posted May 3, 2024
Do as Conrad Hilton would say and "Fill the earth with the light and warmth of hospitality".How to Apply
Compensation: $80,000 to $95,000 DOE
Plan and manage the sales effort of the Catering Department of the hotel to achieve customer satisfaction and quality service while meeting/exceeding revenue/profit goals. Utilize prospecting skills and strong business sense to consistently exceed catering revenue goals. Recruit, deploy, motivate, support and grow a team of Catering Sales and Convention Service Managers to do the same. Report and critique all Catering activities to the Cluster Director of Sales & Marketing. Enliven the Westmont Standards within the Department and the hotel. Support all Corporate and hotel initiatives as needed.
Essential Functions
Business Results
Oversees all day-to-day operations for the catering sales effort.
Provides positive and aggressive leadership to ensure maximum revenue potential; sets example with personal booking goals.
Creates and maintains an office environment conducive to effective selling and customer advocacy.
Oversees hiring and training of catering sales managers and hourly associates.
Coaches and mentors catering related sales managers to develop sales skills and performance improvement.
Participates in the Developing and management of the catering sales revenue and operating budgets. Provides input for developing forecasts.
Sets booking goals for catering sales team members and catering goals for other sales channels property participates in.
Holds catering sales team and other sales channels accountable for goal achievement.
Proactively recognizes and works to retain top talent.
Effectively develops and manages relationships with key stakeholders, both internal and external.
Assists Revenue Management and the Director of Sales & Marketing with completing accurate projections.
Assists the Director of Sales & Marketing to approve space release for catering to maximize revenue.
Develops, implements, and sustains aggressive solicitation program focused on increasing local catering business.
Works with management team to create and implement a catering sales marketing plan addressing revenue, customers and the market.
Assists with the development and implementation of catering promotions, both internal and external.
Works collaboratively with off-property sales channels to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
Conducts outside catering sales calls based upon set individual monthly goals.
Conducts prospecting and solicitation goals based upon set individual monthly goals.
Completes Catering Sales components of the Marketing Plan (updated quarterly) including strategic action plans for all relevant market segments, booking channels and revenue streams
Sets Catering goals and objectives with Cluster DOSM, utilizing goal setting models and market knowledge to ensure the Catering Managers are effectively deployed to maximize productivity and revenue opportunities for the hotel
Develop working menu with the Executive Chef to ensure profitability and customer satisfaction
Establishes Catering booking guidelines with the Cluster DOSM, based on historical data and forecasts to maximize revenue
Prepares and presents Catering information for property reviews with owner representatives and Corporate executives
Reviews Catering pace reports with Cluster DOSM and reforecast Weekly 30/60/90-Day Budget w/DOSM and Director of Revenue Management
Evaluates new and incremental business opportunities/promotions to maximize revenue for the hotel
Completes Catering Sales Activity Critiques (weekly/monthly/quarterly) with information that explains the productivity, provides insights into opportunities and threats, and updates the stakeholders with market news.
Leadership
Applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.
Conducts disciplinary action as required
Building Relationships
Eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.
Conducts one on one meetings with Catering Sales Managers and Convention Services to ensure their ongoing development
Manages lead processes for to ensure prompt and thorough response to inquiries
Promotes and tracks lead referrals from NSOs, and Scout leads
Administers Catering Sales Smart Goals
Uses opportunities to promote individual and team successes
Always applies the principles of trust, honesty, respect, integrity and commitment
Proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.
Consistently meets/exceeds personal revenue production goals
Approves Local Catering bookings to ensure Catering Managers are maximizing revenue opportunities without displacing business
Approves Local Catering space releases in accordance with the stated policies
Develops strategic action plans and establishes “Measuring Sticks” with Catering Sales & Convention Service Managers
Completes ROIs on new projects/ expenditures not forecasted
Manages completion of new projects as they arise
Audits Delphi and creates follow-up action plans as needed
Develops and uses systems to organize and keep track of information.
….Proactively identifies and develops talent within the organization
Hires the best people available from inside and outside Hilton Hotels. Hires for talent, diversity and balance of skills. Supports Hilton interviewing tools to ensure hiring decisions are based on the candidate’s job-related talent, skills and competencies. Maintains succession planning.
Develops implements and maintains departmental orientation and training certification programs for employees to receive the appropriate new hire training to successfully perform their job.
Uses all available on the job training tools for employees; implements and manages training initiatives and conducts training when appropriate; ensures self and direct reports have completed appropriate Hilton University training classes.
Manages employee progressive discipline procedures for areas of responsibility. Ensures each hotel’s policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures
Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results. Establishes and maintains open, collaborative relationships with employees and ensures employees do the same within the team.
Actively solicits feedback, utilizes an “open door” policy and reviews employee satisfaction results to identify and address employee problems and concerns. Ensures employees are treated fairly and equitably. Constantly strives to improve employee retention. Brings issues to the attention of DOSM and Human Resources as necessary.
Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility. Maintains an on-going employee recognition program.
Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area
Enlivens the Blue Energy within the Sales Department and the hotel
Attends different departmental Line-up meetings and communicates information
Communicates all relevant market news to the Catering Department
Supports Public Relations’ initiatives
Review catering sales strategies and provides feedback
Updates SOP’s as needed with DOSM
Understands revenue management functions and account profitability.
Experience
Knowledge and Skills
Excellent verbal and written English communication skills Possesses excellent selling skills and understanding of sales processes.
Has demonstrated ability to develop and implement successful sales strategies.
Develops and manages a budget to meet business objectives.
Identifies and communicates catering revenue and profit opportunities.
Has solid understanding of brand strategies and cultures.
Has demonstrated familiarity with contractual agreements.
Understands revenue management functions and account profitability.
Has demonstrated leadership skills.
Has demonstrated ability to coach and develop the team.
Provides a productive work environment.
Possesses excellent communication and presentation skills.
Possesses effective listening skills.
Has demonstrated customer development and relationship management skills.
Accurately sets account/revenue goals.
Works effectively with salespeople at all levels.
Has excellent food and beverage knowledge.
Is very knowledgeable of food trends, food and beverage composition and menu planning. Is able to guide team to creative catering solutions for customers.
Has demonstrated ability to develop and implement catering sales marketing plans.
Manages a culturally diverse work environment.
PHYSICAL DEMANDS
Frequent walking, standing, sitting, hearing, talking, smiling. Lifting of objects weighing up to ten (10) pounds.
NOTE: This hotel is owned and operated by an independent franchisee. The franchisee controls all aspects of the hotel’s employment practices, including the collection and processing of the personal data that you provide on this website, hiring, salaries and benefits. If you accept a position at this hotel you will be employed by a franchisee and not by Hilton.
How to Apply335 Room Hotel
A rich and vibrant cultural scene make California's capital an exciting destination. During your stay at the newly renovated Hilton Sacramento Arden West, you'll be near many top Sacramento, CA attractions. Golden One Center and Downtown Sacramento are just miles away, and we are minutes from Cal Expo. Our family friendly hotel is perfect for your visit to Sacramento. Enjoy our outdoor pool and our complimentary shuttle to Arden Fair Mall.
2200 Harvard Street
Sacramento, CA 95815-3306
Telephone (916) 922-4700
Website www3.hilton.com
Managed by Westmont Hospitality Group