Responsible for proactively soliciting and managing large group/catering related opportunities with significant revenue potential
Manages group/catering opportunities not handled by an Event Booking Center (EBC) Actively up-sells each business opportunity to maximize revenue opportunity Achieves personal and team related revenue goals Verifies business is turned over properly and in a timely fashion for proper service delivery Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience Provides service to customers in order to grow the account on behalf of the company
CANDIDATE PROFILE
Education and Experience
High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional area
OR
2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required
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 counterpart to effectively manage the business opportunity
Responds to incoming group/catering opportunities for the property that are outside parameters of the
Handles all opportunities if property does not participate in an EBC
Identifies, qualifies and solicits new group/catering business to achieve personal and each property s revenue goals
Focuses efforts on group/catering accounts with significant potential sales revenue
Develops effective group/catering sales plans and actions
Designs, develops and sells creative catered 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 for each property based on market conditions and individual property needs
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts
Providing Exceptional Customer Service
Handles complex business with significant revenue potential as we'll as significant customer expectations
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
Supports brand s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience
Provides excellent customer service in order to grow share of the account
Executes brand s Customer Service Standards and property s Brand Standards
Executes and supports the business Customer Service Standards and property s Brand Standards
Participates in and practices daily service basics of the brand
Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event
Serves 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 the property and brand
Gains understanding of the property s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event
Building Successful Relationships
Works collaboratively with off-property sales channels (e
g , , Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative
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
Conducts site inspections
Creates contracts as required
Executes and supports the operational aspects of business booked (e
g , generating proposal, writing contract, customer correspondence)
