Catering Sales Manager

Catering Manager must have prospecting, selling and negotiating skills as well as basic computer knowledge. Previous use of database programs such as Delphi is preferred. Overall success and measurement for the department is based on monthly, quarterly and annual booking goals.  Booking goals reflect signed contracts turned definite and / or consumed events turned complete.

Obtaining New Clients

The Catering Manager is responsible for finding new clients to hold catered events. The job often involves attending industry and networking events, telemarketing, advertising and contacting the competitions client base. Once the Catering Manager discovers a prospective client, they conduct tours of the facility, menu tastings and meetings with the client.

Maintaining Existing Clients

It is important to maintain relationships with past clients for future business. The

Hotel uses Delphi.net as its database in which client information is stored.  It is the responsibility of the Catering Manager to use this database to keep in touch with past clients through phone calls, emails, letters and personal meetings.

Proposals and Contracts

The Catering Manager drafts proposals, creates sample menus and presents

them to the client. Once the client is satisfied with all aspects of the proposal, the Catering Manager prepares the contract for the client to sign, using preapproved HMP templates and GM approval.

Communication

The Catering Manager assumes responsibility for set-up and execution of events via

the FB Manager from the BEO / Resumes presented in the weekly staff meeting. Communication with the client as well as the catering team (director of catering, FB manager, Chef, food service staff) is imperative to a successful event. They are responsible for communicating all requests from the client to the right people at the right time.

Event Attendance

Many clients require that the Catering Manager be in attendance at the event that they helped plan. Greeting the event planner at the beginning of the event is part of the job. At this time, the banquet captain, servers and any other key staff members will meet the client. The Catering Manager will remain in attendance to ensure the event goes as planned only if the GM requires.  In general the FB staff assumes responsibility once the client is booked and contract / BEO signed.

Billing

The Catering Manager ensures that the bill presented to the client and the GM / FB Manager is correct. Although the GM handles the actual collecting of money, it is the Catering Manager responsibility to ensure the bill reflects the costs stated in the contract. She is the liaison between the client and the hotel.

Functions

• Maintain balanced files between accounting system, opera, micros, Delphi and tracking reports at each month end.  Ensure all reports say the same final booking totals.
• Maintain proper group files that include call reports and check lists provided by HMP group / catering files.  All client correspondence must be included as a part of the file.  On contracts / beo / invoices / payments must be included in the file.  Any break evens completed must be included in the file.
• All accounts that are listed as definite in the Delphi system must have a file in the sales office.
• Catering Manager weekly schedule is approved by GM and a part of the hotels posted schedule.
• Catering phone must be manned and planned for answering the phone Mon-Fri 9am to 5pm.  Coordination starts with Catering Manager and GM.
• Catering Manager handles catering site tours.
• Catering Manager communicates directly with DOS with regards to activities that cross over with rooms.
• Catering Manager responses to booking requests that come via meeting broker and or other applicable leads and referrals.
• Catering Manager is aware of daily, weekly and in the month bookings if asked.
• Catering Manager will follow menu guidelines and consult GM and FB before discussing with client.
• Responsible for property strategies in the catering department to mess with the overall FB budget. 
• Meet on a regular basis with GM and FB / Chef and Revenue Manager to review bookings and future opportunities.
• Responsible and held accountable for hotels catering sales.  Increasing sales year over year and meeting yearly budgets.

Responsible for all Banquet and Catering revenues

Maintaining business relationships

BEO's

Participate in MOD program