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Director of Catering Sales

Gurgaon, HR
Job Code:
  • Travel
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Job Details

Major responsibility to ensure smooth running of the Sales Department and maximize the revenues from Room and Food & Beverage Sales along with client relationship for The Westin Gurgaon & The Westin Sohna. To keep in mind the goal of the management and set targets accordingly and ensure that the management always achieves the Profits and Stretch Targets Lead a team of Business Development Managers, to enhance productivity and collectively meet the revenue targets across all segments. Be in Line with the management style, working practices and conduct with The Westin Gurgaon and Starwoods vision, corporate values, operating standards and policies. To comply with Starwood s code of conduct at all times.Work closely with the Director of Sales, implementing promotions and marketing. Achieve annual sales targets for self and for the team.Align management style, working practices and conduct with The Westin Gurgaon, The Westin Sohna Resort & Spa and Starwood s vision, corporate values, operating standards and policies. To comply with Starwoods code of conduct at all times. Personally build clear and open lines of communication with all departments and within the department.Understand and abide by all Government laws relating to the Sales and Marketing department. Assist in developing Sales strategies and initiatives to increase hotels market share in all market segments including retail, corporate and wholesale. Attain optimum transient and group mix and achieve Room revenue budget. Support Starwood Global Sales office in implementing and assessing promotions and sales activities.Actively source new account and develop existing accounts that will meet the yield objective of the hotel from these market segments and source Team Hot leads for other Starwood properties. Focus on acquiring SMEs business for The Westin Gurgaon and enroll them on SPB.Ensure that you follow all Sales standards and are critical and demanding of sales standards from the team. Add value through revenue growth and operational efficiency through process improvement; understand and focus on the key drivers of sales, associate and customer satisfaction, profitability, and quality.Align sales plans with business strategy; understand short- and long-term impact of business decisions. Ensure all sales communications are aligned to the Westin brand image.Participate in regular creative events, key account appointments, trade shows and activity programs to ensure all important contacts are regularly updated and entertained keeping The Westin Gurgaon and The Westin Sohna Resort & Spa top of mind. Maintain relationships with all key prospect accounts for The Westin Gurgaon & The Westin Sohna Resort & Spa. Provide support to Business Development team to ensure strong relationship are built with senior management, key influencers, decision makers and bookers of all our prospective accounts.Conduct competitor analysis including market share, rates, new projects and developments and keep Director of Sales/ EAM Sales & Marketing abreast of the market conditions. Be well versed and knowledgeable of the hotels Fire Evacuation and all Emergency procedures as well as health and safety requirements in the Workplace. Ensure associates are aware of their duty of care as determined by legislation and that they maintain complete familiarity.Enforce Personal, Instinctive and Renewing guest service. Be innovative with everything you do.Create an environment that coaches and mentor s associates.Dedicate time to your personal development. Promote Starwood loyalty programs and achieve hotel sales goals for SPB, SPP & Star Choice. Train and conduct refreshers for these programs every quarter.Ensure that KAMs & SIMS are regularly updated by the sales team. Ensure RFPs are received through Lanyon, Meeting Broker, Star cite and are filled up and responded to by the team as per standards.Encourage Team Hot leads for other Starwood hotels and achieve Team Hot targets. Participate in Blitz and Expos organized by Starwood and maximize efforts to achieve larger market share and awareness.Ensure that Delphi is maintained as per standards. Conduct regular audits to ensure that the system is clean and up-to-date at all times & to ensure the optimum utilization of Sales & Catering System. Support the team with their training needs. Ensure that all Sales associates attend and complete mandatory sales trainings.Personally coach and train associates regularly on Delphi, IFH and other sales systems and processes. Follow SOPs & P&Ps for the department and ensure is adhered to by the entire team.Periodically collect feedback on the hotel through the team and share the same with the Hotel Manager and other department heads. Ensure that you & the team maintain detailed account and contact profiles of all prospect accounts for The Westin Gurgaon and The Westin Sohna Resort & Spa.Coach and mentor the team to ensure that all junior sales associates are hand held and supported to achieve their annual goals. Ensure that all new joinees are inducted as per prepared schedule.Assist Director of Sales to prepare and present weekly and monthly reports to be further presented to Ex-Com, Regional & Divisional office & Owners as and when required. Undertake additional duties as requested by the Director of Sales, EAM Sales & Marketing.Develop a personal business plan identifying acquisition, development and retention accounts with targets and strategies for each in order to achieve the overall sales target assigned to you.
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 3-4


Banquet Sales | Catering/Convention | Operations
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