About the Role
Responsible for proactively soliciting and managing large group and catering related opportunities with significant revenue potential. This role involves managing group and catering opportunities not handled by an Event Booking Center (EBC) and actively upselling each business opportunity to maximize revenue. You will achieve personal and team revenue goals, ensure proper turnover of business for timely service delivery, and drive customer loyalty by delivering exceptional service throughout each customer experience. You will also provide service to customers to grow the account on behalf of the company.
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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 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
- Target group/catering accounts and segments with emphasis on proactive solicitation and account saturation.
- Partner with group/catering counterparts to effectively manage business opportunities.
- Respond to incoming group/catering opportunities for properties outside the parameters of an EBC.
- Identify, qualify, and solicit new group/catering business to achieve personal and property revenue goals.
- Focus efforts on group/catering accounts with significant sales revenue potential.
- Develop and implement effective group/catering sales plans and actions.
- Design and sell creative catered events, maximizing revenue through upselling packages and food and beverage options.
- Understand market conditions and competitors’ strengths and weaknesses to effectively sell against them.
- Close the best opportunities for each property based on market conditions and individual property needs, using negotiation skills and creative selling abilities.
Providing Exceptional Customer Service
- Handle complex business opportunities with significant revenue potential and customer expectations.
- Build and strengthen relationships with existing and new customers to enable future bookings through activities such as sales calls, entertainment, and trade shows.
- Develop community relationships to expand the customer base for group/catering sales opportunities.
- Support the brand’s Service and Relationship Strategy, enhancing customer loyalty by delivering service excellence.
- Provide excellent customer service to grow the share of accounts by understanding customer needs and recommending appropriate features and services.
- Execute brand and property Customer Service Standards, ensuring customer satisfaction before and during programs/events.
- Understand property’s primary target customer and business issues to offer better solutions before and during events.
Building Successful Relationships
- Collaborate with off-property sales channels to ensure coordinated sales efforts.
- Manage and develop relationships with key internal and external stakeholders.
- Utilize sales resources and administrative/support staff effectively.
Additional Responsibilities
- Utilize intranet for resources and information.
- Conduct site inspections and create contracts as required.
- Execute and support the operational aspects of booked business, including generating proposals, writing contracts, and managing customer correspondence.
