Description
The Catering Sales Executive is responsible for contributing to department revenue goals for assigned
markets and meet or exceed individual targeted revenue goals. This role has a focus on weddings,
galas, social, golfing events, and meetings with minimal guestrooms. The Catering Sales Executive will
have individual revenue goals that are achieved through the process of prospecting and contracting
new clients, and maintaining existing client relationships to increase engagement in the Gaming
Enterprise and Mystic Lake Center offerings
Revenue Goals
Responsible for meeting or exceeding individual revenue targets and contribute to groupsales revenue for assigned market including contract revenue in guestrooms, catering,
meeting room rental, audio visual as well as enterprise outlets when appropriate.
Actively and consistently, prospect and develop new and existing accounts. Develop andexecute strategies to target revenue for the hotel.
Client Relationships
Responsible for maintaining and developing client relationships to establish hotel occupancywhile increasing brand awareness throughout the community and meetings and events
industry.
Responsible for driving guest loyalty by delivering excellent service throughout each guestexperience.
Develop and maintain relationships with current and prospective clients to produce groupand/or convention business, to include room sales, food & beverage sales, catering/banquet
services and other ancillary revenues.
Offer personalized catering solutions for assigned events including, menu development,meeting space finalization, suggesting and securing A/V needs, development and coordination of room layouts and décor, coordination of supporting activities in the casino, outlets and Enterprise assets.
Industry Knowledge, Business Acumen and Brand Reputation
Directly manage and coordinate client accounts. Actively up-sell each business opportunity tomaximize revenue opportunity. Distribute information to all departments regarding needs
and requirements of groups, meetings and events taking place. Coordinate with multiple
departments including Catering Sales, Food & Beverage, Hotel, Convention Services, etc.
Prepare sales proposals, contracts, group resumes, reports, etc. Knowledge of market trends, food and beverage trends, menu development and competitionwith the ability to share/shift business.
Develop and promote casino/hotel brand awareness by traveling to and attending industryevents, tradeshows, and feeder markets to find and secure business.
Process Execution and Contract Management
Adhere to sales and catering processes and systems by developing proposals, contracts andinitial catering details for client review and accurately use sales systems to block and secure
business consistent with department guidelines.
Up-sell to clients with creative menus and event design enhancements geared towards higherguest satisfaction and increased revenue.
Establish payment and billing processes and communicate to appropriate departments. Ensure all information relevant to the successful execution of the contracted event is clearlycommunicated to supporting departments and Team Members.
Determine the full value of a piece of business coming to the Gaming Enterprise and whenexecutive level approvals and review are needed before contractual and verbal commitments
are made to the client.
Write, understand, and negotiate contracts to ensure the Gaming Enterprise is legallyprotected from liability while considering the needs and requirements of the client.
Along with the client, establish food and beverage requirement, timetable and relevantdetails.
Discuss and develop proposals, contracts, group resumes, Banquet Event Orders (BEOs), etc.for client review and approval.
Up-sell to clients with creative menus and event design enhancements geared towards higherguest satisfaction and increased revenues.
Initiate action plan to approach and secure group/catering opportunities. Actively and consistently prospect and develop new and existing accounts to achieve goalsthrough telephone calls, marketing and outside sales calls, tours of facilities and
email/written communications.
Responsible for coordinating final details of contacted events along with overseeing theguestroom block.
Client and Enterprise Communication
Proactively, effectively, and professionally communicate within and across all departments tostrengthen relationships between team members and support a collaborative and positive
working environment.
Influence clients and sell the features of the Gaming Enterprise through polished andprofessional verbal and written communication as well as formal presentations.
Purpose, Vision, and Values
Consistently apply and live the Purpose, Vision, and Values (PVV) in every interaction.
Requirements:
5 or more years of combined post-secondary education in sales, marketing, hospitality or relatedcourse work and/or direct hotel or convention meeting space sales experience.
3 or more years of contract negotiation, management, and execution experience (including calculatingpricing, discounts, mark-ups, etc.)
3 or more years of advanced Microsoft Office products and catering software management experience. Excellent interpersonal skills including exceptional verbal and written communication with ability tointeract with a diverse group of people.
Strong project management and organizational skills with the ability to work independently andprioritize and manage multiple projects.
Knowledge of safety and fire codes as well as other regulatory and compliance necessary for group andconvention center events.
Valid Class D driver’s license may be required with good driving record and reliable transportation