Catering Sales Manager

Department: Sales

Reports to: Director of Sales

Status: Exempt

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Work with a team that values a work-life balance and a fun working atmosphere in delightful Dunedin, FL. The Catering Sales Manager is responsible for selling local social catering opportunities. Ensures that business is turned over properly and in a timely fashion for quality service delivery. Achieves catering revenue goals by actively up-selling each business opportunity to maximize revenue. Implements Fenway Hotel’s service strategy and applicable initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each guest experience. New year, new hotel for you! Join our band and make beautiful music with us in 2022!

Be part of an established, incredible hotel to work for – we have been recognized as “Best in Travel” in Tripadvisor’s 2021 Travelers’ Choice Awards!

Essential Functions


Maximizing Revenue & Managing Profitability

  • Identifies, qualifies and solicits new catering business to achieve personal and hotel revenue goals
  • Turnover definite local catering business to event managers
  • Understands the overall market – competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
  • Maximizes revenue by up-selling packages and creative food and beverage offerings.
  • Identifies and implements process improvements and best practices.
  • Gains understanding of the hotel’s primary target customer and service expectations.
  • Ensures successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and the business.

Managing Sales Activities

  • Manages the sales efforts for the hotel related to local social catering business.
  • Responds to incoming catering, pharmaceutical, and private dining opportunities for the hotel.
  • Closes the best opportunities for the hotel based on market conditions and hotel needs.
  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
  • Designs, develops, and sells creative catered events.
  • Identifies and assists with selling, implementing and following-through on catering promotions.
  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
  • Participates in and practice daily service basics of the brand

Building Successful Relationships

  • Works collaboratively with property Sales and Marketing colleagues as well as other hotel departments to ensure sales efforts are coordinated, complementary and not duplicative.
  • Develops a close working relationship with operations to ensure execution of strategies at the hotel level.
  • Interacts effectively with vendors, competitors, local community, and catering associations to ensure guest satisfaction.
  • Ensures that the property implements a seamless turnover from sales to events team and back to sales while consistently delivering high level of service.

Providing Exceptional Customer Service

  • Serves the customer by understanding their business, business issues and concerns, to offer better proposals to close the business.
  • Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship.
  • Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
  • Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

Additional Responsibilities

  • Performs other duties, as assigned, to meet business needs.

Qualification Standards

Education & Experience

  • 4-year Bachelor’s degree preferred
  • Catering sales and or convention services experience preferred
  • Excellent customer service skills
  • Excellent communication skills, both verbal and written
  • Ability to effectively present information to individuals or groups
  • Proficient with Microsoft Office programs, Marriott systems and CI/TY preferred

Physical Demands

  • Ability to sit or stand for extended periods of time
  • Corrected vision to normal range
  • Ability to travel, domestically and internationally
  • Weekends required, extended hours based on demand

Mental Demands

  • Make sound judgments quickly
  • Work on multiple tasks, making appropriate progress towards deadlines
  • Able to work independently, take direction and provide direction to others
  • Manage differing personalities within the office, the hotel and the community
  • Maintain the highest degree of confidentiality
  • Ability to work effectively in stressful, high pressure situations
  • Ability to effectively handle challenges in the workplace, including anticipating, preventing, identifying and solving problems as necessary

Career Information

Date Posted:
December 29, 2021

Career Category: