Hotel Sales & Catering Manager

Job Description

Job Description

SALES AND CATERING MANAGER
DESCRIPTION
The Sales and Catering Manager will support Group and Catering sales efforts for hotels owned
and operated by ARP Hospitality, currently this position supports Hilton Garden Inn Chesapeake
Greenbrier, Homewood Suites Chesapeake Greenbrier and Tru by Hilton Chesapeake
Greenbrier, other hotels may be added as needed. The Sales and Catering Manager will develop
and foster Group and Catering Business for the hotels, as well as Local Negotiated Rates,
through proactive and reactive sales efforts. This position is designed to provide the highest
level of customer satisfaction with the goal of garnering both repeat and referral business. In
addition to maintaining existing business, this position will be responsible for finding new
business and saturating existing accounts and/or segments. This position serves as liaison
between the customer and the operations team. The Sales and Catering Manager position is a
full time, hourly position.

RESPONSIBILITIES
● Solicit, negotiate and book new and repeat business through efforts of outside sales calls,
prospecting calls, mailings, networking, etc.) while maximizing banquet space to
meet/exceed revenue goals
● Execute territorial marketing strategy to capture the maximum amount of revenue to
meet/exceed sales goals
● Plan, upsell and detail the meeting/function with the client including: space requirements,
times, menus, themes/decorations, etc. Complete contracts, prepare the Banquet Event
Order and Diagram, resolve any issues, complaints and problems to ensure quality
product delivery and customer satisfaction
● Prepare a detailed resume outlining the group prole, the client’s expectations, the billing,
room pick-up and all pertinent information the operations teams will need to execute a
successful group
● Verify the group’s rate codes and the accuracy of the rooming list prior to the group’s
arrival
● Prepare weekly workbook to keep ownership abreast of activities
● Maintain up-to-date knowledge of corporate/hotel procedures and products and the
competition’s product, strengths and weaknesses to continually improve sales strategies
and the achievement of goals
● Maintain professional image with Hotel Sta and client at all times, to include written and
verbal communication
● Flex schedule to meet with clients on arrival day and/or check on events to introduce
client to the F&B team members
● Participate in communication and professional organizations to maintain high visibility and
promote sales
● Establishes leads sources for each targeted market segment and makes initial sales
solicitation, creating a separate sales le for each qualified prospect
-Uses follow up and client call trace systems in Delphi
● Submit a weekly prospect log to the Regional DOSM as well as logging all prospect calls
in Delphi
● Promptly responds to all franchise generated group leads for catering/meeting or room
night needs by the end of the business day received
● Obtains rate restriction approvals from Revenue Manager or Regional DOSM prior to
extending to group sales agreement to client
● Process all group sales contract and ensures booking details are thoroughly
communicated with Reservations and Operations
● Generates a specified number of prospect calls, client site visits and outside sales calls
per week
● Establishes contact and maintains a consistent relationship with all pertinent contacts
identified as a realistic source of business
● Ensures that all guest checks, estimates payments, advance deposits are in accordance
with the contract
● Distributes Resumes and BEOs weekly on Wednesday by 11 AM to the Operations teams.
Resumes and BEOs are accurate and complete. Resumes and BEOs are submitted the
Monday prior to the Regional DOSM by 5 PM
● Attends weekly Resume and BEO meetings
Actively participates and works closely with any and all lead producing organizations
including area CVBs, Chambers (local and feeder markets) and client trade specific
associations
● Meets with client upon arrival to ensure all their needs are met, walks function room prior
to the client’s arrival to ensure all needs are met, meets with the client to ensure
satisfaction, introduces client to the F&B contact for their event, maintain contact with the
client throughout their stay or event
● Other duties or task as needed

EDUCATION
Must have a high school diploma or a GED plus two years experience in a sales role.. Prior
experience as a Hotel Sales Manager or Catering Sales Manager preferred

QUALIFICATIONS AND SKILLS
Requires thorough knowledge of the practices and procedures of Hotel room sales, catering,
food & beverage and hospitality professions. Requires knowledge of industry standards, and the
hotel’s policies and procedures and the ability to determine course of action based on these
guidelines. Requires ability to investigate and analyze current activities and/or information
involving readily available data and indicating logical conclusions and recommendations. Must
possess communication skills in terms of the ability to negotiate, convince, sell and provide warm customer service to professionals and/or hotel guests. Ability to drive to outside sales calls.
● Sound people and interactive skills
● Ability to work independently, self-motivated
● Strong multi tasking and organizational skills
● Clear written and verbal communication skills
● Desire to exceed clients expectations and meet/exceed sales goals
● Must have the ability to effectively and efficiently utilize a variety of computer programs,
i.e. Word, Excel, Delphi, etc.
- Clear background check- Company Description

ARP Hospitality, a hospitality management company founded in 2004, which operates 4 hotels on the East Coast. Our vision is to deliver bright-hearted service with a quality product that makes our guests feel at home. The portfolio includes: Hilton Garden Inn Chesapeake/Greenbrier, Homewood Suites by Hilton Chesapeake/Greenbrier, Tru by Hilton Chesapeake/Greenbrier, Hampton Inn & Suites Exmore/Eastern Shore,

Company Description

ARP Hospitality, a hospitality management company founded in 2004, which operates 4 hotels on the East Coast. Our vision is to deliver bright-hearted service with a quality product that makes our guests feel at home. The portfolio includes: Hilton Garden Inn Chesapeake/Greenbrier, Homewood Suites by Hilton Chesapeake/Greenbrier, Tru by Hilton Chesapeake/Greenbrier, Hampton Inn & Suites Exmore/Eastern Shore,