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Catering Sales Manager

posted February 14, 2019

Boston Marriott Newton
Newton, MA
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740778 l

About This Job

The Catering Sales Manager is responsible for representing the company to customers, the public, government, and other external sources.  Responsible for the development and performance of all sales activities in assigned market.  Listen to customer needs, analyze this information and create tailored proposals.  Negotiate and close sales while meeting/exceeding sales targets.  Impress customers with tailored proposals, quality and timely service in a pleasant and friendly manner.  Work with management throughout the hotel and the Company.

As a representative of the Company and hotel, the Catering Sales Manager is responsible for communicating with current and prospective customers. Knowledgeable on market, positioning of hotel, amenities and brand. Understand booking patterns, trends, high demand times, and events in the market. Convey a strong belief in the hotel and confidently discuss hotel features, services and advantages.

Research and understand demand generators, new business sources, the internet as a prospecting tool, community involvement and networking. Research competing hotels and identify sales strategies. Understand and use industry reports like Star Reports, etc. Develop effective sales strategies to counter the competition. Develop valuable business relationships that result in additional sales and new customers. Research each customer’s business, hospitality needs, identify who to talk to and how to get sales closed. Monitor customer preferences to determine focus of sales efforts. Research and identify new business opportunities for the hotel including reaching out to event planners and staying abreast of local events. Represent the Company at trade association meetings to promote hotel.

Exercise creativity, discretion and independent judgment in determining how to assemble an event to suit each customer's taste. Give full attention to what customers are saying, taking time to understand the points being made and asking questions as appropriate. Conduct site visits and prepare original, creative proposals tailored to address the needs of and to impress the customer. Develop solutions to any cost concerns and resolve any challenges or problems. Aggressively pursue all appropriate opportunities for customer solicitation and relationship building. Aggressively engage in creative networking, uncovering and cold calling prospective clients to generate activity for future business.

Influence and convince customers to select the hotel for their hospitality needs. Negotiate terms and reconcile differences. Develop contingency plans and act promptly and effectively when closing problems arise. Recognize customers for loyalty and/or accept feedback. Identify and secure business to fit the yield strategy. Sell to fill need dates. Sell and upsell hotel services to meet/exceed sales and financial objectives. Capture all profitable business. Attain/exceed sales goals and profitability. Communicate sales activities with peers and superiors.

Develop and maintain constructive and cooperative working relationships with customers and others in the course of their event planning. After securing business, deliver a high level of customer service with key decision makers, solve customer problems, meet commitments, seek customer input and anticipate customer needs. As appropriate, meet the customer at the event, ensure proper event set-up and customer satisfaction. Take initiative to solve any problems by liaison with other hotel managers.

Responsible for compilation of required sales reports and reporting process. Maintain accurate and up-to-date records of all sales and transactions. Complete all required and requested reporting in a timely and accurate manner. Provide management with accurate information and comply with corporate policies and procedures as well as government laws and regulations. Perform special projects and other responsibilities as assigned. Participate in task forces and committees as requested. 

A four-year college degree in hospitality management, marketing, business or related degree or equivalent experience. Two or more years of sales related experience.  Marriott Systems experience. Experience with group and catering sales a plus. Familiarity with hospitality industry practices preferred. Ability to travel locally and overnight.

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About This Employer

Boston Marriott Newton

2345 Commonwealth Avenue
Newton, MA 02466

(617) 969-1000

430 Room Hotel

www.marriott.com

Apply to be a member of our TPG Hotels & Resorts family,
a Top 10 Hotel Management Team and 'hospitality employer of choice!'

Our Hotel

It's a refreshing new stay at Boston Marriott Newton. Offering a scenic location on the Charles River, our hotel provides easy access to a variety of popular attractions including downtown Boston, Boston Convention and Exhibition Center and Faneuil Hall Marketplace. Prospective students and alumni of Boston College and Brandeis University will appreciate our closeness to the higher education facilities. After an eventful day conducting business or sightseeing, guests can retire to our recently renovated rooms and suites complete with stylish decor and plush pillowtop beds. From breakfast, lunch and dinner entrees to Starbucks® coffee, we combat any cravings with our restaurants. Guests can swim, run or lift at our refreshing indoor pool and 24-hour fitness center. Whether traveling to meet with clients or simply unwind on a short or extended vacation, Boston Marriott Newton makes every getaway comfortable and convenient.