About the Role
This position is responsible for proactively soliciting and managing large group and catering related opportunities with significant revenue potential. The role includes managing group and catering opportunities not handled by an Event Booking Center (EBC), actively upselling each business opportunity to maximize revenue, and achieving personal and team-related revenue goals. This position is also focused on driving customer and guest loyalty by delivering service excellence throughout each customer experience.
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Candidate Profile
Education and Experience
- High school diploma or GED; 2 years experience in sales and marketing, guest services, front desk, or a related professional area.
- OR
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major; no work experience required.
Core Work Activities
Understanding Market Opportunities & Driving Revenue
- Targets group and catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
- Partners with group and catering counterparts to effectively manage business opportunities.
- Responds to incoming group and catering opportunities for properties outside parameters of the EBC.
- Handles all opportunities if the property does not participate in an EBC.
- Identifies, qualifies, and solicits new group and catering business to achieve both personal and property revenue goals.
- Focuses efforts on group and catering accounts with significant potential sales revenue.
- Develops effective group and catering sales plans and actions.
- Designs, develops, and sells creative catered events.
- Maximizes revenue by upselling packages and innovative food and beverage options.
- Understands the overall market—competitors’ strengths and weaknesses, economic trends, supply, and demand—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 secure business and negotiate contracts.
Providing Exceptional Customer Service
- Handles complex business with significant revenue potential as well as substantial customer expectations.
- Builds and strengthens relationships with existing and new customers to foster future bookings through activities such as sales calls, entertainment, FAM trips, trade shows, etc.
- Develops relationships within the community to strengthen and expand the customer base for group and catering sales opportunities.
- Supports brand’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer interaction.
- Provides exceptional customer service to increase share of account.
- Executes brand’s customer service standards and property’s brand standards.
- Participates in and practices daily service basics of the brand.
- Ensures exemplary customer service to drive satisfaction and loyalty by assisting customers and confirming their satisfaction before and during their programs or events.
- Serves customers by understanding their needs and recommending appropriate features and services that exceed expectations while building loyalty to the property and brand.
- Gains understanding of the property’s primary target customer and service expectations; serves customers by comprehending their business issues and concerns.
Building Successful Relationships
- Works collaboratively with off-property sales channels (e.g., Market Sales, Strategic Accounts) to ensure sales efforts are organized and complementary.
- Manages and develops relationships with key internal and external stakeholders.
- Utilizes sales resources and administrative/support staff efficiently.
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 proposals, writing contracts, customer correspondence).
At the company, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.
At Le Méridien, we are inspired by the era of glamorous travel, celebrating each culture through the distinctly European spirit of savoring the good life. Our guests are curious and creative, cosmopolitan culture seekers that appreciate moments of connection and seeking to savor the destination. We provide authentic, chic, and memorable service along with experiences that inspire guests to savor the good life. If you appreciate connecting with like-minded guests and have a deep desire to create memorable experiences, we invite you to explore career opportunities with Le Méridien.
Join Le Méridien and be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of yourself.
