Senior Catering Sales Manager

Salary Range: $85,000-$90,000, discretionary bonus eligible

The Senior Catering Sales Manager will be responsible for managing a sales territory/segment and achieve or exceed monthly, quarterly and yearly revenue goals by developing accounts and business opportunities.  They will also assist the Director of Sales and Marketing in managing overall catering and banquet revenue and responsible for maximizing profitability and ensuring overall guest satisfaction.

WHAT WE OFFER:

• Vacation, Holiday, and Sick pay
• Medical/Dental/Vision (with opt. out option)
• Hotel Room Discount
• Free Parking ($220 value)
• Meal Allowance per bona fide meal break ($10 per bona fide meal break up to 1 per shift)
• Travel Reimbursement (if applicable)

• Company Paid Life Insurance & AD&D when enrolled in Medical
• Voluntary Life Insurance

• AD&D
• 401(k) – 4% Match
• Discount programs
• Education Assistance Program
• Voluntary Long-Term Disability
• Voluntary Short-Term Disability
• Voluntary Hospital Insurance, Voluntary Critical Illness Insurance, Voluntary Accident Insurance
• Shoes for Crews

• MTS Pronto Program

WHAT YOU'LL DO:

• Meet or exceed pre-determined booking goals for guest room revenue; meet or exceed budgeted costs and revenue on a monthly average with the liberty to negotiate as needed on individual functions within established guidelines yet maintaining the overall revenue goals.
• Responsible for prompt handling (within the business day) of inquiry calls and monitoring the efficient flow of paperwork relative to confirming function details to the client.
• Compiles lists of prospective clients for use as sales leads based on information from newspapers, business directories and other sources.
• Solicit new and repeat guest room and meeting business. Maintain client base of key accounts and conventions.  Determine the guest’s needs, space availability, and meeting details. 
  1. Show client meeting spaces and other areas of the hotel, as applicable
  2. Host clients at the hotel, so they can experience outlets firsthand
• Make outside sales calls and tele market to obtain business. Also utilize site inspections and on-site luncheons to book business.
• Maintain active liaison with competitors regionally through personal contacts, professional and industry associations. Monitor pricing, service levels, facilities and function activities at competitive facilities to ensure the Hotel remains in a competitive position.
• Evaluate a potential piece of business for profitability and overall benefit to the Hotel.
• Negotiate group rates with clients on an annual and on-going basis.
• Have acquired knowledge with the ability to upsell clients, while promoting a level of service parallel to the luxury stature of the facility.
• Follows up on the progress of clients booked, such as room night pick up, with the Front Desk Manager/Sales Coordinator to ensure maximum occupancy.
• Personally meet with VIP guests and clients to ensure their needs are met and to gather feedback
• Follow up on bookings and solicit repeat business.
• Represent hotel in community affairs and industry related events.

CATERING

• Complete coordination of the Catering Sales Group functions; accurate and timely preparation of detailed Banquet Event Orders and Group Resumes as necessary to ensure a common quality understanding of what the client is to receive in terms of products and services. Review function contracts prior to distribution to client and hotel staff.
• Check function prior to guest arrival and make personal contact with client at the time of function with proper introduction of service staff who will handle the event
• Determine the requirements for and the follow up on special groups, VIPs, etc.

ADMINISTRATIVE

• Participates in the marketing plans, promotions and services.
• Prepare weekly activity report to include all financial booking performance and personal call reports for active solicitation performed. Also prepares weekly expense reports.
• Understand and adhere to budgeted wage and hour limitations for associates.
• Attends department meetings and as needed, attends interdepartmental meetings.
• Be familiar with the operating procedures of all other areas of the hotel, cooperating fully and in a friendly manner with those areas to assure customer satisfaction.
• Route associate commendations received from guests to the person responsible for assembling the daily packet.
• Notify management of any pertinent information related to shift activities.
• Determine the requirements for and the follow up on special groups, VIPs, etc.
• Follow supervisor’s instructions and completes other duties as directed or assigned.
• Assist in the design of materials for promotions and public relations.
• Assist in the preparation of the marketing plan and budget.
• Assist in developing of marketing strategies by analyzing historical, current, and future hotel/market trends and creates selling strategies to capture the maximum amount of revenue
• Maintains accurate sales records, data base, and reports to provide history and ensure future and current quality service. Enhance future prospects through Delphi and other Marriott programs
• As needed, check banquet functions prior to guest arrival and make personal contact with client at the time of function with proper introduction of service staff who will handle the event
• Assign room block and catering contracts based on company standards
• Prepare payroll in the absence of the Director of Sales & Marketing.
• Participate in Hotel Manager on Duty Program.
• Generate “thank you” notes to clients with prompt follow up of negative client feedback as necessary.

TRAINING

• Ensure all associates are safety conscious and trained in safe work practices.
• Have a thorough knowledge of hotel fire regulations and policy, accident reports, safety programs, and what the direct duties are in relation to each; ensure that all associates are properly trained in these procedures.
• Assist the department manager with implementing the proper in-person training program.
• Assist with in-person new hire training and brand requirements, including tours of the hotel and meeting space.

STAFF MANAGEMENT

• Be prepared for each daily activity and review any variations with management and staff.
• Work shifts are covered with adequate staff, ensure correct staffing during peak periods and high occupancy.
• Communicate daily with department managers and MOD to assure consistency and pass on pertinent information.
  1. Interact in-person with the General Manager, Sales subordinates, the Food and Beverage department, and Accounting team.
• Consistently monitor the performance of associates on an on-going basis and assist the department manager in providing feedback.
• Supervise the staff and handle associate situations.
• Ensure staff is properly groomed and uniformed at all times.
• Ensure work area cleanliness is maintained at all times.
• Maintain efficiency in the operation of the staff in a high standard of quality of service and courtesy, bringing total satisfaction to our guests and the hotel.
• Assist department manager in maintaining close control and inventory of uniforms, supplies, and equipment.
• Assist in the preparation of weekly schedules in accordance to guest needs and staff availability.
• Conduct frequent hospitality audits to ensure the staff are conducting themselves in the manner appropriate for the department. Ensure service standards are in place.
• Maintain a complete and accurate set of logs.
• Prepare and submit accident or injury reports when needed.
• Be a Team Player and encourage the teamwork attitude among staff.
• Ensure all guests who experience a problem receive an appropriate response, any promised compensation is delivered, and an appropriate follow up in a timely and professional manner.
• Carries out supervisory responsibilities in accordance with Hotel policy and applicable laws.
• Plan, assign and direct work of associates.
• Promote open channels of communication between all hotel departments.
• Assist in safety and maintenance by tracking items in HotSos for relevant department

WHAT WE NEED:

• Minimum 3 years’ experience as a Senior Catering Manager in a similar capacity of 6,500 sq. ft. meeting space and 306 rooms required.
• Must have a proven track record of developing long term business relationships and consistently meeting or exceeding sales goals.
• High school graduate, some college preferred.
• Bachelor’s degree preferred or equivalent combination of education and experience.
• Relevant military experience in a comparable capacity

The San Diego Marriott Gaslamp Quarter is an Equal Opportunity Employer.  All qualified applicants and employees will receive consideration for employment without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability. If you need accommodation for any part of the application process because of a medical condition or disability, please send an email to Rebecca Dawes at rdawes@stanfordhotels.com or call (415) 266-9821 or to let us know the nature of your request.