Catering Sales Manager

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate's portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition. Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry's most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

The Newbury Boston at One Newbury Street, located in the premier shopping and dining neighborhood of Boston's Back Bay is an iconic property originally opened in 1927 as one of the first Ritz-Carlton hotels in the U.S. and most recently was the Taj Boston. The building was recently transformed into a 286-room luxury hotel with 16,000-sq-ft of stunning event spaces, signature dining experiences and a reimagined front entrance on Newbury Street.

The Catering Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues.

Sales:

Attend all required departmental meetings.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company and department sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team.
• Meet or exceed set goals
• Operate the Sales Department within established sales expense budget.
• Saturday office coverage, as scheduled.
• Initiate and follow up on leads.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market.
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
• Meet or exceed sales solicitation call goals as assigned by the Director of Catering.
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
• Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Meet and greet onsite contacts.
• Abide by Prime Selling Time (PST).
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• Review meeting planner evaluations with the Director of Catering to ensure that issues receive follow-up.
• Entertain clients.

Administrative:

• Maintain adequate inventory of office supplies.
• Prepare Banquet Event Orders (BEOS) as per client needs, as assigned.
• Prepare Event floor plans as per client needs, as assigned.
• Field and track all incoming leads, distribute to the Catering and Sales team accordingly.
• Assist Catering Department with the daily operations.
• Follow file turnover process for all assigned definite catering bookings.
• Run Daily Catering and Event Reports and distribute to team
  • 14 Daily Events Report (Weekly)
  • Change Log (Daily)
  • BEO Run (Weekly)
  • Daily Events Report (Daily)
  • Missing BEO Report (Weekly)
• Create and print all menu cards and event signage.
• Organize BEO book prior to BEO Meeting each day.
• Process purchase orders and coordinate with Accounting.
• Manage and detail any pop up small meeting requests that are turned over to Catering as needed or in tandem with assigned MSE Manager.
• Manage outside Vendor database and update guideline forms yearly.
• Assist in preparation for sales trips/events.
• Create Daily Reader Board.
• Create parking vouchers for events with hosted parking

Education & Experience:

• At least 3 years of progressive hotel sales experience in the Boston market.

Physical Requirements:

• Flexible and long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move object.

General Requirements:

• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.