Catering Sales Manager, White Barn Inn and The Vanderbilt

Company Description

A beloved local landmark for over 150 years, White Barn Inn is synonymous with warm New England hospitality, rustic charm and uncompromising attention to detail. Constructed in the 1860s, White Barn Inn’s original farmhouse has offered superb hospitality since the days of the Civil War. It has operated as the White Barn Inn since 1973. In October 2018, White Barn Inn was acquired by Auberge Resorts Collection, a unique portfolio of the world’s best-loved boutique luxury hotels and resorts. Just a 90-minute drive north of Boston, the inviting property is renowned as one of the country’s most distinctive getaways and features several room types, a pool, massage and spa treatments, gardens and a prime location near the sandy beaches and classic coastal town of Kennebunkport, Maine.

Job Description

Join our team as Catering Sales Manager, White Barn Inn + The Vanderbilt and become one of the authors of our story. As part of the Auberge family, you report directly to the Area Director of Sales and be responsible for identifying and sourcing all social catering and event function business in accordance with the collection’s strategic plan to maximize revenue during peak and nonpeak periods. You’ll generate revenue by generating leads and converting them to sales with a heavy concentration in the wedding, corporate, local and social markets.  This role will work with the Vanderbilt and White Barn Inn executive teams to ensure that the sales strategy is in line with properties business needs. In addition to Catering Responsibilities your role will include full event management at White Barn Inn.

Core responsibilities include:

• Produces and manages catering sales based on leads via incoming phone calls, email inquiries, or internal referrals with the purpose of converting the lead to a sale.

• Align with the Director of Sales on the booking guidelines for each property. 

• Identify, qualify and solicit new catering business to achieve revenue goals. Produce sales based on previous clients renewing annual events.

• Understands all details pertaining to the wedding, corporate, local, social market and small group market.

• Establishes strong relationships with area hotels and managers.

• Be available to work on property each day, dependent on events. Pre-approved travel and work flexible days and hours. Available to conduct pre-event site inspections for both properties with the support of an Event Manager at Vanderbilt.

• Close the best opportunities for the venue based on market conditions.

• Develop and manage catering sales revenue and operating budgets, and provide forecasting reports. Develop menus as needed.

• Assist with selling and implementing catering promotions in collaboration with the Marketing Team.

• Maximize revenue by conducting meetings; work collaboratively to create and develop new food and beverage packages.

• Total Event Management- Collaborate with clients and internal teams to plan and coordinate all aspects of catering & group events, including menu selection, logistics, staffing, and execution at White Barn Inn. Managing BEO, Resume and attending Leader’s Meetings at White Barn Inn. 

• Attending Leaders Meeting at Vanderbilt weekly. Attending (remotely or in person) BEO and Resume Meeting at Vanderbilt. 

• Work directly with clients, wedding planners, and meeting planners gathering necessary information for menu planning, floor plan, room setup, timelines, rental orders, decor, cost and billing details and any other requirements pertinent to their event in a timely manner and assist with those items as necessary.

• Support the collection revenue goals by generating catering/banquet (inclusive of rooms related revenues) business at White Barn Inn and The Vanderbilt.

• Organize and schedule direct sales efforts via phone, email, and in-person. Average of five prospecting efforts per day are expected. (25 per week)

• Evaluate and initiate opportunities for developing new sources of business.

• Plan and execute a 12-month strategic business plan.

• Support and participate in calls with the Area Director of Sales and Revenue Management, as well as monthly conference calls with Senior Regional Director of Sales and property-specific calls, as needed.

• Accurately maintain and build Salesforce database of clients. Responsible for the overall accuracy of the regional database.

• Maintain professional appearance and demeanor and to conduct personal behavior in a mature and professional business manner while representing the company.

• Keep department heads informed of any issues so as to ensure prompt correction and ensure guest