CORE WORK ACTIVITIES
Managing Sales Activities
• Participates in and practices daily service basics of the brands
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Maximizes revenue by up- selling packages and creative food and beverage.
• Establishes that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.
• Works with the management team to create and implement a catering sales plan addressing revenue, customers and market.
• Achieves catering revenue goals by actively up- selling each business opportunity to maximize revenue.
• Monitors successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.
• Understands the overall market- competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Handles social and local corporate catering opportunities that are above sales office parameters.
• Manages the sales efforts for the property including local corporate and social catering.
• Solicits affiliate business associated with citywide events from approved affiliate list provided by Citywide Sales Executive, as applicable.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Develops menus that drive sales.
• Performs other duties, as assigned, to meet business needs.
• Manages catering sales revenue and operation budgets, and provides forecasting reports.
• Contracts and closes local catering and social business and confirms that business is turned over properly and in a timely fashion for quality service delivery.
• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
• Assists with selling, implementation and follow- through of catering promotions.
• Closes the best opportunities for the property based on market conditions and property needs.
• Responds to incoming catering opportunities for the property.
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.
• Designs, develops and sells creative catered events.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Building Successful Relationships
• 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 Marriott.
• Interacts effectively with sales, kitchen, vendors, competitors, local community, catering associations and other hotel departments in order to monitor guest satisfaction.
• Works collaboratively with off- property sales channels (e.g., Sales Office, Market Sales) to establish coordinated sales efforts that are complementary and not duplicative.
• Develops a close working relationship with operations to execute strategies at the property level.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
• 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.
