POSITION DESCRIPTION
Responsible to the Paisano Partner for the day to day sales operations and administrative needs of the department and for promoting Buca di Beppo with Local Community Groups, Tour Operators, Area Hotels, Destination Companies, Convention & Visitor Bureaus/Associations, Meeting Planners and other relevant groups to that location.
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Specifically responsible for maintaining standards of sales operation in the areas of:
I. DAY TO DAY RESPONSIBILITIES:
A. Create a positive guest experience and provide quality service through detailed event planning;
1. Book parties and events for the restaurant.
2. Enter tentative and definite programs in function book.
3. Obtain all relevant information from event or travel planner and send appropriate menu and merchandise pricing information.
4. Assist the event/travel planner with menu and merchandise selection.
5. Generate a Banquet Event Order, contracting the event specifications.
6. Follow-up with the Event Planner to secure an executed/signed contract and deposit.
7. Re-confirm final counts and details forty-eight hours prior to the event.
8. Communicate all event details to all departments of the restaurant via the weekly Bookings Package, Daily Bullet Sheet and Managers Meeting.
9. Prior to the event, meet with the Manager on Duty handling the event and/or Paisano Partner to ensure a successful function and to ensure all requirements of a particular group are met.
10. At least one hour prior to the event, conduct a walk-through of restaurant floor set up with Manager handling the event.
11. Greet Meeting Planner upon arrival of group with Paisano Partner or Manager on Duty handling the event.
12. At completion of function, follow up with client for possible future business.
13. Assist in collecting funds after departure of group, if necessary.
14. Sell to service and ad hoc groups calling in as inquiry calls.
15. Follow up and service corporate bookings and leads sent by the Corporate Sales Team and submit confirmation in return in a timely manner.
16. Maximize unit profitability through proper yield management.
II. KNOWLEDGE OF AND ADHERENCE TO ALL POLICES AND PROCEDURES, INCLUDING STANDARD SALES OPERATING PROCEDURES, USE OF STANDARD SALES FORMS AND MENUS.
III. SALES AND PROMOTION RESPONSIBILITIES
A. Work with Corporate Sales Team along with the Paisano Partner to create promotions to drive business for the Unit;
1. Develop Annual Marketing Plan and 12-Month Action Plan (Period by Period) on how to maximize revenue and sales based on current marketing trends.
2. Collaborate with Corporate Sales Team on how to maximize sales revenue and establish partnerships with area attractions and other hospitality industry leaders.
3. Maintain contact on a regular basis with area Hotels’ Guest Services personnel.
4. Maintain contact with Area Hotels and Convention Centers’ Sales and Convention Services Departments through presentations and cold calls in order to obtain referrals and promote current programs.
5. Establish and maintain contact with local Convention & Visitors Bureaus (CVB) in order to obtain group leads and referrals.
6. Participate in professional organizations and associations events based on membership needs determined for your Unit in order to network and promote the restaurant.
7. Report to Paisano Partner and Corporate Sales Team on your weekly activities and sales goals.
8. Collaborate with Corporate Sales Team by creating awareness of upcoming and current promotions with the above mentioned groups, Hotels and other appropriate groups.
9. Any offers in advertising require Marketing Request Form for approval from Corporate Sales Team for brand consistency and tracking purposes.
10. Establish/maintain relations with receptive operators and tour operators. Develop FIT programs and group contracts.
11. Conduct site inspections for Destination Management Companies and Meeting Planners. Provide restaurant/product information as requested and prompt follow-up.
12. Conduct Familiarization (FAM) Tours for contracted Tour Operators at the request of or with the prior approval of the Corporate Sales Team.
13. Regularly conduct marketing plans accordingly. These will include, but are not limited to, evaluation of the following: Tourism/Hospitality industry media and publications, area competitor’s product and prices, and city/state visitor statistics and market trends.
14. Manage National Accounts assigned by the Corporate Sales Team by conducting sales presentations, visits, follow-up calls, Familiarization Tours, and maintaining regular communication with the Corporate Sales Team Member responsible for the account.
15. Work closely with General Manager to measure local market impact and exposure versus related expenditures of current programs and promotions.
16. Implement promotions and programs with local groups based on your city’s trends (i.e. schools, colleges, athletic leagues, teams, local businesses, etc.) in order to solicit group bookings and/or increase foot traffic to the restaurant.
IV. MAINTAIN EFFECTIVE COMMUNICATIONS;
A. Responsible to coordinate all of the communications from the Corporate Sales Team and disseminate the information accurately within your Unit. Specifically this includes:
1. Communicate to Unit Management and Staff all information sent from the Corporate Sales Team regarding new programs, services, vouchers, and/or procedures, etc.
2. Attend all Management and Staff Meetings in order to maintain steady internal contact with Department Managers, Paisano Partner and staff.
3. Communicate issues and concerns with your Paisano Partner & Corporate Sales Team.
4. Meet on a daily and weekly basis with Paisano Partner in order to discuss sales activities and requirements outlined in the Action Plan and Weekly Sales Activity Report.
V. ADMINISTRATIVE & REPORTING DUTIES
1. Type all Sales correspondence including letters, proposals and memos and send brochures and menus as needed.
2. Distribute and file all sales correspondence, copy all correspondence to appropriate management.
3. Answer sales phone calls and retrieve voice mail messages promptly.
4. Generate a Weekly Sales Activity Report
5. Maintain a Lost Business Log of all bookings not materialized, canceled or rejected due to restaurant restrictions or space availability, etc. documenting reasons for the cancelation and revenue amount lost.
IV. CUSTOMER SERVICE
A. Take care of all aspects of customer needs including:
1. Handle VIP requests
2. Respond to customer inquiries promptly.
ADDITIONAL DUTIES NOT SPECIFIED IN THIS JOB DESCRIPTION AS ASSIGNED BY THE PAISANO PARTNER AND CORPORATE SALES TEAM.
REQUIREMENTS:
• Minimum three years in the Hospitality/Restaurant industry with management experience in catering and sales.
• Computer skills (word processing and spreadsheets) including Word, Excel, PowerPoint, catering software.
• Excellent written communication, verbal communication and organizational skills.
• Ability to travel as needed.
• Ability to work extended hours including nights and weekends.
• Ability to conduct site inspections.
• Public speaking experience a plus.
It is our intention to provide our staff and management with an environment, which offers opportunity to meet or exceed our goals to their fullest potential. With a clear understanding of the above position description, you will be better equipped to achieve this objective.
These criteria will be used as one of the tools with which your performance will be evaluated. Should you have any questions that require further clarification, please contact your Paisano Partner, Human Resources and/or the Corporate Sales Department.
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