About this role
Position Summary:
Responsible for attainment of assigned goals tied to the overall performance of the hotel and casino/hotel combined event space. The individual will be responsible for effectively soliciting and securing new bookings and retention of current accounts. The Manager Catering Sales will work in conjunction with the Director Sales to achieve The Landing Hotel’s revenue and market share goals, Rivers Casino’s event space, and ancillary revenues proportionately associated with occupied guest rooms.
Essential Job Functions:
• Target/solicit, negotiate, and close new and repeat business focusing on Wedding, Special Events, Social Events and Nonprofit groups.
• The Catering Sales Manager is responsible for driving wedding and event sales, managing client relationships, and ensuring seamless execution of weddings and events.
• The Catering Sales Manager will work in conjunction with the Director of Sales, Sales Managers, Sales Coordinator, Operations Leaders and other key personnel to achieve or exceed revenue, market share, and client satisfaction goals in accordance with goals established by property’s budget and business plan.
• Professionally represent and market the venue through personal tours, bridal shows, and publications to ensure a full event calendar.
• Develop and implement innovative sales strategies to attract weddings and private events, and prepare sales reports to track progress and results.
• Work closely with vendors, prepare timelines, and ensure all details are executed flawlessly to create a stress-free experience for clients.
• Responsible for handling all wedding and social leads, inquiries, bookings, developing contracts, and all detailing of events.
• Seeks ways to increase bookings through internal and external sources by acting as a promoter of the Hotel and Casino facilities, highlighting all amenities with casino hosts, event planners, local businesses etc.
• Regularly evaluate competition, including SWOT analysis (strengths, weaknesses, opportunities, and threats) to continually improve sales strategies.
• Must have own reliable transportation and possess a valid state driver's license in order to make sales calls.
• Monitor and evaluate trends within the assigned market segment.
• Approach all encounters (written and in-person) with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Adhere to Rivers Casino’s/The Landing Hotel’s established regulations and company standards, including catering and meeting service standards.
• Develop a full working knowledge of the operations and policies of the banquet department, event space, hotel and applicable departments.
• Maintain strong visibility in local community and industry organizations as assigned/applicable.
• May assist in implementing and/or participating in special promotions relating to direct sales segments.
• Attend daily/weekly/monthly meetings and any other functions required by leadership.
• Acquire referrals from existing accounts.
• Utilize yield management techniques by profitably negotiating room rates and function space, and catered food and beverage commitments.
• Maintains well-documented, accurate, organized and up-to-date file management system.
• Develops customer profiles and maintains an effective trace system.
• Represent themselves and the company with the highest level of professionalism, embodying the core values of having fun, creating memorable customer experiences, with respect and integrity.
• Exhibit a positive, team-oriented, accountable attitude towards all hotel departments and maintain open communications with all co-workers.
• Displays a neat, clean, and business-like appearance at all times.
• Strong knowledge of the local market and similar facilities in the region. Research and understand demand generators, new sources of business, internet as a prospecting tool, community involvement and networking to establish and grow business
• Maintains the master calendar for event functions in all spaces of the casino and hotel.
• Work with Marketing on developing sales collateral in both print and digital formats
• Up sell amenities and menus. Communicate all changes or additions with the food and beverage team.
• Communicates efforts and bookings with the Management teams as to not double book restaurants.
• Communicates group information to internal departments and ensures the property management team and affected departments are aware of the planning and upcoming events.
• Takes all steps necessary to ensure the financial and reputational success of all sales events
• Ensures flawless internal control and regulatory compliance leading to perfect internal and external department audits
• Coordinate special requests with applicable operating departments and outside vendors to ensure smooth execution and to exceed guest expectations.
• Follow up with each client regarding their experience and provide feedback to the management team.
• Must develop short- and long-term goals and is proactive in meeting goals.
• Assists in taking responsibility for handling guest complaints, resolving with or without management approval.
• Be willing to work weekends, nights and holidays depending on business needs.
• Maintains a constant awareness of safety and accident prevention, performing all job duties in the safest possible manner, and immediately notifying the supervisor and completing an accident report if a personal accident does occur.
• Perform any other job-related duties as assigned.
Qualifications: (Knowledge, Skills, and Abilities):
• 2 years minimum in hotel and catering sales-related positions preferred.
• High School diploma or equivalent required; previous Hotel and/or Catering Sales experience preferred.
• Must have a valid driver’s license for the applicable state.
• Must possess developed verbal and written communication skills to frequently negotiate, convince, sell, and influence other managerial personnel, hotel guest(s), and/or corporate clients.
• Experience with professional selling skills desired: opening, probing, supporting, overcoming objections, closing.
• Previous experience working with CRM and/or function diary, group block inventory systems, such as Delphi, is highly preferred.
• Must be able to work independently and simultaneously manage multiple tasks; strong organization and presentation skills
• Proficient in the full suite of Microsoft Office products and Google preferred.
• Excellent comprehension and literacy required to participate in marketing plan development, client correspondence, menu planning/development, written presentations, intradepartmental communication, etc.
• Manager Sales candidates should demonstrate creativity and knowledge of food and beverage, meeting room setup/seating styles, basic audio-visual equipment offerings, and room contract elements.
• Outstanding organizational skills are a must, as is the ability to actively manage and prioritize multiple projects simultaneously
• Must thrive in a fast-paced, fluid environment
• Strong desire to take accountability and have their performance measured on contribution to business results
• Ability to remain professional in stressful situations and the ability to thrive in high pressure, fast-paced environment
• Problem resolution, be decisive and timely, act on information, and adapt with changes
• Team focused, catalyst for success of the whole team
• People developer, inspire and drive employees to go beyond the expected, develop people to be their personal and professional best
• Ability to maintain confidentiality
• Ability to successfully fulfill the pre-employment process
• Ability to work flexible shifts and days of the week, including holidays