Hilton Garden Inn Chesapeake/Greenbrier
Hotel Sales & Catering Manager
Hilton Garden Inn Chesapeake/Greenbrier, Chesapeake, Virginia, United States, 23322
Job Description
The Sales and Catering Manager will support Group and Catering sales efforts for hotels owned and operated by ARP Hospitality, currently this position supports Hilton Garden Inn Chesapeake Greenbrier, Homewood Suites Chesapeake Greenbrier and Tru by Hilton Chesapeake Greenbrier, other hotels may be added as needed. The Sales and Catering Manager will develop and foster Group and Catering Business for the hotels, as well as Local Negotiated Rates, through proactive and reactive sales efforts. This position is designed to provide the highest level of customer satisfaction with the goal of garnering both repeat and referral business. In addition to maintaining existing business, this position will be responsible for finding new business and saturating existing accounts and/or segments. This position serves as liaison between the customer and the operations team. The Sales and Catering Manager position is a full time, hourly position.
Responsibilities
Solicit, negotiate and book new and repeat business through efforts of outside sales calls, prospecting calls, mailings, networking, etc.) while maximizing banquet space to meet/exceed revenue goals
Execute territorial marketing strategy to capture the maximum amount of revenue to meet/exceed sales goals
Plan, upsell and detail the meeting/function with the client including: space requirements, times, menus, themes/decorations, etc. Complete contracts, prepare the Banquet Event Order and Diagram, resolve any issues, complaints and problems to ensure quality product delivery and customer satisfaction
Prepare a detailed resume outlining the group prole, the client’s expectations, the billing, room pick-up and all pertinent information the operations teams will need to execute a successful group
Verify the group’s rate codes and the accuracy of the rooming list prior to the group’s arrival
Prepare weekly workbook to keep ownership abreast of activities
Maintain up-to-date knowledge of corporate/hotel procedures and products and the competition’s product, strengths and weaknesses to continually improve sales strategies and the achievement of goals
Maintain professional image with Hotel Sta and client at all times, to include written and verbal communication
Flex schedule to meet with clients on arrival day and/or check on events to introduce client to the F&B team members
Participate in communication and professional organizations to maintain high visibility and promote sales
Establishes leads sources for each targeted market segment and makes initial sales solicitation, creating a separate sales le for each qualified prospect
Uses follow up and client call trace systems in Delphi
Submit a weekly prospect log to the Regional DOSM as well as logging all prospect calls in Delphi
Promptly responds to all franchise generated group leads for catering/meeting or room night needs by the end of the business day received
Obtains rate restriction approvals from Revenue Manager or Regional DOSM prior to extending to group sales agreement to client
Process all group sales contract and ensures booking details are thoroughly communicated with Reservations and Operations
Generates a specified number of prospect calls, client site visits and outside sales calls per week
Establishes contact and maintains a consistent relationship with all pertinent contacts identified as a realistic source of business
Ensures that all guest checks, estimates payments, advance deposits are in accordance with the contract
Distributes Resumes and BEOs weekly on Wednesday by 11 AM to the Operations teams. Resumes and BEOs are accurate and complete. Resumes and BEOs are submitted the Monday prior to the Regional DOSM by 5 PM
Attends weekly Resume and BEO meetings
Actively participates and works closely with any and all lead producing organizations including area CVBs, Chambers (local and feeder markets) and client trade specific associations
Meets with client upon arrival to ensure all their needs are met, walks function room prior to the client’s arrival to ensure all needs are met, meets with the client to ensure satisfaction, introduces client to the F&B contact for their event, maintain contact with the client throughout their stay or event
Other duties or task as needed
Education Must have a high school diploma or a GED plus two years experience in a sales role. Prior experience as a Hotel Sales Manager or Catering Sales Manager preferred
Qualifications and Skills
Requires thorough knowledge of the practices and procedures of Hotel room sales, catering, food & beverage and hospitality professions. Requires knowledge of industry standards, and the hotel’s policies and procedures and the ability to determine course of action based on these guidelines. Requires ability to investigate and analyze current activities and/or information involving readily available data and indicating logical conclusions and recommendations. Must possess communication skills in terms of the ability to negotiate, convince, sell and provide warm customer service to professionals and/or hotel guests. Ability to drive to outside sales calls.
Sound people and interactive skills
Ability to work independently, self-motivated
Strong multi tasking and organizational skills
Clear written and verbal communication skills
Desire to exceed clients expectations and meet/exceed sales goals
Must have the ability to effectively and efficiently utilize a variety of computer programs, i.e. Word, Excel, Delphi, etc.
