Sales Manager

Job Description

Job Description:\n\nDescription:\n \nPOSITION SUMMARY\nThe Sales/Catering Manager is responsible for generating and managing hotel sales while coordinating catering and event business from initial inquiry through event completion. This position plays a key role in achieving the hotel's revenue goals by developing new business, maintaining strong relationships with existing clients, selling guest rooms, meeting space, food and beverage, and catering services, and ensuring that contracted events are executed to the hotel's standards.\nThe Sales/Catering Manager serves as a primary point of contact for clients planning meetings, weddings, social events, corporate functions, conferences, banquets, and other gatherings at the DoubleTree by Hilton Dayton Fairborn.\nThe ideal candidate is professional, organized, customer-focused, detail-oriented, and comfortable balancing sales responsibilities with the operational demands of catering and events.\n Requirements:\n ESSENTIAL DUTIES AND RESPONSIBILITIES: Sales & Business Development\n\n Develop and maintain new and existing business accounts to increase hotel revenue.\n Actively solicit corporate, social, group, government, sports, wedding, association, and other market segments.\n Conduct sales calls, client appointments, property tours, networking activities, and follow-up communications.\n Respond promptly and professionally to sales inquiries, leads, requests for proposals, and group opportunities.\n Build and maintain strong relationships with clients, businesses, community organizations, and local partners.\n Identify opportunities to increase guest room, meeting room, catering, and food and beverage revenue.\n Meet or exceed assigned sales goals, booking goals, and revenue targets.\n Maintain accurate and current records of sales activities, prospects, leads, and accounts.\n Follow up on leads and inquiries in a timely manner to maximize conversion opportunities.\n Represent the hotel at community events, trade shows, networking events, bridal shows, and other business-development opportunities.\n Promote the hotel's amenities, meeting facilities, guest rooms, catering services, and food and beverage offerings.\n Conduct competitive market research and communicate relevant market information to the Director of Sales and management.\n\nCatering & Event Sales\n\n Sell and coordinate weddings, meetings, banquets, conferences, social functions, corporate events, and other catered events.\n Meet with clients to determine event requirements, menu selections, room setup, audiovisual needs, timelines, guest counts, and special requests.\n Prepare proposals, estimates, contracts, banquet event orders, and other required documentation.\n Explain hotel policies, event procedures, menus, pricing, deposits, cancellation policies, and other contractual requirements to clients.\n Monitor guarantees, guest counts, deposits, payments, and final billing information.\n Coordinate menu selections and special dietary requirements with the Executive Chef and Food & Beverage team.\n Conduct pre-event planning meetings and event reviews as needed.\n Communicate all event details accurately to the appropriate hotel departments.\n Conduct property tours and show meeting, banquet, and event spaces to prospective clients.\n Assist clients with event planning and provide recommendations regarding room layouts, menus, timelines, and hotel services.\n Maintain consistent communication with clients before, during, and after events.\n Solicit post-event feedback and address client concerns promptly and professionally.\n Work to generate repeat business and referrals from satisfied clients.\n\nEvent Coordination & Operations\n\n Ensure all event information is accurate, complete, and communicated to the appropriate departments.\n Work closely with Banquets, Food & Beverage, Front Office, Housekeeping, Engineering, Kitchen, and other departments to ensure successful events.\n Attend or conduct pre-con meetings and event planning meetings as required.\n Review banquet event orders for accuracy and communicate changes promptly.\n Assist with event setup, client needs, and event coordination when operationally necessary.\n Monitor events to ensure contracted services and hotel standards are being met.\n Respond promptly to client requests and resolve event-related issues in a professional manner.\n Communicate any changes, special requests, complaints, or service concerns to the appropriate manager.\n Assist with post-event review, billing questions, and client follow-up.\n\nCUSTOMER SERVICE\n\n Provide exceptional service to clients, guests, and business partners.\n Build positive, professional relationships with clients from the initial sales contact through event completion.\n Handle guest and client concerns with professionalism, urgency, and good judgment.\n Take ownership of problems and work with appropriate departments to develop effective solutions.\n Maintain a professional appearance and positive attitude consistent with DoubleTree by Hilton standards.\n Promote a welcoming environment and demonstrate the hotel's commitment to hospitality and guest satisfaction.\n Protect the confidentiality of client, guest, employee, and hotel information.\n\nADMINISTRATIVE RESPONSIBILITIES\n\n Maintain accurate sales and catering records.\n Complete required reports, forecasts, booking reports, and sales activity documentation.\n Maintain accurate client and account information in the hotel's sales/catering systems.\n Review contracts and event documentation for completeness and accuracy.