Senior Catering Sales Manager – Sydney Harbour Marriott Hotel at Circular Quay – 30 Pitt Street


Job Number 19108459
Job Category Sales and Marketing
Location Sydney Harbour Marriott Hotel at Circular Quay| 30 Pitt Street|
Sydney| New South Wales| Australia
Brand Marriott Hotels Resorts /JW Marriott
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
Marriott International portfolio of brands includes both JW Marriott and
Marriott Hotels.
Marriott Hotels | Marriott International’s flagship brand with more than
500 global locations| is advancing the art of hosting so that our guests can
travel brilliantly. As a host with Marriott Hotels| you will help keep this
promise by delivering premium choices| sophisticated style| and well-crafted
details. With your skills and imagination| together we will innovate and
reinvent the future of travel.

JW Marriott is part of Marriott International|s luxury portfolio and
consists of more than 80 beautiful properties in gateway cities and
distinctive resort locations around the world. JW believes our associates come
first. Because if you’re happy| our guests will be happy. It’s as simple as
that. Our hotels offer a work experience unlike any other| where you’ll be
part of a community and enjoy a true camaraderie with a diverse group of co-
workers. JW creates opportunities for training| development| recognition and
most importantly| a place where you can really pursue your passions in a
luxury environment. Treating guests exceptionally starts with the way we take
care of our associates. That’s The JW Treatment™.


The primary focus for this position is to lead the Catering Sales strategy for
the hotel. Effectively lead the customer through the sales process to the
point of a signed contract. Communicate booking information to the Event
Management team and hotel services departments. Actively up sells each
business opportunity to maximise revenue for the hotel. Effectively presents
and sells all products that meet the customer’s needs. Achieves personal and
team related revenue goals. Ensures business is turned over properly and in a
timely fashion for proper sales delivery in accordance with brand standards.
Develop effective and loyal relationships with current clients. Develop new
business opportunities. Liaises with the Corporate and MICE teams to ensure
business is effectively managed. Meet or exceed sales objectives| KPI’s and
drive food & beverage revenue in line with hotel budgets.


Lead the Catering Sales strategy for the hotel in conjunction with ADOS/DOSM to achieve hotel budget.

Works closely with the Event Manager and Operations team to provide accurate weekly catering forecasts for Sales Strategy and Executive Committee team.

Achieve and exceed goals including performance goals| budget| hotel KPI’s and individual goals.

Executes a consistent level of high quality service to both external and internal customers.

Establishes clear expectations for customers and the hotel throughout the sales process.

Effectively yields and manages business opportunities to maximise meeting room occupancy and food and beverage revenue.

Collaborate with Revenue team| ADOS/DOSM to ensure effective pricing in place.

Implementation and execution of pricing strategies| tactical offers and calendar of events.

Builds and strengthens relationships with existing customers to ensure repeat business while focusing on proactive sales and new business development for future opportunities.

Effectively manages and develops relationships with key internal and external stakeholders.

Utilises interpersonal and communication skills to lead| influence| and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.

Approaches opportunities with curiosity and open mindedness; displays creativity and innovation.

Responds in a timely manner to all incoming catering enquiries.

Execute weekly site inspections/ client familiarisations to continuously promote the hotel and facilities.

Use negotiating skills and creative selling abilities to close on business and negotiate contracts.

Suggests positive alternatives whenever necessary. If no alternative is determined| cross sells to another Marriott International hotel.

Developing specific goals and plans to prioritize| organize| and accomplish your work.

Serving as a role model to demonstrate appropriate behaviors and grooming standards. Educate and exhibit Marriott Service Basics

Develops and fosters teamwork amongst all hotel departments in pursuance of providing superior service and to ensure guest satisfaction.

Encouraging and building mutual trust| respect| and cooperation among team members and the wider Marriott Sales & Marketing community.

Providing guidance and direction to team| including setting performance standards and monitoring performance.

Identifying the developmental needs of others and coaching| mentoring| or otherwise helping others to improve their knowledge or skills. Ensure regular effective catering performance discussions are conducted and all associates meet their training requirements.

Processes all business correspondence within acceptable time limits. Creates contracts| proposals and other related booking documentation as required. High quality presentation is required at all times.

Transfer accurate| complete and timely information and handover files to the Event Management team and hotel services departments.

Greets customer at start of event on property| and remains available to customer during the course of the event. Effectively resolves any guest issues that may arise before or during the event. Communicate any amendments or change in arrangements with the operational team.

Coordinates closely with all inter-related departments maintaining lines of open communication relating to food and beverage service.

Attends weekly sales meetings| qualifying each piece of business; review the monthly turndown list and recap on sales experience.

Champion and drive Event Satisfaction Survey (ESS) for the hotel| monitor results| identify areas of improvement to achieve hotel KPI. Shares recommendations to hotel teams to address customer service issues.

Actively participate in conference trade shows| client events and promotions as directed by GM| DOSM or above property teams.

Performs other duties as assigned to meet business needs.


Strong selling skills and understanding of the sales processes; can bring a sale to a closure.

Excellent telephone skills.

Strong customer development and relationship management skills.

Knowledge of Marriott Lodging products| cultures and brands.

Strong knowledge of market and competitors.

Knowledge of contractual agreements and legal implications.

Knowledge of food trends| food and beverage composition and menu planning.

Effective sales skills to up sell products and services.

Ability to manage and balance group and local business.

Knowledge of catering and group business.

Ability to implement successful sales strategies.

Knowledge of operations and associated challenges for the hotel.

Effective decision making skills and an ability to influence others.

Strong problem solving and organisation skills.

Strong communication skills (verbal| listening| writing).

Ability to use standard software applications and hotel systems including SFA| One Source| Opera PMS| MARSHA etc.

Good analytical and negotiation skills.

Strong customer and associate relation skills.

Ability to develop and maintain relationships with associates| customers and vendors.


2 years’ experience in similar role preferred

Strong proven record in selling and event management

Only candidates with Australian working rights will be considered.