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Restaurant Event Sales Manager for All Outlets

United Arab Emirates - Dubai

Full job details

Recruiter
Marriott International - Middle East and Africa
Posted
20/09/2016
Ref
160016MZ
Location
United Arab Emirates - Dubai
Job Type
Food & Beverage, Banqueting Manager
Sector
Hotel
Job Level
Non-Management
 
Description   You were always one of those curious kids who opened every cabinet, peeked behind every door, and never ceased to ask "why" when given an explanation. Today, you bring your personal style to every experience. You live life to discover. You are passionate about your neighborhood, always looking to explore the places one wouldn’t find in a travel guide. If this sounds like you, you’re in the right place. You’ve got authentic style, natural curiosity and a warm way with people. Renaissance is not just a place to spend the night, it's a place to discover, a place in the world with style like yours. That’s why we’re not just looking for anyone. We’re looking for someone like you.   JOB SUMMARY   Increases revenues for all property food and beverage outlets and lounges by managing and coordinating restaurant private events. Assists in the creation of private event Restaurant sales goals. Develops leads, up-sell events, and book restaurant private event functions. Works with clients and stakeholders within the parameters of established guidelines. Communicates client specifications to outlet managers and chefs to promote proper implementation of client specifications. Provides appropriate revenue and sales reports as required. Updates and maintain outlet web-site information. Follows up with clients after functions and network re-booking of any events for future business. Manages restaurant space and availability use according to established guidelines to promote room to space ratios and event profitability. Maintains and demonstrates strong knowledge of food, beverage and general trends within the hospitality industry. Inspects assigned functions prior to event to verify they adhere to all client specifications.   CANDIDATE PROFILE    Education and Experience
  Required:
  • High school diploma or GED; 3 years’ experience in the sales and marketing, guest services, front desk, or related professional area. OR
  • Bachelor’s degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 1 year experience in the sales and marketing, guest services, or related professional area.   Preferred:
  • 4-year college degree; previous experience in proactive lead generation in hospitality and sales discipline; knowledge of property-specific business segments (e.g. group, catering, transient); knowledge the hospitality industry.
  CORE WORK ACTIVITIES   Managing Restaurant Sales Activities
  • Increases revenues for all property food and beverage outlets and lounges by managing and coordinating restaurant private events. 
  • Assists in the creation of private event Restaurant sales goals.
  • Develops leads, up-sell events, and book restaurant private event functions.
  • Works with clients and stakeholders within the parameters of established guidelines. 
  • Communicates client specifications to outlet managers and chefs to promote proper implementation of client specifications.
  • Provides appropriate revenue and sales reports as required.
  • Updates and maintains outlet web-site information.
  • Follows up with clients after functions and network re-booking of any events for future business.
  • Manages restaurant space and availability use according to established guidelines to promote room to space ratios and event profitability.
  • Maintains and demonstrates strong knowledge of food, beverage and general trends within the hospitality industry.
  • Inspects assigned functions prior to event to verify they adhere to all client specifications.   Building Successful Relationships
  • Coordinates with out-of-market account leaders (e.g., Global Account Executives, Senior Account Executives, and Area Account Executives) to coordinate in-market pull through of business in order to grow account share. (e.g., visiting local offices, reviewing solicitation list of opportunities, reader board research, etc.).
  • Participates in community and hotel networking events (e.g., Rotary Clubs, Chamber of Commerce, etc).
  • Visits neighborhood targets and local small business accounts and coordinates follow up efforts.
  • Coordinates with Area Sales Leader to understand needs and priorities of stakeholder hotels to identify focus areas.
  • Works collaboratively with the Large Group, Core Group and Select Service and Extended Stay Group and Catering teams in the Sales Office, Area Sales and Enterprise Sales teams to verify that sales efforts are coordinated, complementary, and not duplicative.
  • Handles customer care issues and as necessary, refers them to the appropriate owner.
  • Supports the company’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
  • Executes and supports the company’s customer service standards.
  • Provides excellent customer service consistent with the daily service basics of the company.
  • Performs other duties, as assigned, to meet business needs.   Providing Exceptional Customer Service
  • Accountable for customer loyalty and property’s brand standards by delivering service excellence throughout each customer experience.
  • Services our customers in order to grow share of the account.
  • Provides excellent customer service consistent with the daily service basics of the brand.
  • Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and verifying their satisfaction before and during their program/event.
  • Sets a positive example for guest relations.
  • Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.
  • Handles guest complaints and disputes following the instant pacification procedures.  
  MANAGEMENT COMPETENCIES Leadership
  • Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.   
  • Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
  • Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
  • Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
  • Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
  • Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
  • Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
  • Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships. 
  • Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
  • Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
  • Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
  • Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
  • Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
  • Business Acumen - Understands and utilizes business information to manage everyday operations.
  • Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
    • Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.
    • Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
    • Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
    • Devising Sales Approaches and Solutions- Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales solutions that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
    • Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.
  • Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
    • Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
    • Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
    • Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
    • Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
    • Writing - Communicates effectively in writing as appropriate for the needs of the audience.
   
