Wedding Sales Manager

SUMMARY

Responsible for the sales, management and servicing of social catering functions taking place on property selling & coordinating wedding ceremonies and receptions, rehearsal dinners, Bar/Bat Mitzvahs, social parties to include birthdays, anniversaries, graduations, etc. Increase business and revenue by aggressive sales techniques, prompt follow-up, consistently evaluating the profitability of business, maximize F&B revenues and room rental.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Solicit new and existing accounts to meet and exceed revenue goals through telephone prospecting, trade shows, networking calls, site inspections and written communication.
• Extensive use of internet and ecommerce channels to produce creative, effective and timely responses to all inquiries
• Understanding of banquet event orders, event resumes and other internal detailed communications needed to produce exceptional events
• Experience evaluating every catering business opportunity to maximize revenue and profitability while exceeding customer expectations.
• Participate in the research of the competition's products, services and pricing and use them to develop strategic business plans.
• Maximize revenue by selling all facets of the resort to previous, current and potential clients, including room rental, A/V and other revenue generation opportunities.
• Experience selling to a variety of market segments.
• Actively participate in industry related organizations (NACE, MPI).
• Actively participate in community/civic activities to maintain awareness within community and to create booking opportunities.
• Knowledge of sales techniques including closing skills as well as negotiating skills.
• Comfortable with hotel site inspections and client presentations.
• Participate in trade shows and sales blitzes.
• Some experience utilizing creative skills to provide innovative set-ups, menus, and functions for groups. Ability to generate creative and innovative menus while working closely with Chef on pricing specialty menus.
• Work closely with Banquets department on operations and event execution, ability to quickly evaluate alternatives and decide on a plan of action.
• Provide overall direction, coordination, and ongoing evaluation of operations of catering events sold. Detailed completion and execution of all banquet event orders.
• Effective use of computers, specifically Delphi, Word and Excel.
• Ability to work with outside vendors to ensure client satisfaction for all events/groups.
• Comply with attendance rules and be available to work on a regular basis.
• Develop/maintain knowledge of market trends, competition and customers
• Maintain positive relations with business accounts and high visibility in related business organizations; continuously source new business opportunities. Type correspondence and internal communications.
• Soliciting accounts through telephone solicitation, outside sales calls, site inspections and written communication. Act as a liaison between clients and various departments to ensure all needs of the client are met.
• Ensures maximization of revenue to achieve and/or exceed revenue & room night goals as set by management.
• Respond to inquiries of potential clients in a timely manner.
• Participate in daily business review meetings; training and other sales-related meetings as required.
• Work with other departments within the hotel/resort to provide quality service to customers.
• Organize traces for follow-up; monitor and handle all calls on a timely basis.
• Prepare reports and annual sales & marketing plan, etc. accurately and on time when applicable
• Able to manage multiple tasks at the same time to optimize productivity.
• Proactively solicit business for weddings and social business for the resort.
• Actively manage existing accounts; actively seek new clients for the hotel while maintaining positive relationships with brides and customers to generate repeat business.
• Perform any other job-related duties as assigned.

SUPERVISORY RESPONSIBILITIES

This job will co-supervise 1-2 team members.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Must be at least 18 years of age with valid driver's license and clean MVR for 3 years.

The position requires a decisive individual with a proven track of developing and executing action plans to close on targeted accounts and/or within a market segment. Strong negotiation skills, good judgment, the ability to work well with other departments and maintain strong interpersonal relationships. They must have experience within the area market, a seasoned sales/catering professional with a minimum of 3 years sales experience in developing markets with social business. Knowledge of hotel and competitive market is required. A very strong and assertive proven leader.

Minimum of intermediate computer skill level that includes, but not limited to, Microsoft Word, Excel and Outlook. Knowledge of and/or the ability to quickly learn, Delphi and any other software the hotel will establish are critical to this position.

EDUCATION and/or EXPERIENCE

Bachelor's degree or equivalent from four-year college; and three years' experience in the Hotel industry working in Catering and Conference Services as a Manager.

LANGUAGE SKILLS

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.

COMPUTER SKILLS

Must be proficient in Word and have knowledge of Delphi.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to stand; walk; and use hands to finger, handle, or feel. The employee is occasionally required to stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 25 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.