Franchised Catering Sales Manager at Marriott International


Posting Date Jun 22, 2022
Job Number 22104921
Job Category Sales & Marketing
Location AC Hotel Los Angeles South Bay, 2130 E Maple Ave, El Segundo, California, United States
Brand AC Hotels
Schedule Full-Time
Relocation? Y
Position Type Management
Located Remotely? N
Additional Information: This hotel is owned and operated by an independent franchisee, Welcome Group, Inc.. The franchisee controls all aspects of the hotel’s employment policies and practices, including the selection and hiring process. If you accept a position at this hotel you will be employed by a franchisee and not by Marriott International.
Are you passionate about Catering Sales? Do you thrive working in fast-paced and dynamic environments that encourage out of the box thinking? Are you a self-starter, motivated and ready to take your career to the next level? Then look no further! The AC Hotel Los Angeles South Bay is looking for another rockstar to add to the Sales & Catering Team! When you’re part of the AC Hotel Los Angeles South Bay family you’re more than just your work - you are part of the experience! With over 7,000sq.ft. of modern, carefully designed and dynamic event space, every Meeting & Event requires a unique approach. With that in mind, the AC Hotel Los Angeles South Bay is looking for people who are energetic, approachable, and creative – always curious to discover more and inspire others, guests and team members alike.
At the AC Hotel Los Angeles South Bay we thrive in celebrating – the individual talents, interests and aspirations that make you who you are. We cannot wait to meet YOU!

JOB SUMMARY

The brand-new lifestyle AC Hotel by Marriott Los Angeles South Bay is looking for a Senior Catering Sales Manager to sell, service, promote and market this brand-new hotel. The Senior Catering Sales Manager is responsible for representing the AC Culture while creating experiences that are memorable, fun, harmonious, discerning, and modern for guests looking for an oasis from the mundane.
The Senior Catering Sales Manager is responsible for representing the company to customers, the public, government, and other external sources. Responsible for the development and performance of all sales activities in assigned markets. Listen to customer needs, analyze this information and create tailored proposals, while providing quality and timely service in a pleasant and friendly manner. Work with management throughout the hotel and the Company.
The Senior Catering Sales Manager is responsible for attainment of assigned catering/banquet goals tied to the overall performance of the hotel. The individual will be responsible for effectively soliciting and securing new accounts as well as servicing clients/groups where applicable. The Senior Catering Sales Manager will work in conjunction with the Director of Sales to achieve the hotel’s revenue and market share goals for the hotel.
Comply with all guest service basics such as uniforms, name tags and proper guest greeting. Knowledgeable on hotel facilities and services. Ensures all communication containing Company, hotel, brand and guest information is consistent with privacy policies, practices and regulations.

ESSENTIAL FUNCTIONS

  • Representative of the Company – As the representative of the Company and hotel, professionally approach and communicate with current and prospective customers. Knowledgeable on market, positioning of hotel, amenities and brand. Understand booking patterns, trends, high demand times, and events in the market. Convey a strong belief in the hotel and confidently discuss hotel features, services and advantages.
  • Research, Identification & Sales Development – Research and understand demand generators, new business sources, the internet as a prospecting tool, community involvement and networking. Research competing hotels and identify sales strategies. Understand and use industry reports like Star Reports, etc.. Develop catering business and execute tactical sales strategies that counter the competition. Prospect and qualify new business and negotiate guest room rates, meeting room rental, function space, and/or hotel services within approved booking guidelines, and produce and/or review all sales contracts, rate agreements, and/or banquet/catering event orders.

Develop valuable business relationships that result in additional sales and new customers. Research each customer’s business, hospitality needs, identify who to talk to and how to get sales closed. Monitor customer preferences to determine focus of sales efforts. Research and identify new business opportunities for the hotel including reaching out to event planners and staying abreast of local events. Represent the Company at trade association meetings to promote hotel.
  • Proactive and Creative Sales - Exercise creativity, discretion and independent judgment in determining how to assemble an event to suit each customer's taste. Give full attention to what customers are saying, taking time to understand the points being made and asking questions as appropriate. Conduct site visits and prepare original, creative proposals tailored to address the needs of and to impress the customer. Develop solutions to any cost concerns and resolve any challenges or problems. Aggressively pursue all appropriate opportunities for customer solicitation and relationship building. Aggressively engage in creative networking, uncovering and cold calling prospective clients to generate activity for future business.
  • Negotiate and Close Sales – Influence and convince customers to select the hotel for their hospitality needs. Negotiate terms and reconcile differences. Develop contingency plans and act promptly and effectively when closing problems arise. Recognize customers for loyalty and/or accept feedback. Identify and secure business to fit the yield strategy. Sell to fill need dates. Sell and upsell hotel services to meet/exceed sales and financial objectives. Capture all profitable business. Attain/exceed sales goals and profitability. Directly responsible for achieving production numbers established by booking goals and outside sales activities. Communicate sales activities with peers and superiors.
  • Account Management - Develop and maintain constructive and cooperative working relationships with customers and others in the course of their event planning. After securing business, deliver a high level of customer service with key decision makers, solve customer problems, meet commitments, seek customer input and anticipate customer needs. As appropriate, meet the customer at the event, ensure proper event set-up and customer satisfaction. Take initiative to solve any problems by liaison with other hotel managers.
  • Administration – Responsible for compilation of required sales reports and reporting process. Maintain accurate and up-to-date records of all sales and transactions. Complete all required and requested reporting in a timely and accurate manner. Provide management with accurate information and comply with corporate policies and procedures as well as government laws and regulations. Perform special projects and other responsibilities as assigned. Participate in task forces and committees as requested. Work closely with other hotel departments to facilitate services agreed upon by the sales office and prospective clients and produces monthly sales-related reports and sales forecasts for assigned area of responsibility.


Education and Experience: A four-year college degree in hospitality management, marketing, business or related degree or equivalent experience. Two or more years of sales related experience. Familiarity with hospitality industry practices preferred. Ability to travel locally and overnight.

Skills and Abilities:

Possess knowledge of hospitality, business and basic accounting principles and practices. Effective listening, verbal, written, negotiation and closing skills. Ability to assess customer needs, understand market dynamics and prepare presentations/proposals tailored for individual customers. Ability to meet/exceed expectations for prospecting calls, appointments, presentations, proposals and closes. Ability to achieve customer satisfaction. Experience in using Sales Force, Cvent, OneSource and Fosse preferred.
Strong professionalism, diplomacy, selling skills and work habits. Ability to remain positive, resourceful and improvise while working in a fast-paced environment, sometimes under pressure. Organizational skills that result in accurate, timely and thorough work. Ability to compile facts and figures, analyze information and arrive at logical conclusions and sound business decisions.
Knowledge of and ability to operate a computer, calculator, phone and other office equipment. Must satisfy and comply with the legal requirements for employment within the jurisdiction.

Working Conditions :

Work is normally performed in an interior environment. Significant local travel for outside sales calls; may require some travel outside local area. While performing job duties, the associate speaks, listens, completes documents, processes requests, and operates office equipment such as a telephone, calculator, computer, copier and fax. This position is required to operate a motor vehicle.
This company is an equal opportunity employer.
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