DIRECTOR OF CATERING, Delta Hotels by Marriott, Fargo

CORE WORK ACTIVITIES

Develop & Execute Sales Strategies

• Present & Work with NHS VP Sales & Marketing in Annual and Quarterly Planning involving Catering Sales & Execution
• Collaborate with General Manager, Director of Room Sales (DORS), F&B and entire sales team to ensure understanding of catering sales strategy and effective implementation of this strategy for the property.

• Work with NHS Sales & Marketing and F&B along with the on property catering sales team to create and implement a catering sales plan addressing revenue, customers and the market for the segment. Execute and support the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Analyzing & Reporting on Sales and Financial Data

• Analyze market information by using sales systems and implements strategy to achieve property’s financial room and catering goals.

• Assist GM in completing accurate forecasts.

• Review guest satisfaction results to identify and implement areas of improvement.

Building Successful Relationships

• Develops and manages relationships with key stakeholders, both internal and external.

• Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with Marriott and enhance food and beverage deliverables at hotel

• Interact with guests to obtain feedback on product quality and service levels.

• Meets with guests during pre- and post-event meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction.

Managing and Conducting Human Resource Activities

• Utilizes all available on the job training tools for employees.

• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.

• Empowers employees to provide excellent customer service.

• Observes service behaviors of employees and provides feedback to individuals.

• Incorporates guest satisfaction as a component of department meetings with a focus on continuous improvement.

Additional Responsibilities

• Executes and supports the brand’s Customer Service Standards and property’s Brand Standards.

• Assist with the development and implementation of promotions, both internal and external.
• Responsible for rollout and execution of catering portion of NHS Sales & Marketing plan

Maximize Revenue

• Provide positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal booking goals). This is accomplished by:
• Leading by example
• Establishing reach goals for events in terms of Average Cover
• Establishing and execute up sell/experience add ons – that increase cover prices that help make our client events more effective/memorable

• Establish and monitor booking goals for team members
• Attend semi annual F&B events – to learn and execute leading edge industry trends and lead hotel in developing strategies to be the change leader in F&B within market.
• Become the go-to venue for meetings and social events – by providing exceptional service and leading F&B/Meeting experiences

Managing Sales Activities

• Monitors all day-to-day activities of direct reports. Ensure team is meeting activity, production and average cover expectations.
• Listen in on team communications with clients from time to time – and provide feedback to improve

• Monitoring booking windows with DORS in order to maximize total revenue

• Participates in sales calls with members of sales team to acquire new business and/or close on business.

KPIs:

We will evaluate performance based on:

• Quarterly and Annual Sales vs Budget
• Average Cover
• F&B Departmental Profit %
• Intent to Return