JOB SUMMARY
As the local, on property catering and or wedding sales contact for customers, the Catering and Conference Services Executive is responsible for proactively soliciting and primarily handling complex accounts or markets and complex events with greater revenue potential. Actively upsells each business opportunity to maximize revenue. Achieves personal and team related revenue goals. Ensures business is turned over properly and in timely fashion for proper service delivery. Ensures compliance with Ritz-Carlton Operating Standards to maintain brand integrity. Supports and acts on behalf of the Director of Catering in his/her absence. Is the event planner’s primary contact on property and is responsible for their experience.
RESPONSIBILITIES
Business RESULTS
Responds to incoming catering opportunities for the hotel
Effectively up-sells products and services throughout the sales process.
Proactively identifies, qualifies, and solicits new catering business to achieve personal and hotel revenue goals.
Closes the best opportunities for the hotel based on market conditions and hotel needs.
Understands competitors’ strengths and weaknesses, and knows how to sell against them.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Excellent at customer relationship building for future bookings.
Ensures a high level of customer satisfaction.
Builds and strengthens relationships with existing and new customers to include sales calls (to include outside sales calls), prospecting/solicitation calls, entertainment, bridal shows, etc.
Effectively offer catering event solutions for both Arabic and Western clientele based on adherence to cultural requirements.
Primarily drive catering sales/events to achieve personal and hotel revenue goals.
Effectively use sales resources and administrative/support staff.
Conducts site inspections.
Creates proposals as required.
Creates contracts as required.
Provides accurate, complete, and effective execution of event requirements.
Possesses excellent telephone sales skills.
Possesses strong overall sales skills.
Possesses knowledge/appreciation of The Ritz-Carlton Hotel Company, brand culture, philosophies and initiatives.
Understands contract management and legalities.
Possesses operational knowledge and/or appreciation of operations challenges.
Has knowledge of food and beverage compositions.
Is knowledgeable of food trends, food and beverage composition, and menu planning. Exercises creativity in designing catering sales solutions.
Understands food and beverage forecasting and attrition.
Participates with the Revenue Management Team (i.e. DOSM and Director of Catering) in the development of need time strategy.
Follows all Free Sell guidelines as specified by the Director of Catering and DOCCS.
Follows all sales strategy as specified by the Director of Catering and DOCCS.
Understands and achieves team and individual goals.
Possesses software knowledge (Microsoft Office, etc).
Possesses systems knowledge (Opera S&C, Meeting Matrix and related systems).
Attend BEO meeting to ensure operational alignment of all attending departments for next events. Attend weekly Customer Engagement Meeting.
Leadership
…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.
Demonstrates commitment to The Ritz-Carlton operating principles and philosophies.
Holds self and others accountable for achieving results.
Addresses conflict in a timely manner.
Contributes to team results.
Deals with change effectively.
Makes decisions, including employees/team and commits to a course of action with available information.
Acts as a mentor for other managers in the department.
Building Relationships
…eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.
Treats people fairly, with dignity and respect.
Works to meet goals in a manner that does not disadvantage other employees or groups.
Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual.
Listens and responds to others.
Is interested in other’s views even if they counter own views.
Managing Work Execution
…proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.
Approaches work with a sense of urgency and purpose.
Allocates time and resources effectively when faced with competing demands.
Overcomes obstacles to accomplish challenging objectives.
Follows through on inquiries, requests, and complaints.
Generating Talent
…proactively identifies and develops talent within the organization.
Analyzes candidate’s job-related themes, skills and competencies to ensure each placement decision maximizes team dynamics and talent utilization.
Discusses problems immediately with others before they are forgotten or get out of control.
Actively pursues self development.
Explains own rationale and thought processes to help employees improve their skills.
Organizational Learner
…actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area
Acts independently to improve and increase skills and knowledge.
Demonstrates an awareness of personal strengths and areas for professional improvement.
Shares learning’s, innovations, and best practices with others.
Is willing to learn from others.
Performs all technical/procedural requirements of the job.
PROFILE
Skills and Knowledge
Effective up-sell skills of products and services
Knowledge of menu planning, food presentation, and banquet and event service operations
Ability to manage meeting space inventories
Broad understanding of facility management (sanitation, maintenance, operations)
Strong customer development and relationship management skills
Knowledge of overall hotel operations as they affect department
Knowledge of Audio Video products and services
Knowledge of contract management and legalities
Strong communication skills (verbal, listening, writing)
Strong problem-solving skills
Strong customer and associate relation skills
Strong presentation and platform skills
Strong organization skills
Strong “persuasion” skills
Ability to use standard software applications and hotel systems
Effective decision making skills
Effective influence skills
Education or Certification
High School Diploma or equivalent required
Bachelor’s Degree preferred
CMP (Certification in Meeting Professional and/or CSEP (Certified Special Event Professional) certification preferred
I acknowledge receipt of my job description. I have read and understand my responsibilities and agree to carry them out. I also understand that it is not the intent of this job description to cover all aspects of the position but to highlight the most important areas of responsibilities. From time to time, my job description may change or I may be asked to perform reasonable duties outside of this scope, by which I am expected to abide.
#LI-NS1
At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.
At more than 100 award-winning properties worldwide, The Ritz-Carlton Ladies and Gentlemen create experiences so exceptional that long after a guest stays with us, the experience stays with them. Attracting the world’s top hospitality professionals who curate lifelong memories, we believe that everyone succeeds when they are empowered to be creative, thoughtful and compassionate.
Every day, we set the standard for rare and special luxury service the world over and pride ourselves on delivering excellence in the care and comfort of our guests.
Your role will be to ensure that the “Gold Standards” of The Ritz-Carlton are delivered graciously and thoughtfully every day. The Gold Standards are the foundation of The Ritz-Carlton and are what guides us each day to be better than the next. It is this foundation and our belief that our culture drives success by which The Ritz Carlton has earned the reputation as a global brand leader in luxury hospitality. As part of our team, you will learn and exemplify the Gold Standards, such as our Employee Promise, Credo and our Service Values. And our promise to you is that we offer the chance to be proud of the work you do and who you work with.
In joining The Ritz-Carlton, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.