Job Description

The Assistant Catering Sales Manager is responsible for the property's strategic and proactive catering sales efforts at Al Maha, a Luxury Collection Desert Resort. The position is responsible for achieving catering revenue goals, guest and associate satisfaction and implements the brand's service strategy and applicable brand initiatives in all aspects of the sales process. The position focuses on building long-term, value-based customer relationships that enable achievement of the hotel's' catering sales objectives. The position has ultimate accountability for driving optimization of catering revenue opportunities by upselling and accurately forecasting revenues (catering) for all events whilst contributing market feedback to facilitate key decisions on Catering Strategy.
SCOPE / BUSINESS CONTEXT

• A Full Time/Part Time position based at the Al Maha, a Luxury Collection Desert Resort and Spa.

• Number of Direct Reports - 0

• Titles of Direct Reports - 0

CANDIDATE PROFILE
Experience:

• 1 year experience in the sales and marketing or related professional area.

• Previously a Sales Executive in 4/5 star hotel.

• Experience of selling in catering segment is desirable but not essential.

• Marriott sales experience is desirable but not essential.

• Handling catering business is essential.

Skills and Knowledge:

• Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.

• Possesses software knowledge (Microsoft Office, etc..)

• Possesses systems knowledge (OPERA Sales & Catering).

• Must be able to "Knock on doors" to get the business.

• Knows how to conduct research on the Internet.

• Weekly prospecting and soliciting goals.

• Uncovering new customers (local and social).

• Effective sales skills to up-sell products and services.

• Ability to manage guest room and 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 Event Technology products and services.

• Knowledge of contract management and legalities.

• Strong communication skills (verbal, listening, writing) Assistant Catering Sales Manager Marriott International, Incorporated Page 2 Confidential and Proprietary.

• Strong problem-solving skills.

• Strong customer and associate relation skills.

• Strong presentation and platform skills.

• Strong organization skills.

• Strong "Closing skills".

• Strong "persuasion" skills.

• Effective decision-making skills.

Education or Certification

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years' experience in the sales and marketing or related professional area; OR,

• 4-year bachelor's degree in business administration, Marketing, Hotel and Restaurant Management.

SPECIFIC DUTIES
The following are specific responsibilities and contributions critical to the successful performance of the position:
1. Lead Generation & Prospecting

• Proactively seek new business opportunities through research, networking, and outreach to potential clients in key markets, including corporate groups, travel agencies, event planners, and high-net-worth individuals.

• Build and maintain a healthy sales pipeline by identifying and qualifying leads, initiating contact, and securing appointments to discuss event opportunities and group bookings.

• Attend industry events and networking functions, building connections with key stakeholders, potential clients, and industry influencers to promote Al Maha's offerings.

2. Client Relationship Management

• Establish and nurture long-term relationships with potential clients, becoming a trusted advisor for their catering needs.

• Respond to inquiries quickly and professionally, ensuring prompt and personalized service to build rapport and trust with potential clients, while coordinating with the Events Booking Centre to ensure seamless communication and follow-up on all event-related inquiries.

• Conduct regular follow-up communications (via email, phone calls, meetings) to maintain relationships and keep Al Maha top of mind for future event opportunities.

3. Sales Presentations & Negotiations

• Conduct personalized sales presentations to potential clients, clearly communicating the unique catering offerings of Al Maha to differentiate the resort from competitors.

• Utilize strong negotiation skills to close deals, ensuring mutually beneficial terms while maximizing revenue and aligning with Al Maha's objectives.

4. Market & Competitive Analysis

• Monitor market trends, competitor offerings, and industry developments to understand pricing dynamics, customer preferences, and emerging opportunities.

• Adjust sales strategies based on market shifts and competitive activity to stay ahead of the competition and ensure Al Maha's offerings remain compelling. Assistant Catering Sales Manager Marriott International, Incorporated Page 3 Confidential and Proprietary

5. Sales Target Achievement

• Meet and exceed sales targets for catering events and day packages at Al Maha by driving proactive efforts in prospecting, follow-ups, and deal closures.

• Utilize CRM tools and sales systems to track performance against goals, manage customer information, and forecast future bookings to ensure consistent revenue growth.

6. Marketing Collaboration

• Collaborate with the marketing team to design and implement targeted sales campaigns and promotions aimed at generating leads, especially during low-demand periods or off-season times.

• Contribute to digital marketing initiatives by providing insights and materials for website updates, brochures, and promotional content that highlight Al Maha's offerings.

7. Upselling & Cross-selling

• Actively upsell additional services to maximize revenue opportunities, such as premium accommodations, exclusive spa packages, desert experiences, etc.

• Cross-sell resort services to existing clients, including expanding bookings into multiple events or securing repeat business through tailored offers and loyalty incentives.

8. Client Feedback & Continuous Improvement

• Collect feedback from clients after events to identify areas for improvement and ensure that any issues or concerns are addressed promptly.

• Utilize client insights to refine sales strategies, offerings, and service delivery, ensuring continuous improvement in customer satisfaction and service excellence.

9. Sales Reporting & Analysis

• Maintain detailed records of sales activities and client interactions in SFA.

• Analyze sales data regularly, including lead conversion rates, revenue generation, and sales cycle duration, to identify opportunities for process improvement and more efficient sales tactics.

10. Team Collaboration

• Work closely with the catering and operations teams to ensure seamless coordination between sales and event execution, guaranteeing a high level of service and guest satisfaction.

• Support the broader sales team in sharing best practices, participating in team meetings, and coordinating with each Head of Department to ensure alignment and effective account management.

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.
The Luxury Collection Hotels & Resorts, with over 120 properties in more than 35 countries, offers the promise of authentic experiences that evoke lasting, treasured memories. Our more than 100 years of experience, beginning in 1906 under the Italian CIGA brand - a collection of Europe's most celebrated and iconic properties - serves as a solid foundation as we continuously evolve to exceed the desires of the luxury traveler.
From legendary palaces and remote retreats to timeless modern classics, each luxury hotel and resort is a unique and cherished expression of its locale - a portal to the destination's cultural charms and treasures. If you are someone with an appreciation for evocative storytelling, a keen interest and passion for this destination's heritage, and a desire to deliver genuine, personalized, and anticipatory hospitality, then we invite you on our journey. In joining The Luxury Collection, 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.

The Luxury Collection