Catering Sales Manager

About the role

Choice Hotels International, Inc (NYSE: CHH) is one of the largest lodging franchisors in the world. A challenger in the upscale segment and a leader in midscale and extended stay, Choice ® has more than 7,400 hotels, representing over 625,000 rooms, in 45 countries and territories.

A diverse portfolio of 22 brands that run the gamut from full-service upper upscale properties to midscale, extended stay and economy enables Choice ® to meet travelers' needs in more places and for more occasions while driving more value for franchise owners and shareholders.

The award-winning Choice Privileges ® loyalty program and co-brand credit card options provide members with a fast and easy way to earn reward nights and personalized perks.

The ability to model Choice's Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity are key to our success in inspiring Loyalty, Growth, and the Hospitality Spirit.

Our managed hotels portfolio includes Radisson Blu, Radisson, Radisson Red, Park Plaza, and Country Inn & Suites by Radisson.

As a Catering Sales Manager, you will be primarily responsible for ensuring that revenue goals are achieved or exceeded by proactively prospecting, closing and facilitating catering business opportunities; as well as event execution to ensure guest satisfaction. This is an exempt, salaried position with an annual base salary of $70,000.

Key Responsibilities

• Achieves market share and revenue goals by working with the Director of Sales
• (Marketing)/Director of Catering (Convention Services) on individual and team goals within assigned market segments

• Prepares proposals and contracts that are geared to maximize profit while satisfying client needs

Responds to Request For Proposals (RFPs) as they relate to customer inquiries in alignment with brand standards

• Communicates booked and assigned clients' requests to all departments in an effective and timely manner via group resume(s) and details Banquet Event

Orders (BEOs)

• Solicits files on a timely basis to confirm business

• Uses outside sales calls, prospecting, hotels tours and hosting of clients to solicit new business
• Delivers and sells hotel's features and benefits to meet clients' needs

• Contacts in-house customers to retain and grow existing business, repeat bookings or referrals to other Radisson Hotels
• Reviews individual goals on a weekly basis; recommends and takes appropriate actions to achieve objectives in key result areas

Ability to pivot in both markets and team role pending changing economic and team dynamics

• Ensures maximum occupancy, daily, by performing follow-ups on progress of groups booked with events services team and meeting planners
• Ensure all materials used are in accordance with brand standards
• Potential travel to trade shows and customer events, representing RHGA and your hotel within company expectations

Additional information

Participates in the development and implementation of business strategies for the hotel which are aligned with Radisson's overall mission, vision values and strategies

• Develops and implements strategies for achieving individual sales goals

Maintains proper flow of information to sales team, reviews sales work file of assigned accounts

• Assists with the completion of monthly booking report(s)
• Prepares reports and forecasts as necessary to improve management decision making and critical evaluation of work activities

Creates 100% guest satisfaction by providing the Radisson experience through performance that demonstrates the standards of, genuine hospitality and exceeding guest expectations

• Gives personal attention, takes personal responsibility, and uses teamwork when providing guest service
• Listens, apologizes with empathy, finds a solution, and follows through when resolving guest problems
• Provides Yes I Can! genuine hospitality and teamwork on an ongoing basis
• Assumes the responsibility to notice when the guest is not satisfied and uses their best judgment as to when it is appropriate to use the 100% Guest

Satisfaction

Performs other duties as required by Management to provide 100% Guest Satisfaction and genuine hospitality to our Guest

Responsibility #1 (70%)

Sales initiatives, managing RFPs, detailing BEOs. generating new leads, and providing clear, strong and creative negotiation and accommodation for current and potential client catering services requests.

Responsibility #2 (20%)

Conduct market research and analysis to align with industry trends and opportunities for soliciting business and maintaining client loyalty for future bookings. Following up with new leads to achieve objectives.

Responsibility #3 (10%)

Attend networking events, participate in community involvement opportunities, and serve as a strong presence for hotel service and brand advocacy.

High school diploma required, associate's or bachelor's degree preferred

• Minimum one - three years hotel catering or convention experience
• Strong verbal and written communication skills
• Strong negotiation skills
• Strong mathematical skills
• General knowledge of contract laws

Local market knowledge preferred

Proficient computer skills including Microsoft Office Suite®, Delphi and/or Opera

Certified Meeting Planner (CMP) desirable

Able to collaborate effectively with other hotel employees and managers to ensure teamwork

Physical Demands

• Required to stand, sit, and walk for extended periods of times
• Lift, carry, or otherwise move and use of force or exertion up to 75 lbs.
• Use of manual dexterity of common office equipment; such as but not limited to, computers, printers, phones etc..
• Ability to model Choice's Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity are key to our success in inspiring Loyalty, Growth, and the Hospitality Spirit.