|Title||Catering Sales Manager|
|Hotel||Hampton Inn by Hilton and Homewood Suites by Hilton Halifax Downtown|
|Job Status||Full Time, Permanent|
Catering Sales Manager
Hampton Inn by Hilton and Homewood Suites by Hilton Halifax Downtown
SilverBirch Hotels & Resorts is one of Canada’s leading hotel management companies and manages over 20 hotels and resorts across Canada. We manage independent hotels and hotels operating under major franchise brands, such as Marriott, Hilton, Radisson, Quality, Best Western and Ramada.
Homewood Suites by Hilton exists to provide the touches, familiarity and comforts of home. Guests enjoy the extra space and privacy of the all-suites property, the casual atmosphere and the at home-like amenities and services. At Homewood Suites, the “Be at Home” culture is deeply rooted in the belief that “We think life on the road should be more about life, and less about the road”. In fact, Homewood Suites by Hilton is consistently ranked above the competition by guests, thanks to an appealing combination of bundled services, award-winning quality and the benefits of Hilton Honors.
At the heart of the Hampton brand is Hamptonality – we bring our own individual strengths and irresistible personalities to work. We find our own ways to deliver on our brand promises: Delighting our Guests – Rewarding loyalty – Engaging new friends – Supporting our teams. At the root of Hamptonality is the notion that “Hamptonality Starts with Me!”: My Engagement – My Enthusiasm – My Effort. At Hampton, our mission is to satisfy every guest, every time.
We are looking for a Catering Sales Manager for the SilverBirch Conference Centre adjoining the Hampton Inn & Homewood Suites by Hilton Halifax Downtown.
It is a very exciting time to join the SilverBirch family as we introduce these two exciting brands as the first Hilton hotels in downtown Halifax!
Reporting to the Director of Sales & Marketing, the Catering Sales Manager will lead the plans to maximize meeting and catering revenues, secure new business, and grow past and present relationships. This position liaises with all hotel departments to ensure consistent high level service is delivered to each guest. As the Catering Sales Manager, you will be responsible for account management, revenue management execution, business generation, and prospecting for this new facility. You will play a pivotal role and be a hands-on contributor in maximizing customer satisfaction and hotel profitability by leading the SilverBirch Conference Centre facilities and ensuring that they are in accordance with the standards of SilverBirch Hotels & Resorts. You will balance the interests of the Hampton Inn, the Homewood Suites, as well as SilverBirch Hotels & Resorts in positioning the SilverBirch Conference Centre within the Halifax market. You will be well versed to speak to the attributes and benefits of the concept as it relates to each brand individually and/or in a dual setting.
The Catering Sales Manager must also work with all hotel departments in delivering and executing exceptional customer service tailored to each client’s needs, while achieving hotel and brand goals. Your strong sales ability will allow you to actively up-sell each business opportunity to maximize revenues and achieve revenue goals. As a relationship builder, you pride yourself on your savvy networking skills and driving customer loyalty by delivering service excellence throughout each customer experience and the sales cycle.
Duties & Responsibilities:
Strategic planning – Assist in the development of the marketing plan, quarterly action plan and key account action plans. Assumes responsibility for all assigned aspects of the action plans and participates in daily/weekly sales meetings. You will be responsible for accurately forecasting catering revenues, meeting or exceeding budgeted monthly catering revenues and activity quotas and for achieving catering profit goals by ensuring that negotiated function prices are in line with hotel profitability objectives.
Direct Selling – Generate and qualify leads and prospects relating to meetings, wedding, social events and Christmas/Holiday parties gained from cold calls, telemarketing, newspaper, referrals, sales blitzes, and leads. Contact and service key target accounts and work with the sales team to maximize leads and cross selling opportunities. Qualify business from in-house sources by meeting with guests at social hours, breakfasts etc. Secure business through prospecting, networking, presentations and sales calls. Conduct direct selling activities in accordance with assigned sales activity goals for past, new and current accounts and effectively solicit repeat catering and group business.
Account Management – Document weekly prospecting activities on the Sales Report. Ensure account productivity by maintaining client satisfaction and continuous rapport building through regular sales calls and proper file maintenance. Prioritizes time to ensure proactive selling. Compiles and manages database with account information. Negotiates & prepares proposals and contracts, understanding legal terms and conditions, rate negotiations, block space, processing of contracts and following up to secure the business. Responsible for actively servicing all meetings, which includes; receiving rooming lists, coordinating the details of the event/meeting with client, i.e. space requirements, function times, equipment, and menus, with the goal of upselling. Prepare Banquet Event Orders and any corresponding floor plans for incoming catering clients and meetings. Ensure accuracy in recording all details on contracts, proposals and correspondence with particular emphasis on menu information, pricing, organization and set-up and billing requirements. Effectively manage customer budgets to maximize revenue and meet customer needs. Coordinate credit for catering customers with the Financial Controller and accounting associates
Customer Service/Guest Relations – Builds relationships with key accounts and actively targets new business. Understands customers, builds organizational credibility and develops new revenue sources on an on-going basis. Solicit guest feedback and alerts DOS of all opportunities for hotel improvement. Conducts site inspections for clients. Accepts responsibility to enact the customer satisfaction pledge of the brand. Assists the DOS and GM in resolving service concerns. Communicate the execution of all group details with regards to food & beverage, audiovisual, and any other necessary arrangements at pre-conference and Banquet Event Order meetings. Coordinate and monitor daily meetings to ensure the client’s needs are being met, the SilverBirch. Communicate any group catering or catering changes through Delphi ‘Change Log’ to relevant departments when required. Ensure Spirit Standards are followed, with support of the Banquet Team. Prepare and distribute weekly BEO bundles and weekly report to relevant Department Heads. Attend and assist hotel functions and hotel department meetings when required. Take initiative to anticipate and exceed guest’s expectations. Follow-up with customer to determine satisfaction with function; measure these results and establish strategies to improve the quality of the customer’s experience. Interact with guests to obtain feedback on product quality and service levels; able to respond to and handle guest problems and complaints. Emphasize guest satisfaction during all departmental meetings and focus on continuous improvement. Prepare event/function signs, check daily reader boards for accuracy regarding details
Community Relations – Maintains an active role in the community, civic and industry segments. Maintain rapport with competitor hotels, lead sources, clients, and the local community. Participates in employee functions and guest events. Participates in relevant trade shows and promotional events, and conducts presentations within the hotel and travel industry. Attends networking and local community events acting as an ambassador for the hotel.
Preferred Education & Qualifications:
• 3-5 years of hospitality sales and catering experience,
• High School Diploma required
• University or college degree is an asset
• Hilton and/or SilverBirch experience an asset
• Strong negotiation and customer resolution skills
• Energetic and flexible, able to work under pressure
• Excellent communication skills
• Passion for providing excellent customer service
• Ability to work a flexible schedule
• Must be able to cross sell varying products
• Must be able to travel
• Outbound local and regional selling required
• Organized and available to multi task priorities
• Experience with Delphi an asset
• Must have proficient computer skills
If you are interested in joining SilverBirch Hotels & Resorts, we want to hear from you!
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