Senior Catering Sales Executive

Westin Hotels & Resorts · Dallas, TX · 1 mo ago

On-siteBusiness Development$34.62–$44.23/hrContract

Job Summary

Handles more complex social and local corporate catering opportunities that are above sales office parameters (e.g., 150 covers). Provides day‑to‑day supervision to catering sales associates that are on‑property. Contracts and closes local catering and social business and verifies that business is turned over properly and in a timely fashion for quality service delivery. Achieves catering revenue goals by actively up‑selling each business opportunity to maximize revenue. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.

Candidate Profile

High school diploma or GED with 2 years experience in sales and marketing, guest services, front desk, or related professional field.
OR 2‑year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.
Preferred: 2 years of catering sales experience.

Core Work Activities

Manages the sales efforts for the property, including local corporate and social catering.
Responds to incoming catering opportunities for the property.
Identifies, qualifies, and solicits new catering business to achieve personal and property revenue goals.
Solicits affiliate business associated with citywide events from approved affiliate list provided by Citywide Sales Executive.
Understands the overall market—competitors’ strengths and weaknesses, economic trends, supply and demand—and knows how to sell against them.
Closes the best opportunities for the property based on market conditions and property needs.
Uses negotiating skills and creative selling abilities to close business and negotiate contracts.
Works with the management team to create and implement a catering sales plan addressing revenue, customers, and market.
Designs, develops, and sells creative catered events.
Maximizes revenue by up‑selling packages and creative food and beverage options.
Develops and manages catering sales revenue and operation budgets, and provides forecasting reports.
Develops menus that drive sales.
Assists with selling, implementation, and follow‑through of catering promotions.
Executes and supports Marriott’s Customer Service Standards and the hotel’s Brand Standards.
Executes and supports the operational aspects of booked business (e.g., generating proposal, writing contract, customer correspondence).
Participates in daily service basics of the brand (e.g., Marriott Hotels and Resorts Spirit to Serve Daily Basics, Renaissance Hotels and Resorts Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, TownePlace Suites Morning Meeting).
Ensures seamless turnover from sales to operations and back to sales while consistently delivering a high level of service.
Monitors effective resolution of guest issues arising from the sales process by creating mechanisms to channel issues to property leadership or other appropriate stakeholders.
Maintains successful performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International.
Handles more complex social and local corporate catering opportunities above sales office parameters (e.g., 150 covers) and provides day‑to‑day supervision to on‑property catering sales associates.
Contracts and closes local catering and social business, confirming proper and timely turnover for quality service delivery.
Achieves catering revenue goals by actively up‑selling each business opportunity.
Implements the brand’s service strategy and applicable brand initiatives throughout the sales process, driving customer loyalty through service excellence.
Performs other duties as assigned to meet business needs.

Building Successful Relationships

Collaborates with off‑property sales channels (Sales Office, Area Sales, Enterprise Sales Team) to establish coordinated, non‑duplicative sales efforts.
Interacts effectively with sales, kitchen, vendors, competitors, local community, catering associations, and other hotel departments to monitor guest satisfaction.
Executes exemplary customer service to drive satisfaction and loyalty, assisting customers and monitoring their satisfaction before and during their program/event.
Serves customers by understanding their needs and recommending appropriate features and services that exceed expectations, building relationship and loyalty to Marriott.
Gains understanding of the property’s primary target customer and service expectations; offers business solutions prior to and during the program/event.
Develops a close working relationship with operations to execute strategies at the property level.

Compensation