Senior Catering Sales Executive

JOB SUMMARY

Handles more complex social and local corporate catering opportunities that are above sales office parameters (e.g.,, 150 covers). Provides day to day supervision to catering sales associates that are on-property. Contracts and closes local catering and social business and verifies that business is turned over properly and in a timely fashion for quality service delivery. Achieves catering revenue goals by actively up-selling each business opportunity to maximize revenue. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional.

OR

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Preferred:

• 2 years of catering sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Manages the sales efforts for the property including local corporate and social catering.

• Responds to incoming catering opportunities for the property.

• Identifies, qualifies and solicits new catering business to achieve personal and property revenue goals.

• Solicits affiliate business associated with citywide events from approved affiliate list provided by Citywide Sales Executive.

• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

• Closes the best opportunities for the property based on market conditions and property needs.

• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

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

• Designs, develops and sells creative catered events.

• Maximizes revenue by up-selling packages and creative food and beverage.

• Develops and manages catering sales revenue and operation budgets, and provides forecasting reports.

• Develops menus that drive sales.

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

• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.

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

• Participates in and practices daily service basics of the brand (e.g.,, Marriott Hotels and Resorts (MHR) Spirit to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).

• Establishes that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.

• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.

• Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.

• Handles more complex social and local corporate catering opportunities that are above sales office parameters (e.g., 150 covers).

• Provides day to day supervision to catering sales associates that are on-property.

• Contracts and closes local catering and social business and confirms that business is turned over properly and in a timely fashion for quality service delivery.

• Achieves catering revenue goals by actively up-selling each business opportunity to maximize revenue.

• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.

• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Works collaboratively with off-property sales channels (e.g., Sales Office, Area Sales,Enterprise Sales Team (EST)) to establish coordinated sales efforts that are complementary and not duplicative.

• Interacts effectively with sales, kitchen, vendors, competitors, local community, catering associations and other hotel departments in order to monitor guest satisfaction.

• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring 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 Marriott.

• 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.

• Develops a close working relationship with operations to execute strategies at the property level.

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.
Marriott Hotels strive to elevate the art of hospitality, innovating at every opportunity while keeping the comfort of the oh-so-familiar all around the globe. As a host with Marriott Hotels, you will help keep the promise of “Wonderful Hospitality. Always.” by delivering thoughtful, heartfelt, forward-thinking service that upholds and builds upon this living legacy. With the name that’s synonymous with hospitality the world over, we are proud to welcome you to explore a career with Marriott Hotels. In joining Marriott Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.

JW Marriott is part of Marriott International's luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand’s namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™. In joining JW Marriott, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.