\n Monitor accounts receivable and assist with collection of outstanding balances when appropriate.\n Maintain organized electronic and paper files.\n Ensure all required documentation is completed and submitted according to hotel procedures.\n Participate in sales meetings, department meetings, operations meetings, and other meetings as assigned.\n Maintain knowledge of hotel policies, procedures, services, amenities, menus, pricing, and event capabilities.\n Follow all company, hotel, Hilton, health and safety, and applicable legal requirements.\n\nREVENUE & PERFORMANCE EXPECTATIONS\n\nThe Sales/Catering Manager is expected to actively contribute to the financial success of the hotel by:\n\n Meeting or exceeding assigned sales and revenue goals.\n Maximizing meeting space, banquet, catering, and guest room revenue.\n Increasing repeat and referral business.\n Developing new accounts and market segments.\n Maintaining a healthy sales pipeline.\n Converting qualified leads into confirmed business.\n Monitoring event profitability and contracted revenue.\n Identifying opportunities for upselling and additional revenue.\n Working collaboratively with the Director of Sales and hotel leadership to achieve overall property goals.\n\nCOMMUNICATION & TEAMWORK\n\n Maintain open and professional communication with the Director of Sales, General Manager, department managers, and hotel team members.\n Communicate client expectations clearly and accurately.\n Work collaboratively with the Banquet Manager, Executive Chef, Front Office Manager, and other operational leaders.\n Provide timely updates regarding upcoming events, changes, special requirements, and client concerns.\n Support a positive team environment and demonstrate respect toward coworkers, guests, vendors, and business partners.\n Assist other departments when needed to support successful hotel operations and guest satisfaction.\n\nSUPERVISORY RESPONSIBILITIES:\n\nThis position may provide direction and coordination to banquet and event staff as necessary for the successful execution of assigned events. The Sales/Catering Manager is responsible for communicating client expectations and event requirements to operational departments but does not replace the responsibilities of department managers or supervisors. \n\nQUALIFICATIONS Required:\n\n High school diploma or equivalent.\n Previous experience in hotel sales, catering, event planning, hospitality, or a related field.\n Strong customer service and communication skills.\n Excellent organizational and time-management abilities.\n Ability to manage multiple events, clients, deadlines, and priorities simultaneously.\n Strong attention to detail.\n Professional appearance and demeanor.\n Ability to work independently and as part of a team.\n Ability to work flexible hours based on business and event needs.\n\nPreferred:\n\n Previous full-service hotel sales or catering experience.\n Experience with corporate, wedding, social, and group events.\n Knowledge of hotel sales and catering systems.\n Experience with Hilton or other major hotel brand standards.\n Previous experience meeting sales quotas or revenue goals.\n College coursework or degree in Hospitality Management, Business, Marketing, or a related field.\n\nKNOWLEDGE, SKILLS & ABILITIES\n\n Excellent verbal and written communication skills.\n Strong sales and negotiation skills.\n Strong interpersonal and relationship-building skills.\n Ability to confidently conduct sales presentations and property tours.\n Strong problem-solving and decision-making abilities.\n Excellent attention to detail.\n Ability to prioritize competing demands.\n Ability to remain calm and professional in a fast-paced environment.\n Strong computer skills, including Microsoft Office and hotel sales/catering systems.\n Ability to understand contracts, pricing, budgets, and revenue information.\n Ability to work effectively with clients, guests, vendors, and employees at all levels.\n\nWORKING CONDITIONS\n\n Primarily office and hotel environment.\n Frequent interaction with guests, clients, vendors, and hotel employees.\n May require walking throughout the hotel, including meeting rooms, banquet areas, guest areas, and other operational areas.\n May require occasional lifting, carrying, or moving of materials related to sales and events.\n Must be available to work a flexible schedule, including occasional evenings, weekends, holidays, and special events based on business needs.\n Position may require attendance at events outside of normal business hours.\n\nPERFORMANCE EXPECTATIONSThe Sales/Catering Manager is expected to:\n\n Meet established sales and revenue objectives.\n Maintain accurate and timely sales and catering documentation.\n Respond to clients and leads promptly and professionally.\n Maintain strong client relationships and generate repeat business.\n Ensure event details are communicated accurately to hotel departments.\n Demonstrate exceptional customer service.\n Maintain professional conduct and appearance.\n Work cooperatively with hotel leadership and all departments.\n Follow company, hotel, Hilton, and departmental policies and procedures.\n Demonstrate accountability for assigned responsibilities and deadlines.\n\nACKNOWLEDGMENTI acknowledge that I have received and reviewed this job description and understand the essential responsibilities and expectations of the Sales/Catering Manager position. I understand that this job description is intended to describe the general nature and level of work performed and is not intended to be an exhaustive list of all duties, responsibilities, or qualifications required for the