Marriott Careers

F&B Sales Manager

Shanghai, China
Food and Beverage & Culinary

Job Description

Check out pictures from associates at this location, and some videos too!

Posting Date Jan 19, 2018
Job Number 180006LR
Job Category Food and Beverage & Culinary
Location The Westin Bund Center, Shanghai, Shanghai, China VIEW ON MAP
Brand Westin Hotels & Resorts
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
At Westin, we are committed to empowering the well-being of our guests by providing a refreshing environment, thoughtful amenities, and revitalizing programming to help ensure that they leave feeling better than when they arrived. We recognize that travel can be disruptive to our guests’ well-being, and we’re energized to assist as partners in helping them maintain control and soaring above it all while on the road. Everything we do is designed to help guests be at their best, and they appreciate our supportive attitude, anticipatory service and extensive knowledge on how to best assist them throughout their stay. We are looking for dynamic people who are excited to join the team and ready to jump into any situation to give a helping hand. If you’re someone who has is positive, adaptable and intuitive, and has a genuine interest in the well-being of others around you, we invite you to discover how at Westin, together we can rise.


Responsible for proactively soliciting and managing restaurant sales-related opportunities that is not handled by the Sales & Marketing department. Actively up-sells each business opportunity to maximize revenue opportunity through in-house as well as hot zone sales efforts.  Achieves personal and team related revenue goals. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience. Provides service to customers in order to grow the business on behalf of Marriott International.


Education and Experience

  • High school diploma or GED; 2 years’ experience in the food & beverage, sales and marketing, guest services, or related professional area.

Multiple discipline experience in above disciplines, preferred.

  • 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.
Skills and Competencies
  • Exceptional leadership skills - a proven track record of initiating and championing new concepts through activation.
  • Strong ability to manage multiple stakeholders with competing priorities.
  • Exceptional skill in problem solving and leveraging resources to optimize discipline capabilities.
  • Strong ability to manage personal capacity and maintain appropriate oversight of day to day/ tactical operations while also participating/ providing feedback to strategic global program design and development activities.
  • Strong analytical and oral communication skills; excellent interpersonal and leadership skills; able to collaborate effectively with others in a cross-functional team.
  • Strong ability to present to large and executive level audiences.

Building Successful Relationships that Generate Sales Opportunities

  • Works collaboratively with the Sales & Marketing department to generate opportunities for new business.
  • Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include in house promotions, sales calls, entertainment and an active involvement in restaurant service during peak hours.
  • Develops relationships within community to strengthen and expand customer base for restaurants sales opportunities.
  • Manages and develops relationships with key internal and external stakeholders.

Conducting Daily Sales Activities that Achieve Department Goals

  • Drive in-house capture ratio by working closely with the Marketing Communications department to establish promotions.
  • Actively be around in hotel public areas to engage with guests and generate additional business.
  • Develop, plan and execute all Food & Beverage promotions with the operations and communications departments for both internal and external communications related promotions.
  • Be an ambassador for Club Marriott, communicate and support the sales team by driving sales and obtaining feedback on the program.
  • Explores opportunities of hosting social events such as birthday parties, secretary parties and networking events in order to maximize revenue.
  • Works with the Marketing Communication department on restaurant related promotional activities for the hot zone near the hotel.
  • Works closely with Event Management’s client in order to capture more local restaurants business and utilize previous business as the database to build future opportunities.
  • Partner with Sales & Marketing account managers to visit potential accounts to drive restaurant business.
  • Attend social functions in order to meet new business opportunities.
  • Uses negotiating skills and creative selling abilities to create additional restaurant business.
  • Uses sales resources and administrative/support staff effectively.
  • Executes and supports the operational aspects of business booked.

Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue

  • Identifies new restaurant business opportunities to achieve personal and property revenue goals.
  • Understands and creates awareness of promotional activities of competition.
  • Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
  • Closes the best opportunities for the property based on market conditions and property needs.
  • Monitors same day selling procedures to maximize restaurant revenue.
  • Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns.

Providing Exceptional Customer Service to all Guests and Customers

  • Acts as the guest service role model for the restaurants, sets a good example of excellent customer service and creates a positive atmosphere for guest relations.
  • Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their visit.
  • Supports Marriott’s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
  • Services customers in order to grow restaurant business.
  • Meets with guests on an informal basis during meals or upon departure to obtain feedback on quality of food and beverage, service levels and overall satisfaction.
  • Provides excellent customer service consistent with the daily service basics of the brand.
  • During peak hours helps to execute service delivery in outlets to ensure excellent service from point of entry to departure (e.g., greeting from hostess, speed of order taking and food and beverage delivery, fulfillment of special requests, collection of payment & invitation to return)
  • Sets a positive example for guest relations.
  • Handles guest problems and complaints.
  • Interacts with guests to obtain feedback on product quality and service levels.
  • Provides services that are above and beyond for customer satisfaction and retention.
  • Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.
Other restaurant sales related responsibilities
  • Work with the hostess team to control and monitor restaurant reservation system and maintain restaurant database.
  • To possess a thorough knowledge of all F&B menus, promotions and communicational activities.
  • Professional demeanor - Exhibiting behavioral styles that convey confidence and command respect from others; making a good first impression and representing Marriott in alignment with its values.
  • Adaptability - Maintaining performance level under pressure or when experiencing changes or challenges in the workplace.
Managing Execution
  • Driving for results - Setting high standards of performance for self and/or others; assuming responsibility for work objectives; initiating, focusing, and monitoring the efforts of self and/or others toward the accomplishment goals; proactively taking action and going beyond what is required.
  • Building and Contributing to Teams - Leading and participating as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
Building Relationships
  • Coworker Relationships - Interacting with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
  • Customer Relationships - Developing and sustaining relationships based on an understanding of customer needs and actions consistent with Marriott's Spirit to Serve.
Learning and Applying Personal Expertise
  • Technical Acumen - Understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
  • Sales Duties Facilitation: Ensuring that efforts serve its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.
  • Supporting Food & Beverage operation: Engaging with customers during the visits in restaurants; seeking and taking appropriate actions on customer feedback; taking responsibility for customer satisfaction and loyalty.
  • Professional demeanor - Exhibiting behavioral styles that convey confidence and command respect from others; making a good first impression and representing Marriott in alignment with its values.
  • Adaptability - Maintaining performance level under pressure or when experiencing changes or challenges in the workplace.
  • Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
    • Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
    • Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.
    • Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.
    • Reading Comprehension – Understands written sentences and paragraphs in work related documents.
    • Writing - Communicates effectively in writing as appropriate for the needs of the audience.

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.