Destination Sales Executive

Reports to: General Manager and Corporate Director of Sales

Status: Exempt

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Job Summary:

The Destination Sales Executive is the on-property liaison for group events and responsible for handling local social catering. The incumbent provides property support by coordinating and executing site inspections/visits for off-property sales managers. Additionally, the role ensures business is turned over properly and in a timely fashion for quality service delivery.

**Please note, Mainsail Lodging & Development is a drug-free workplace. Pre-employment screening, to include a background test and drug screen, is required for all candidates offered a position.

Essential Functions

 

CORE WORK ACTIVITIES

  • Identifies, qualifies and solicits new catering business to achieve personal and hotel revenue goals
  • Coordinates group business from turnover, to service though billing.
  • Generates banquet event orders
  • Pull through business and achieve revenue goals for all opportunities booking through group sales managers
  • Partner with Area Sales to identify new group/catering business and achieve personal and hotel revenue goals.
  • Up-sell products and services, with the ability to bring the sale to closure
  • Responsible for the proactive selling of all of facilities (i.e. Spa, Golf, Restaurants) to all of leisure guests as well as group planners
  • Assist with selling, implementation and follow-through of group sales promotions.
  • Get involved in community-based organizations in order to position hotel for group/catering sales opportunities.
  • 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.
  • Ensures successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and the business.
  • Responds to incoming catering opportunities for the hotel.
  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
  • Designs, develops, and sells creative catered events.
  • Develops and manages catering sales revenue and operation budgets, and provides forecasting reports.
  • Executes Sales strategies and business processes.
  • Executes and supports Customer Service Standards and hotel’s Brand Standards.
  • 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

Site Visit Responsibilities

  • Coordinate and execute all site inspections/visits at the hotel f
  • Partner with account/selling manager to develop creative aspects of site visit
  • Gather all important customer data from account/selling manager in order to plan appropriately (e.g. customers goals, specific needs, key account info, etc.)
  • Liaison to the CVB for site visits, social activities and business development
  • Execute exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
  • Serve the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations
  • Gain understanding of the hotel’s primary target customer and service expectations; serve the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

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.
  • Works with the management team to create and implement a catering sales plan addressing revenue, customers and market.
  • Works with the property’s Food and Beverage team to develop menus that drive sales.
  • Interacts effectively with vendors, competitors, local community, catering associations and other hotel departments (including Sales, Kitchen and Events) in order to ensure guest satisfaction.
  • Ensures that the property implements a seamless turnover from sales to operations 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 business solution both prior to, and during the program/event.
  • Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
  • 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.
  • 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 required
  • Familiarization of the local markets 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, SFAweb and CI/TY, preferred

Physical Demands

  • Ability to sit or stand for extended periods of time
  • Ability to communicate clearly
  • Corrected vision to normal range
  • Ability to drive/transport self and others
  • Ability to travel, domestically and internationally
  • Long hours sometimes required

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:
May 13, 2019

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