Comcast Spectacor

Catering Sales Manager

US-MA-Springfield
Job ID
2017-2963
Group
Spectra - Food Services & Hospitality
Spectra FH - Mass Mutual Center
Category
Food/Beverage Management
Type
Regular Full-Time

Overview

The Catering Sales Manager is responsible for growing the venue’s visibility and reputation within the local community and beyond by successfully selling catered events and other services to customer groups.

The Catering Sales Manager oversees all marketing activities and ensures that activities are focused to yield maximum revenue. The Catering Sales Manager is responsible for negotiating contracts, RFPs, pricing, credit terms, quality assurance regarding service delivery, and confirmation of event dates.

Responsibilities

  • Responsible for new group/business development:  conducting market research, determining sales targets, prospects and leads, independently planning and executing an effective marketing strategy.
  • Work with vendors who provide marketing support, photography and printing services for campaigns and collateral material to promote and market catering.
  • Direct staff responsible for the generation of all sales reports, calendars of events, leads and follow-through, mailing lists, and sales & marketing initiatives.
  • Leads the creation and implementation of effective sales programs and advertising campaigns; establishes, communicates and monitors performance and results metrics to sales team.
  • Crafts F&B agreements with large corporate or private groups which promote opportunities for repeat business;
  • Oversees marketing activities including working with public relations or advertising team to develop campaigns designed to reach sales, advertising and marketing goals.
  • Oversee quantitative marketing efforts by identifying the competition and analyzing the catering sales of other similar venues.
  • Independently sources, identifies, and pursues outside networking opportunities through professional industry resources and community events, or special events attended by prospects such as the Convention and Visitors Bureau, Meeting Planners International, International Association Exhibition Managers and other organizations to assertively sell catering opportunities at the venue.
  • Responsible for building relationships by networking and prospecting with key decision markers, establishing and developing strong and effective relationships with influencers through the use of professional, courteous and ethical interpersonal interaction and effective sales presentations.
  • Develops and executes sales goals encompassing both annual and long-range plans consistent with that of the venue.
  • Maintains an extensive client database for follow-up sales calls and contact (in person, phone, email, mail, etc.)
  • Responsible for negotiating, authoring, and submitting finalized contracts and BEOs to the General Manager.
  • Interacts with clients and venue personnel to ensure complete satisfaction with catered events; processes and coordinates client’s requests and special needs.
  • Ensures sales support staff compiles and processes client’s date, logs, issues work orders and contracts; monitors bookings and changes. Communicates updates to appropriate venue staff.
  • Oversees coordination of set-up and menus for catered functions; maintains costing, pricing sheets for all menus, services and facility charges and updates as needed.
  • Prepares required reports accurately and submits them on time, follows up with department heads to insure that their reporting is completed within the same guidelines; maintains accurate records for all catering sales activities.
  • Serves as primary group and convention contact once the contract is signed; approves any inventory or other changes, responds to questions or concerns in a timely manner.
  • Ensures that all catering/event requirements and requests have been addressed in a timely and helpful manner, and that staff has assured and monitored a positive guest experience.

Qualifications

Knowledge, Skills and Abilities:

  • Demonstrated proficiency and successful experience in catering sales generation, contract negotiation and pricing, event scheduling, training, catering, banquets and menu development.
  • Verifiable successful track record in achieving aggressive sales and marketing objectives
  • Comprehensive knowledge of hotel and event center operations and goals
  • Strong revenue and budget management skills
  • Excellent written and verbal communication and interpersonal skills
  • Demonstrated effectiveness as a strong, positive, results-oriented leader and people motivator
  • Exceptional persuasion skills
  • Demonstrated proficiency in computer applications (Microsoft Office programs with an emphasis on creating word documents, Excel spreadsheets, email).
  • Ability to adhere to high standard of business etiquette, professional verbal and written communication.
  • Ability to consistently represent the property in a professional, positive and knowledgeable manner.
  • Ability to adhere to highest standard of confidentiality and discretion.
  • Demonstrated ability to consistently produce timely, detail-oriented, accurate work product.
  • Ability to work a variable schedule, which may include weekends and evenings, as required.
  • Proven ability to make solid, appropriate and independent decisions; display good judgment.
  • Ability to handle and manage stress appropriately.
  • Well-honed sales presentation skills

Education and Experience:

 

  • Bachelor's degree or Master's degree in a business related major. Specialization or minor in hospitality management is preferred.
  • Minimum 5 years of progressive hotel/hospitality sales management experience

Physical Dimensions:

 

Medium Work: Exerting up to 25 pounds of force occasionally to move objects (files, boxes).

 

Spectra is an Equal Opportunity Employment Employer

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