| 2008-06-26: __________________________________
Position: Director of Catering Sales
Ritz Carlton Buckhead and Downtown
PLACE OF WORK: Sales Department
JOB OVERVIEW: Supervises and oversees the catering sales market and applicable managers. Manages a top customer account or segment for both hotels. Directs the catering managers to meet revenue goals, maintaining expenses within budget. Analyzes, teaches, creates, and presents strategies for catering team to maximize revenues for their segment.
REPORTS TO: Area Director of Sales and Marketing
KEY
RELATIONSHIPS: Internal: All Departments, all Sales staff
External: Social planners in designated market and territory
Corporate MSE Directors
Group Sales Directors - regionally
STANDARD
SPECIFICATIONS: Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the incumbent will possess the abilities of aptitudes to perform each duty proficiently.
Some requirements may exclude individuals who pose a direct threat or significant risk to the health and safety of themselves, other employees or guests.
QUALIFICATIONS: Essential: 1) Ability to communicate clearly and concisely in verbal and written forms
2) Ability to prioritize, organize, and follow-up on own accounts as well as assigned managers
3) Ability to problem solve with creative solutions
4) Ability to perform work with minimal supervision
5) Ability to work within a team structure, ensuring confidentiality of guests, staff, and hotel data
Desirable: 1) College degree
2) Five years sales experience
3) Two years management experience
ESSENTIAL JOB FUNCTIONS:
1) Comprehension and implementation of the identified catering markets as outlined in the Marketing Plan, including the long-term and short- term property vision with coinciding market segmentation refinements
2) Evaluate business opportunities potential. Ability to understand more complex pricing decisions. Participates in revenue management meetings and discussions
3) Support and reinforce the strategic vision and plan with the catering managers
4) Reinforce the profile of business to be booked, i.e. consistent with Marketing Plan’s strategy and property vision, adjusting for seasonality
5) Lead by example in direct sales skills, including telemarketing, prospecting, probing, overcoming objections, closing, proposal presentations both written and verbal, site inspections.
6) Meet all standards in office database maintenance, including call reports, account information, traces, account profiles, strategic plans for accounts.
7) Lead catering managers to meet Ritz-Carlton standards for client response time, ISO response time, and other goals and objectives that will periodically be established by the DOSM and / or Ritz-Carlton Corporate Sales and Marketing
8) Ensure all deadlines are met by self and catering managers, both for internal and external customers
9) Meet individual revenue goals,
10) Manage individual expenses to budget
11) Lead catering managers to meet their revenue goals
12) Lead catering managers to manage individual expenses to departmental budget
13) Lead catering managers to meet internal paperwork and information requirements of Catering & Conference Services and other departments to ensure client and employee satisfaction
14) Balance group department’s entertainment, site inspections, outside calls, trade shows, and use of support staff for most cost effective means of booking maximum room nights and revenue
15) Advise the DOSM of market condition changes in catering manager territories to allow for strategy adjustments
16) Stay up to date on client and industry changes, economic forecasts and trends as reported by business news sources
17) Be aware and share information with catering managers and DOSM regarding main competitors, including bookings, renovations, client comments
18) Advise the DOSM of social planner and guest comments so trends can be monitored and strategies adjusted
19) Advise DOSM of any internal or external comments heard that need to be responded to
20) Create, update and manage a plan to maintain consistent exposure and informational updates to the ISO and corporate office
21) Review bimonthly shopper reports of catering managers for improvements made and opportunities to be addressed in training
22) Identify training needs with catering managers and arrange for training &/or KRA’s weekly review with DOSM
23) Identify training needs of group support staff consistent with their “need to know” as well as career growth aspirations, and arrange for regular, scheduled training and KRA’s with their managers
24) Ensure catering managers’ and staff’s evaluations are conducted on time and thoroughly
25) Lead the weekly catering sales meeting
26) Attend the bi weekly Marketing meeting with Public Relations, Travel & Leisure Mgr and Revenue Director
27) Attend departmental meetings as an active contributor to update the hotel’s departments on bookings, site inspections, and acknowledge successes of past week by hotel staff
28) Review and submit to DOSM weekly catering pace report and team activities
29) Review and submit to DOSM month end team reports for submission to RVPSM
30) Review and submit to DOSM weekly, 18 month catering forecast
31) Assist DOSM in annual Marketing Plan and budget preparation
NOTE:
A review of this description has excluded the marginal functions of the position that are incidental to the performance of fundamental job duties. All duties and requirements are essential job functions.
This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job related duties assigned by their supervisor/
This document does not create an employment contract, implies of otherwise, other than an "at will" employment relationship.
If interested contact: Amanda Joiner. Amanda.joiner@ritzcarlton.com. |
