This leadership role functions as the business leader for the Catering Sales Department, managing both reactive and proactive catering sales efforts. It shares responsibility for achieving revenue goals, guest and associate satisfaction, and the financial performance of the department. This role provides daily leadership to a team of on-property catering sales associates and implements the brand's service strategy.
Responsibilities
Manage the catering sales efforts for the hotel, including local and group/convention business
Solicit and book local catering business and develop group business
Develop and manage catering sales revenue and operation budgets, and provide forecasting reports
Work with the management team to create and implement a catering sales/marketing plan addressing revenue, customers, and market
Develop menus that drive sales
Assist with selling, implementation, and follow-through of catering promotions
Execute and support Marriott’s Customer Service Standards and hotel’s Brand Standards
Execute and support the operational aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence)
Participate in and practice daily service basics of the brand (e.g., Marriott Hotels & 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)
Coordinate and deploy catering sales resources on-property to establish pull-through and sustainment of catering sales strategies and selling solutions
Develop a close working relationship with operations to execute strategies at the hotel level
Verify that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering a high level of service
Monitor 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
Maintain successful performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International
Implement the brand’s service strategy and applicable brand initiatives in all aspects of the sales process
Perform other duties, as assigned, to meet business needs
Interact effectively with guests/clients, sales and kitchen, vendors, competitors, local community, catering associations, and other hotel departments in order to monitor guest satisfaction
Execute exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event
Millions of jobs, with real people getting hired every day
200,000+
New jobs added daily
7,000,000+
Verified job listings
1,000,000+
Tailored applications submitted
Serve 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
Gain understanding of the hotel’s primary target customer and service expectations; serve the customer by understanding their business, business issues, and concerns, to offer better business solutions both prior to and during the program/event
Partner with key stakeholders within Area Sales to receive warm leads for more in-depth qualification of the business for the property
Partner with Event Management and hotel operations to sell products and services that the hotel has the ability to successfully execute
Manage and direct the on-property catering sales managers to achieve hotel revenue goals by proactively targeting current and new high-value accounts in the market and implementing effective catering sales deployment strategies to grow market share
Partner with Human Resources (HR) to attract, develop, and retain the right people in order to support the strategic priorities of the market
Create effective structures, processes, jobs, and performance management systems
Set goals and expectations for direct reports using the Leadership Performance Process (LPP), align performance and rewards, address performance issues, and hold staff accountable for successful results
Forecast talent needs and manage talent acquisition strategy with HR to minimize lost time due to turnover
Keep an active list of the competition’s best sales people and execute a recruitment and acquisition plan with HR
Support tools and training resources to educate sales associates on winning catering solutions
Champion leadership development and workforce planning priorities by assessing, selecting, retaining, and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future; continue to upgrade the sales and marketing talent; work with HR to anticipate future talent needs based on business growth plans
Identify, train, and mentor catering sales associates
Transfer functional knowledge and develop catering sales skills of other discipline managers
Share responsibility for achieving revenue goals, guest and associate satisfaction, and the financial performance of the department
Provide day-to-day leadership to a team of on-property catering sales associates
Requirements
2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 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; 2 years experience in the sales and marketing or related professional area
Nice to have:
4 year college degree
About the Company
At more than 100 award-winning properties worldwide, The Ritz-Carlton Ladies and Gentlemen create exceptional experiences. The Ritz-Carlton sets the standard for luxury service and prides itself on delivering excellence in the care and comfort of its guests. In joining The Ritz-Carlton, you join a portfolio of brands with Marriott International.
