Sales and Executive Meetings Manager

ClubHouse Hotel and Suites – Sioux Falls

Sales and Executive Meeting Manager

Overview

The Sales & Catering Manager reports directly to the General Manager and District Sales Director and is responsible for exceeding customer service expectations for all group business from start to finish for all market segments including but not limited to: Social (ie: Wedding, Reunion) /SMERF, corporate, government, association.

Sales

Responsible to support the Director of Sales (DOS) in maximizing sales opportunities and profitability for the hotel and event center by selling and booking hotel rooms and event space. Share responsibility for overseeing, prospecting, qualifying and maintaining new and existing accounts in the corporate, corporate group and convention group (including SMERF) market segments for the hotel. Learn to plan strategies and solicit hotel business focusing on increasing hotel revenues and occupancy levels, through yield management practices and active solicitation in assigned market segments. The SEMM must participate in Regency’s Sales Revolution Prospecting Program. SEMM manages site visits either by doing them personally or making sure that a Lodge sales representative does the site visit. SEMM manages all follow-ups, executing the contract, and following through with event plans to the conclusion of the event.

Sleeping Rooms

SEMM manages all group blocks through the Sales office; which includes entering the group block, and finalizing details. SEMM is to remain the client’s contact for further needs and questions.

Event Planning

The SEMM is the hotel contact for the client during their planning process. All client needs are filtered through the SEMM from setup, menu, hotel activities, guestrooms special requests. Attend planning meetings with the client as necessary/requested. The SEMM then completes a BEO and Banquet Checks through Delphi to be issued to the staff indicating the clients’ needs, along with any further forms as required. Responsible for getting final counts in advance, agreed upon payment in advance, menu counts in advance, and coordinating all activity needs with the proper Lodge outlets for scheduling.

Client Relations

You are one of the main community ambassadors for the property in many instances. You are one of the top liaisons for the conference and association guests and their events.

Participate in top VIP conference and association events to make initial contact with the guest representative(s).

As the Hotel representative, the SEMM is responsible for post-event follow-up, attempts to rebook and maintain a good relationship for future/referral business, and post-event feedback management in the event of a displeased client. Measure results and establish strategies to improve the quality of the customer’s experience. Review feedback at weekly BEO meeting. Provide constructive feedback to all other departments, as necessary.

Billing

SEMM is responsible for all group payment; for social events that need to be paid in advance, and other market segments that are direct billed after the event. Address any discrepancies with appropriate department manager. Collect on payments for canceled functions and ensure payment is received, posted, and accurate for all groups.

System Management

Ensure Delphi is accurate and updated with changing pricing and policy, and all groups and details.

Trade Shows/Conferences/PR

Attend trade shows as necessary; to include necessary research, pre-show calls, documentation, and follow-up mailings and calls. Community involvement as deemed necessary by General Manager. Attend chamber mixers, CVB Council meetings and events, and Sales blitz’s,

Qualification Standards: The individual must possess the job knowledge, skills and abilities, as well as be able to explain and demonstrate that he or she can perform the essential functions of the job. This being with or without reasonable accommodation, using a combination of knowledge, skills and abilities.

Education: High School Diploma or GED required. College degree in hospitality management preferred

Experience: 2-5 years of catering sales experience preferred.

Supervisory/management experience preferred

 

As one of the key managers of the Hotel:

1. Performs any related duties as assigned.

 

2. Assists in the overall success of hotel operations and revenue management practices.

 

3. Adhere to the Selling Basics: Know your product.

Know your competition.

Know your prospect.

Retain loyal client base.

People buy from people.

Each action step should have an objective.

Find out wants and needs.

Features and Benefits.

Plan approach - structured sales effort

Closing - Always ask for the business!