Qualifications

 

JOB SUMMARY

Responsible for preparing all event documentation and coordinates with Sales, property departments and customer to ensure consistent, high level service throughout pre-event, event and post-event phases of property events. This position primarily handles events of average complexity. Ensures their property events have a seamless turnover from sales to service back to sales. Recognizes opportunities to maximize revenue opportunities by up-selling and offering enhancements to create outstanding events.

CANDIDATE PROFILE

Education and Experience

• High school diploma or GED; experienced (1 – 2 years of experience) in the event management or related professional area.

OR

• 2-year degree from an accredited university in Hotel and Restaurant Management, Hospitality, Business Administration, or related major; at least 1 year experience in the event management or related professional area required.

CORE WORK ACTIVITIES

Managing Event Logistics and Operations

• Ensures that events progress seamlessly by following established procedures, collaborating with other employees, and ensuring accuracy.

• Greets customer during the event phase and hands-off to the Event Operations team for the execution of details.

• Adheres to all standards, policies, and procedures.

• Ensures billing accuracy and conducts bill reviews with the clients prior to processing the final bill.

• Manages group room blocks and meeting space for average to large-sized assigned groups.

• Identifies operational challenges associated with his/her group and determines how to best work with the property staff and customer to solve these challenges\ and/or develop alternative solutions.

• Uses his/her judgment to integrate current trends in event management and event design.

• Acts as liaison between field sales person and customer throughout the event process (pre-event, event, post-event).

• Participates in customer site inspections and assists with the sales process as necessary.

• Performs other duties as assigned to meet business needs.

• Solicits feedback from the property departments to identify areas for improvement to enhance the Event Planner’s experience.

Ensuring and Providing Exceptional Customer Service

• Delivers excellent customer service throughout the customer experience and encourages the same from other employees.

• Empowers employees to provide excellent customer service.

• Sets a positive example for guest relations.

• Coordinates and communicates event details both verbally and in writing to the customer and property operations.

• Makes presence known to customer at all times during this process.

• Oversees his/her customer experiences from file turnover through the post event phase until turnover back to sales.

• Follows up with customer post-event.

• Responds to and handles guest problems and complaints.

• Uses personal judgment and expertise to enhance the customer experience.

• Stays available to solve problems and/or suggest alternatives to previous arrangements.

• Works to continually improve customer service by integrating obtained feedback and personal judgment into action plans.

• Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement.

• Interacts with guests to obtain feedback on product quality and service levels.

• Ensures hourly employees understand expectations and parameters for event activities.

Leading Event Management Teams

• Conducts formal pre- and post-event meetings as required to review/communicate group needs and feedback.

• Leads formal pre-event and post-event meetings for average to large-sized assigned groups.

• Facilitates various meetings as he/she perceives necessary (Banquet Event Order meeting, block review, etc).

Supporting and Coordinating with the Sales and Marketing Function

• Assists in the sales process and revenue forecasting for customer groups.

• Up-sells products and services throughout the event process.

• Forecasts group sleeping rooms and event revenue (catering and audio visual) for his/her groups.

Conducting Human Resources Activities

• Reviews comment cards and guest satisfaction results with employees.

• Observes service behaviors of employees and provides feedback to individuals and/or managers.

• Assists in the development and implementation of corrective action plans.

• Take initiative to use his/her experience to improve service performance according to his/her evaluation of the issue and resolution.

• Works with the property staff and customers to address operational challenges associated with his/her group.

• Performs other duties as assigned to meet business needs.

MANAGEMENT COMPTENCIES

Leadership

Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.

Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.

Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.

Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.

Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.

Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.

Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Acumen - Understands and utilizes business information to manage everyday operations.

Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.

o Event Planning - The ability to connect with customers, detail events, upsell products and services, manage multiple customers at a given time, be detailed orientated, understand and have a working knowledge of catering and event management systems.

o Event Services - Have a working knowledge of standards and procedures for proper meeting room and table set-ups, various meeting room and table configurations and the set-up of staging and dance flooring.

Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

o Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

o Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.

o Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

o Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.

o Writing - Communicates effectively in writing as appropriate for the needs of the audience.

 

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.
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