Catering Sales Manager
benchmark · The Bradley, 204 W Main St, Fort Wayne, Indiana, United States
Pyramid Global Hospitality is a leading hospitality management company with a portfolio of more than 200 hotels and resorts and over 18,000 associates across the United States, Caribbean, and Europe. Our platform includes Benchmark Resorts & Hotels, a collection of distinctive independent properties; Axiom Hospitality, our European hotel management company; and PYRAMIDWORKS, which provides integrated workplace and facilities services. With corporate offices in Boston, The Woodlands, Texas, and London, Pyramid combines global scale with a hands-on approach focused on exceptional service, operational excellence, and long-term partnerships.
At Pyramid, our people are at the heart of everything we do. We are committed to creating an environment where associates are respected, supported, and empowered to grow their careers. Team members have the opportunity to collaborate directly with experienced leaders, take on meaningful stretch assignments, and gain exposure to a diverse portfolio of properties, brands, and markets. Whether you are beginning your hospitality career or bringing years of experience, you'll find opportunities to learn, develop, and make an impact.
Our commitment to associates, guests, owners, and the communities we serve has helped make Pyramid and our properties among the most recognized in hospitality. From being named among the best places to work by respected publications such as USA Today, The Boston Globe, and The Houston Chronicle to earning top travel accolades from Travel + Leisure, Condé Nast Traveler, Forbes Travel Guide, and U.S. News & World Report, these recognitions reflect the culture, service excellence, and commitment to people that define the Pyramid experience.
About our property:
Born of Midwestern charm and modern design, The Bradley invites you to experience the best of Fort Wayne, Indiana. Our property is a true reflection of the city, channeling the genuine spirit of community, industry, and creativity that abounds beyond its own walls. This is our city and our people.
What you will have an opportunity to do:
The Sales Manager is responsible for soliciting new catering accounts, the group rooms market across all segments, entertaining and maintaining relationships with existing accounts to meet and/or exceed food and beverage revenue goals. Oversee client functions to ensure customer satisfaction. Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication. Prepare correspondence to customers, internal booking reports and file maintenance. Participate in daily business review meeting, pre-convention meetings, training and other catering sales related meetings as required. Work with other departments within the hotel to provide quality service to customers. Attend community/social events and industry meetings. Develop/maintain knowledge of market trends, competition and customers.
ESSENTIAL FUNCTIONS: (This list of essential functions is not exhaustive and may be supplemented and changed as necessary.)
- Work with VP of Sales to determine annual sales call and revenue goals, develop and implement strategic sales plan to support goals.
- Establish individual sales plans and goals for assigned market segments
- Solicit and secure new business in assigned market segments to drive group revenue to the hotel.
- Make outside sales, prospecting and telephone sales calls to venues, organizations and be established in all potential Group market segments in and around Portland.
- Develop the existing customer base as well as acquire new accounts to expand our account base.
- Assists with the development, implementation, and management of group promotions in conjunction with overall sales and marketing plan.
- Develop expertise in assigned Group markets. (i.e. expertise in the Corporate, Citywide convention blocks, Wedding/SMERF as well as other group markets and be established as a leader in the community)
- Work with Provenance Sales Team to develop and maintain knowledge of market trends, competition, and customers. Collaborate with teams for customer acquisition and retention.
- Participate in sales presentations, property tours, customer meetings, and business review meetings with team.
- Participate in trade shows, conventions, and promotional events within the hotel, the industry and customer organizations.
- Understand the competitive landscape and how to maintain leadership position given market and economic changes. Adjust sales plan and strategies accordingly.
- Conduct regular client visits and participate in industry events.
- Develop and maintain best practices, policies, and service initiatives to achieve optimal sales service and client retention.
- Maintain accurate and timely account activities and relevant contact information in Delphi per established standards.
- Perform other duties, projects, and reports as assigned by the Director of Sales and Corporate Office as deemed necessary to the growth of the business.
- Supervise and develop proposals and contracts; to include but not limited to negotiating contract specifics to achieve maximum profitability while satisfying customer needs as well as achieve financial goals.
- Maintain strong client and vendor relations to ensure that event specifications are communicated and executed for a successful meeting experience. This communication and execution apply to the Villa Royale and any outside service providers.
- Review sales contract as well as other important information, i.e. special concessions and attrition clauses and validate with client via turnover process.
- Accurately forecast group food and beverage revenues for assigned groups at Villa Royale within a 5% variance.
- Monitor event activities on-site to ensure accurate and timely execution of functions and activities.
- Produce and distribute event resume and communicate any changes updating information to hotel departments.
- Distribute BEO’s for groups.
- Participate in site visits and planning meetings for upcoming groups
- Verify credit information submitted in the account management software system at point of turnover, to include estimated amount of billing, billing type and appropriate contact updating information as necessary until departure.
- Participate in Pre/Post-Convention meetings and review bill with client.
OTHER:
- Regular attendance in conformance with the standards, which may be established from time to time, is essential to the successful performance of this position.
- Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.
- Upon employment, all employees are required to fully comply with Provenance rules and regulations for the safe and effective operation of the hotel’s facilities.
SUPPORTIVE FUNCTIONS
In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the manager based upon the particular requirements of the hotel:
•Professionally represent the hotel at all industry/community functions.
•Participate as a team player with all departments.
•Assist with reports and/or competition data collection.
RequirementsSPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES
The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:
•Must be able to speak, read, write and understand the primary language(s) used in the workplace.
•Must be able to read and write