Senior Catering Sales Manager

JOB SUMMARY

Responsible for proactively soliciting group/catering business. The position is accountable for handling large group or other customer segments related to opportunities with significant revenue potential. Actively up-sells each business opportunity to maximize revenue for individual properties. Aligns customer profile with the appropriate product. Achieves personal and team related revenue goals. Verifies that business is turned over properly and in a timely fashion for proper service delivery in accordance with brand standards of excellence. Creates opportunities to grow the account base through customer interactions.

CANDIDATE PROFILE

Education and Experience • 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 5 years experience in the sales and marketing or related professional area. OR • 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years of experience in sales and marketing or related professional area.

CORE WORK ACTIVITIES

Understanding Market Opportunities & Driving Revenue • Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. • Partners with group/catering colleagues to effectively manage business opportunities. • Responds to and manages larger and more complex incoming group/catering opportunities for the property. • Identifies, qualifies and solicits new group/catering business to achieve personal and property revenue goals. • Focuses efforts on group/catering accounts with significant potential sales revenue.

• Develops effective group/catering sales plans and actions.
• Works with partners to develop creative ideas and proposals for group/catering

events.

• Maximizes revenue by upselling packages and creative food and beverage.
• 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 based on market conditions and individual property needs. • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts. • Handles complex business with significant revenue potential as well as significant customer expectations. Building Successful Relationships • Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc. • Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.

• Provides excellent customer service in order to grow share of the account.
• Manages and develops relationships with key internal and external

stakeholders. • Uses sales resources and administrative/support staff. Additional Responsibilities

• Utilizes intranet for resources and information.
• Participates in site visits.
• Develops and facilitate execution of contracts as required.
• Executes and supports the operational aspects of business booked (e.g.,

generating proposal, writing contract, customer correspondence). • Executes brand’s Customer Service Standards and property’s Brand Standards through the sales process. 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 International considers for employment qualified applicants with criminal histories consistent with applicable federal, state and local law. The Luxury Collection Hotels & Resorts, with over 120 properties in more than 35 countries, offers the promise of authentic experiences that evoke lasting, treasured memories. Our more than 100 years of experience, beginning in 1906 under the Italian CIGA brand – a collection of Europe's most celebrated and iconic properties – serves as a solid foundation as we continuously evolve to exceed the desires of the luxury traveler. From legendary palaces and remote retreats to timeless modern classics, each luxury hotel and resort is a unique and cherished expression of its locale – a portal to the destination’s cultural charms and treasures. If you are someone with an appreciation for evocative storytelling, a keen interest and passion for this destination's heritage, and a desire to deliver genuine, personalized, and anticipatory hospitality, then we invite you on our journey. In joining The Luxury Collection, 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.