The Event Sales Manager generates top line catering revenue for the property by maximizing all revenue potential and up-selling additional events/amenities whenever possible. The role involves building a client base through outside sales calls, prospecting, direct mail, networking, and referrals, as well as conducting site tours and representing the hotel at trade shows. The manager is responsible for the entire sales process from client inquiries through payment and follow-up, and coordinates with the Director of Sales to ensure profitable bookings. They also maintain financial responsibilities such as tracking A/R and reconciling BEOs with client bills.

Responsibilities

Builds client base through outside sales calls, prospecting, direct mail, networking and referrals. Focuses on all markets, local and national.
Conducts site tours, represents the hotel at trade shows and business events, focusing on all markets local and national.
Identifies gap periods (30/60/90 days & beyond), recommends targeted sales & marketing plans to fill, and communicates effectively to ensure proper execution of plan.
Achieves budgeted revenue goals and booking goals.
Prepares monthly reports as requested by management, such as monthly pace reports, sales inquiry, sales site visits, sales action plan, etc.
Responsible for the entire sales process; client inquiries through payment and follow up thank you notes.
Maximizes profit and optimizes space through sales in accordance with established pricing models, exercising good judgment.
Creation of contract through Daylight collaborating with sales team where appropriate.
Coordinates with the DOS to ensure profitable bookings, as well as with the Sales Team when necessary.
Communicates with clients immediately following event to rebook and get feedback.
Thorough knowledge of products/ services, able to answer questions from clients quickly and confidently
Utilizing industry standard software,
Creates and maintains accounts
Creates inquiry records
Documents activities
Creates and prints necessary reports
Creates contracts
Assists with daytime event management and various event operational tasks when necessary.
Maintains a good working relationship with guests, groups, and personnel from other departments.
Maintains various financial responsibilities: tracking A/R, reconciliation between BEO & client bill, assuring accuracy in financial reporting.
Enters event data into industry standard data management systems with upkeep/monitoring of event management.

Requirements

Excellent communication skills, both verbal and written.
Most work tasks are performed independently. There is minimal direct supervision.
Extensive knowledge of selling strategies and the ability to meet goals.
Complete knowledge of hotel, catering, and event space.
Able to utilize property adopted for booking, tracking, forecasting, and executing optimal selling strategies.
Comprehends the group sales process and negotiate accounts.
Able to develop and deliver training.
Analytically approaches problem solving.
Able to analyze financial statements and market data.
Desires to participate as part of a team.
Demonstrates self-confidence, energy and enthusiasm.
Presents ideas and information in a concise, well-organized way.
Effective listening skills.
Manages group or interpersonal conflict situation effectively.
Manages time well, correctly prioritizing tasks.
Highly visible in areas of responsibility.
Excellent negotiation skills in order to create win-win solutions.
Must possess computer skills, including, but not limited to, accounting programs, Microsoft Word, Excel and Outlook.
Must pass a background check.
High school or equivalent education required. Bachelor's Degree preferred.
Six years event sales and management with a minimum of four years of hotel event sales or related discipline experience required.