Clear background check
Company Description ARP Hospitality, a hospitality management company founded in 2004, which operates 4 hotels on the East Coast. Our vision is to deliver bright-hearted service with a quality product that makes our guests feel at home. The portfolio includes: Hilton Garden Inn Chesapeake/Greenbrier, Homewood Suites by Hilton Chesapeake/Greenbrier, Tru by Hilton Chesapeake/Greenbrier, Hampton Inn & Suites Exmore/Eastern Shore.
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Responsibilities
Solicit, negotiate and book new and repeat business through efforts of outside sales calls, prospecting calls, mailings, networking, etc.) while maximizing banquet space to meet/exceed revenue goals
Execute territorial marketing strategy to capture the maximum amount of revenue to meet/exceed sales goals
Plan, upsell and detail the meeting/function with the client including: space requirements, times, menus, themes/decorations, etc. Complete contracts, prepare the Banquet Event Order and Diagram, resolve any issues, complaints and problems to ensure quality product delivery and customer satisfaction
Prepare a detailed resume outlining the group prole, the client’s expectations, the billing, room pick-up and all pertinent information the operations teams will need to execute a successful group
Verify the group’s rate codes and the accuracy of the rooming list prior to the group’s arrival
Prepare weekly workbook to keep ownership abreast of activities
Maintain up-to-date knowledge of corporate/hotel procedures and products and the competition’s product, strengths and weaknesses to continually improve sales strategies and the achievement of goals
Maintain professional image with Hotel Sta and client at all times, to include written and verbal communication
Flex schedule to meet with clients on arrival day and/or check on events to introduce client to the F&B team members
Participate in communication and professional organizations to maintain high visibility and promote sales
Establishes leads sources for each targeted market segment and makes initial sales solicitation, creating a separate sales le for each qualified prospect
Uses follow up and client call trace systems in Delphi
Submit a weekly prospect log to the Regional DOSM as well as logging all prospect calls in Delphi
Promptly responds to all franchise generated group leads for catering/meeting or room night needs by the end of the business day received
Obtains rate restriction approvals from Revenue Manager or Regional DOSM prior to extending to group sales agreement to client
Process all group sales contract and ensures booking details are thoroughly communicated with Reservations and Operations
Generates a specified number of prospect calls, client site visits and outside sales calls per week
Establishes contact and maintains a consistent relationship with all pertinent contacts identified as a realistic source of business
Ensures that all guest checks, estimates payments, advance deposits are in accordance with the contract
Distributes Resumes and BEOs weekly on Wednesday by 11 AM to the Operations teams. Resumes and BEOs are accurate and complete. Resumes and BEOs are submitted the Monday prior to the Regional DOSM by 5 PM
Attends weekly Resume and BEO meetings
Actively participates and works closely with any and all lead producing organizations including area CVBs, Chambers (local and feeder markets) and client trade specific associations
Meets with client upon arrival to ensure all their needs are met, walks function room prior to the client’s arrival to ensure all needs are met, meets with the client to ensure satisfaction, introduces client to the F&B contact for their event, maintain contact with the client throughout their stay or event
Other duties or task as needed
Education Must have a high school diploma or a GED plus two years experience in a sales role. Prior experience as a Hotel Sales Manager or Catering Sales Manager preferred
Qualifications and Skills
Requires thorough knowledge of the practices and procedures of Hotel room sales, catering, food & beverage and hospitality professions. Requires knowledge of industry standards, and the hotel’s policies and procedures and the ability to determine course of action based on these guidelines. Requires ability to investigate and analyze current activities and/or information involving readily available data and indicating logical conclusions and recommendations. Must possess communication skills in terms of the ability to negotiate, convince, sell and provide warm customer service to professionals and/or hotel guests. Ability to drive to outside sales calls.
Sound people and interactive skills
Ability to work independently, self-motivated
Strong multi tasking and organizational skills
Clear written and verbal communication skills
Desire to exceed clients expectations and meet/exceed sales goals
Must have the ability to effectively and efficiently utilize a variety of computer programs, i.e. Word, Excel, Delphi, etc.
Clear background check
Company Description ARP Hospitality, a hospitality management company founded in 2004, which operates 4 hotels on the East Coast. Our vision is to deliver bright-hearted service with a quality product that makes our guests feel at home. The portfolio includes: Hilton Garden Inn Chesapeake/Greenbrier, Homewood Suites by Hilton Chesapeake/Greenbrier, Tru by Hilton Chesapeake/Greenbrier, Hampton Inn & Suites Exmore/Eastern Shore.
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