Catering Sales Manager

The Catering Sales Manager is responsible for generating new catering accounts, marketing group room opportunities across all segments, and building strong relationships with existing accounts. The role focuses on entertaining clients and maintaining account connections to meet and/or exceed food and beverage revenue goals, while also overseeing client functions to ensure customer satisfaction.

Key Responsibilities

• Solicit both new and existing accounts to meet and exceed revenue targets through telephone outreach, outside sales calls, site inspections, and written communication.
• Prepare customer correspondence, internal booking reports, and maintain accurate customer files.
• Partner with the VP of Sales to define annual sales call and revenue goals, then develop and implement a strategic sales plan.
• Create individual sales plans and goals for assigned market segments and secure new group revenue for the hotel.
• Conduct outside prospecting and telephone sales calls to venues and organizations across all potential group market segments in and around Portland.
• Develop existing customer relationships and acquire new accounts to expand the account base.
• Support the development, implementation, and management of group promotions in coordination with the overall sales and marketing plan.
• Build expertise in assigned group markets, including Corporate, Citywide convention blocks, Wedding/SMERF, and other group categories.
• Work with the Provenance Sales Team to stay current on market trends, competition, and customers, and collaborate on acquisition and retention efforts.
• Participate in sales presentations, property tours, customer meetings, and business review meetings.
• Attend trade shows, conventions, and promotional events within the hotel, the industry, and customer organizations.
• Understand the competitive landscape and adjust sales strategies based on market and economic changes.
• Conduct regular client visits and participate in community and industry events.
• Develop and maintain best practices, policies, and service initiatives that support optimal sales service and client retention.
• Maintain accurate, timely account activity and relevant contact information in Delphi per established standards.
• Perform other duties, projects, and reports as assigned by the Director of Sales and Corporate Office to support business growth.
• Supervise and develop proposals and contracts, including negotiating contract specifics to achieve maximum profitability while satisfying customer needs and financial goals.
• Maintain strong client and vendor relationships to ensure event specifications are communicated and executed successfully for events at the Villa Royale and with outside service providers.
• Review sales contracts and other important information, including special concessions and attrition clauses, then validate with the client via the turnover process.
• Accurately forecast group food and beverage revenues for assigned groups at the Villa Royale within a 5% variance.
• Monitor event activities on-site to support accurate, timely execution of functions and activities.
• Produce and distribute event resumes and communicate changes to hotel departments.
• Distribute BEOs for groups.
• Participate in site visits and planning meetings for upcoming groups.
• Verify credit information in the account management software system at point of turnover, including estimated billing amount, billing type, and updated contact information as needed until departure.
• Participate in Pre/Post-Convention meetings and review bills with the client.

Additional Requirements

• Regular attendance in accordance with standards established from time to time is essential.
• Due to the cyclical nature of the hospitality industry, schedules may vary to meet business needs.
• Attendance at all scheduled training sessions and meetings is required.
• Upon employment, employees must fully comply with Provenance rules and regulations for the safe and effective operation of the hotel’s facilities.

Supportive Functions (May Be Required)

• Professionally represent the hotel at industry and community events.
• Participate as a team player with all departments.
• Assist with reports and/or competition data collection.

Requirements

Specific Job Knowledge, Skills, and Abilities

• Must be able to speak, read, write, and understand the primary language(s) used in the workplace.
• Must be able to read and write to facilitate communication.
• Requires strong verbal and written communication skills.
• Excellent interpersonal and sales experience.
• Exceptional organizational and supervisory skills.
• Knowledge of food and beverage menus, food preparation, and presentation.
• Ability to work independently with minimal to no supervision.
• Ability to communicate customer needs and resolve complaints independently.
• Sales skills in both oral and written form.
• Must possess basic computational ability.
• Must have computer skills, including Microsoft Word, Excel, and Delphi.
• Ability to establish and master goals.
• Working knowledge of federal, state, and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations. Statutes include Title VII, ADEA, Equal Pay Act, Pregnancy Discrimination Act, FLSA, ADA, OSHA, FMLA, and NLRA, and comparable state/local laws where applicable.

Physical Demands

• Work tasks are performed indoors and outdoors, with moderate indoor temperatures controlled by hotel environmental systems. Outdoor temperatures may be higher due to local climate.
• Must be able to sit at a desk up to 5 hours per day. Walking and standing are required the rest of the working day, including travel to and from meetings.
• Must be able to maneuver between functions occurring simultaneously.
• Must be able to reach other departments of the hotel in a timely manner.
• Must be able to lift up to 15 lbs. on a regular and continuing basis.
• Requires grasping, writing, standing, sitting, walking, repetitive motions, listening, hearing, and visual acuity.
• Talking and hearing occur continuously during communication with guests, supervisors, and other employees.
• Vision occurs continuously, with common visual functions including near vision and depth perception.
• Must have finger dexterity to operate office equipment such as comp