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Senior Sales & Catering Manager

Company: Maumee Bay Lodge & Conference Center
Location: Toledo
Posted on: December 5, 2019

Job Description:

OverviewThe Senior Sales & Catering Manager reports directly to the General Manager & Regional Director of Sales and is responsible for leading the Sales Team to exceed customer service expectations for all group business from start to finish for all market segments. This position will manage a designated market segment based on the experiences within the sales office. SalesThe Senior Sales & Catering Manager is responsible for both inside and outside sales: converting inquiry business, and proactively finding new business through sales calls, marketing, and group shows. The SSCM must participate in Regency's Sales Revelation Prospecting Program. SSCM manages site visits either by doing them personally or making sure that a Lodge sales representative does the site visit. SSCM manages all follow-ups, executing the contract, and following through with event plans to the conclusion of the event. Sleeping Rooms & CabinsSSCM manages all market segment group blocks through the Sales & Catering office, which includes entering the group block, finalizing details, releasing unreserved rooms according to the agreement release date for room list, or individual reservations. SSCM is to remain the client's contact for further needs and questions. Event PlanningThe SSCM is the Lodge contact for the client during their planning process. All client needs are filtered through the SSCM from setup, menu, Lodge activities, guestrooms and cabins, and special requests. Attend planning meetings with the client as necessary/requested. The SSCM then completes a BEO (banquet event order) through Delphi to be issued to the staff indicating the clients' needs, along with any further forms as required. Responsible for getting final counts in advance, agreed-upon payment in advance, menu counts in advance, and coordinating all activity needs with the proper Lodge outlets for scheduling. Client RelationsAs the Lodge representative, the SSCM is responsible for post-event follow-up, attempts to rebook and maintain a good relationship for future/referral business, and post-event feedback management in the event of a displeased client. BillingSSCM is responsible for all group payment, for social events that need to be paid in advance, and other market segments that are direct billed after the event. Address any discrepancies with the appropriate Lodge manager. Collect on payments for canceled functions and ensure payment is received, posted, and accurate for all groups. System ManagementEnsure Delphi and Host is accurate and updated with changing pricing and policy, and all groups and details. MarketingDevelop Lodge SRP: Strategic Revenue Plan and campaigns via ClickRain (Regency's online marketing partner). Create content for and coordinate email blasts/ads/manage social media etc. with Corporate Marketing representative and ClickRain. Serve as the Lodge's representative for media outlets. Special event planning and coordination as applicable. Work with General Manager and Regional Director of Sales to develop appropriate packages/promotions and assist outlets with implementation and result management. Work with Corporate Marketing and ClickRain on collateral and website content management. Trade Shows/Conferences/PRAttend trade shows as necessary; to include necessary research, pre-show calls, documentation, and follow-up mailings and calls. Community involvement as deemed necessary by the General Manager or Regional Director of Sales. Attend chamber mixers, join associations & committees, etc. Coordinate FAM Tour needs from Tourism Office or other organizations (e.g.: State Parks, film crews) as they seem appropriate with ROI and public relations. LeadershipAssign new business to the appropriate Sales & Catering Manager based on assigned market segments. Motivate, coach, and train all sales team members, set goals for the team, and hold team members accountable. Provide feedback, rewards, and recognition. Conduct weekly sales meetings with the team to discuss successes, challenges, and the weekly strategy for booking new business. Hire new talent into the Sales & Marketing Department to ensure goals are maximized fully. Demonstrate a high level of integrity, communicate effectively, promote collaboration between all departments of the Lodge, nurture a positive, professional work environment and adhere to all Regency Standard Operating Procedures.
As one of the key managers of the Lodge:

  • Performs any related duties as assigned.
  • Assists in the overall success of hotel operations and revenue management practices.
  • Adhere to the Selling Basics: Know your product. Know your competition. Know your prospect. Retain a loyal client base. People buy from people. Each action step should have an objective. Find out wants and needs. Features and Benefits. Plan approach - structured sales effort
  • Closing - Always ask for the business!
    Required Education and Experience:-- Basic education at High School level or equivalent. -- Three years of event planning or hotel sales at a full-service property; 1-2 years in a leadership role
    Preferred Education and Experience:-- Bachelor's Degree in Sales/Marketing or related field -- Previous experience in a Banquet, Food & Beverage, Rooms Division or Front Office environment
    Required Work Skills & Knowledge:-- Ability to understand group booking pace, backlog, reservations pace, rate yielding or conversion to identify any future revenue and performance shortfalls and upside opportunities -- Ability to use business intelligence and information to implement direct strategies to affect group sales bookings positively -- Excellent written and verbal communication skills with the ability to give direction-- Ability to balance multiple commitments simultaneously -- Understanding of budgetary and fiscal responsibility of the Lodge overall and within the department -- Strong contracting skills including negotiation and closing skills -- Possess experience with managing a Sales & Marketing team to include talent selection, management, and training.-- Ability to qualify businesses and yield management skills -- Ability to travel as needed in the local area but also outside of the area or to other Regency/US Hotel OSP Ventures locations occasionally -- Must have strong computer skills including advanced knowledge of all Microsoft Office products-- Possess knowledge of group meetings and conference markets with a strong understanding of corporate, association, SMERF, incentive, and other market segments. -- Knowledge of Delphi, SMS or similar customer relationship management and property management systems
    Physical Requirements -- Ability to stand, sit, walk, stoop, wipe, push and pull, climb, bend, crouch/stoop, twist, and reach for extended periods. -- Must be able to lift, push, pull a minimum of 25 lbs. -- Ability to stand, walk, sit for an extended time -- Ability to stoop, kneel, reach or perform repetitive foot and hand action-- Most work is performed indoors; the temperature is moderately warm. Occasional need to be outdoors for events in the summer heat.
    Property Specific Requirements: -- Must be able to work weekends, evenings, holidays including New Year's Eve, New Year's Day, Memorial Day, Independence Day, Labor Day, Thanksgiving, Christmas, Mother's Day and Easter as needed based on business needs. -- Must be able to perform tasks safely and adhere to company policies and procedures

Keywords: Maumee Bay Lodge & Conference Center, Toledo , Senior Sales & Catering Manager, Hospitality & Tourism , Toledo, Ohio

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