitality (ie awards/holiday banquets, charity events, etc.)
• Responsible for assisting the Hospitality Services Director in attainment of revenue expectations, sales goals, and profitability.
• Responsible for special event sales for “La Gran Terraza”
• Cultivate and maintain strong relationships with internal stakeholders, alumni, community partners, and prospective clients.
• Negotiate contracts and pricing agreements while ensuring compliance with institutional policies.
• Monitor market trends and competitor activities to identify new sales opportunities. 
• Actively solicits new business opportunities through prospecting target client lists.
• Maintain an active list of target accounts to ensure continuous relationship development. 
• Seek methods to penetrate key business activities within the market and find profitable ways to increase business
• As an ambassador of  USD Hospitality, partner with departments and student groups across campus to educate community members about USD Hospitality. 
• Work in collaboration with Director of Operations for Catering on the execution of events
• Create Catering Sales proposals, contracts and event sheets for each event, ensuring data reflected is accurate to client specifications
• Determine appropriate response to RFPs and create proposals.
• Manage and follow-up on USD Catering guest satisfaction surveys ensuring guest concerns are resolved.
• Attend mandatory meetings (ie, departmental, staff, Banquet Event Order, (BEO), pre/post conference, etc.
• Chair the BEO meeting.  Reviewing event sheets and making sure the kitchen and banquet operations have correct up-to-date information.
• In the absence of the Director of Catering Operations, Chair the Campus wide Catering meeting with all campus schedulers held once a week to ensure all campus events are accounted for.
• As a part of the Hospitality Services team, achieve department sales goals
• Manage existing accounts to uncover potential new business opportunities.
• Collaborate with chef de cuisine and banquet sous chef to ensure menus are current and competitive
• Effectively resolve guest issues that arise as a result of the sales process. Bring issues to the attention of the Director of Hospitality Services appropriate.
• Actively participates in industry-related organizations. Attend trade shows, community events, and industry meetings to develop business.

Hospitality Support

• Acts as the first point of contact for client information and questions, verifying and completing final work order forms for standard catering events for both internal and external customers. 
• Reviews all orders for accuracy and follows up on discrepancies with clients.
• Maintain confidentiality of customer requests and needs as appropriate
• Updates Catering event book and on a daily basis and monitors the three month calendar for excessive production dates.
• Create and distribute event sheets in a timely manner.  Revise as necessary; recording changes in the Catering change log.
• Insures daily communication with appropriate staff to adjust production according to changes in guarantees, menu and location
• Ensures that catering policies and procedures are communicated to campus and adhered to by customers
• Supervises part time office personnel and casual workers direct office work flow.
• In collaboration with other Hospitality Services managers, develops strategies and goals for the department
• Attend meetings as needed to represent USD Catering

Financial

• Compiles data for weekly and monthly sales reports and submits data to the Director of Hospitality Services in a timely manner. 
• Responsible for updating current vendor invoice pricing on monthly inventory reports.
• Verifies the accuracy of Caterease reporting / invoices.
• Verifies, copies, and forwards vendor invoices to Director of Hospitality Services for processing
• Reviews monthly revenue reports, and checks them for accuracy, reconciling as necessary. 

Administrative/Professional Duties           

• Acts as a liaison and information source within department.  Explains hospitality policies and procedures to employees, customers and other USD departments. 
• Manages customer relationships within Hospitality Services department.
• Maintains Caterease database ensuring current menus are accurately reflected.
• Review and approve timecards for assigned staff. 
• Hires, trains, supervises, schedules, and evaluates part time office staff.
• Promotes a positive customer service attitude about USD Hospitality Services in communications and decisions.
• Enforce rules for employees conduct as established and take appropriate disciplinary action as needed.

Certificates, Licenses, Registrations:

• Serve Safe certification required by the State of California.

Special Conditions of Employment:

• Ability to work flexible hours, including occasional weekends or evenings for special events.

Background check:  Successful completion of a pre-employment background check.

Degree Verification Requirement: Persons offered employment in this position will be required to provide official education transcripts for degree verification purposes. 

Minimum Qualifications:

• Bachelor’s degree in business or hospitality management, Marketing, or related field required.   A High School diploma and additional two years of work experience may substitute for Bachelor’s degree, at the rate one year of work experience is equivalent to two years of higher education.
• Minimum two years of experience in catering and/or hotel sales management required, with one year of office management experience required.
• One year of supervisory experience required.
• Strong understanding of customer and market dynamics and requirements required
• Proven leadership and ability to drive sales team required.

Preferred Qualifications:

• Experience with enterprise software solution and large, complex organizations preferred.
• Experience developing contacts with meeting planners, local representatives and destination management companies preferred.

Performance Expectations - Knowledge, Skills and Abilities:

• Proficiency in EMS and Caterease software.
• Must possess excellent communication, follow-up, and organizational skills
• Ability to represent the University in the most positive manner with prospective, former and current students, customers, vendors and the larger San Diego community.
• Knows, follows and enforces University and Auxiliary Services policies and procedures.
• Sets a positive example for employees.
• Maintains professional standards through confidentiality, attitude and appearance.
• Demonstrate the ability to manage multiple tasks and priorities and frequent interruptions
• Ability to work in a fast paced environment with frequent interruptions and minimal supervision.
• Understand the overall market - competitors' strengths and weaknesses, economic trends, supply and demand
• Thorough knowledge of standard business practices, procedures, and ethics.
• Ability to become familiar with and follow University and Auxiliary Services policies. 
• Ability to work collaboratively with diverse groups while respecting the Catholic identity and values of the institution.
• Knowledge of and adherence to standard Banquets and Catering processes and procedures.
• Possess the ability to effectively communicate both orally and in writing.
• Possess excellent human relations skills; ability to interact effectively with diverse personalities and populations.
• Assume responsibility, respond effectively to challenges, and exercise independent judgement when making decisions.
• High level of accuracy in work and attention to detail; good organizational skills.
• General knowledge of basic accounting principles
• Ability to handle confidential material and employment information with tact and discretion.
• Strong ability to use tools and equipment identified below.
• Ability to file numerically, alphabetically, and alpha-numerically.

$$5,858.67 - $6,125 per month; Excellent Benefits

The University of San Diego offers a very competitive benefits package including; medical, dental, vision, a retirement contribution given to you by the University, and access to on-campus Fitness Centers.  Please visit the benefits section of our website to view all of the perks and benefits that USD has to offer.  USD: Human Resources: Benefits

The salary range provided in this posting reflects what we reasonably expect to pay for this position.  Actual compensation offered or earned is dependent on experience, education and other factors including departmental budget.

Hours: 40 hours per week

Closing date: Open until filled

Note: External job postings will be up for at least three days. After that time, applications will be reviewed by the hiring manager/committee throughout the posting period. A candidate may be selected at any time which could then close this posting on a date earlier than listed.

The University of San Diego is a smoking and tobacco-free campus. For more information, visit www.sandiego.edu/smokefree.