Job Summary

In our esteemed establishment, we harmoniously blend the essence of hospitality with the exhilaration of unique gatherings. Our collective of culinary experts, event organizers, and service professionals is wholeheartedly committed to honoring life's moments with exquisite food and genuine warmth. When you collaborate with us, you will be among passionate individuals who share your dedication to excellence, guaranteeing your event remains confidential and extraordinary.

About the Role: As the Regional Director of Catering Sales, you'll report directly to the Vice President of Operations, with a dotted line to the National Catering Sales VP. Your role is pivotal in driving profitable market growth through securing new contracts and nurturing business relationships for various events such as social gatherings, weddings, meetings, and conventions. You'll align your efforts with our strategic objectives to exceed revenue targets for group events in the region. Your leadership will steer our catering team and oversee day-to-day on- and off-premise sales activities with a focus on building lasting, value-based customer connections.

Your Responsibilities Include:

Leadership:

• Ongoing coaching and development of sales and support associates
• Research, development and implementation of business development strategies and plans across market segments and venues
• Engage with Operations and Culinary teams towards innovation and process improvement
• Nurture culture of hospitality and excellence

Sales:

• Develop market growth strategy including venues, clients and product development
• Lead and oversee a multi-unit catering sales team.
• Develop and execute unit-specific Sales Plans to meet fiscal goals.
• Take responsibility for achieving unit fiscal sales budgets on a periodic basis and driving revenue.
• Review and approve sales proposals submitted by sales managers.
• Act as the primary point of contact for venue clients.
• Engage in outreach efforts to reach budget goals among new, existing, and past clients.
• Participate in networking events to increase exposure and foster business relationships.
• Actively participate in approved organizations and associations such as CVB's, MPI, bridal associations, etc.
• Support sales initiatives through research, marketing interface, communications, and sourcing.
• Collaborate with the marketing department to develop strategy, partnerships, and messaging to current and emerging audiences.
• Leverage business analytics to increase opportunities for growth and market leadership.
• Maintain a comprehensive record of all contacts, sales calls, and related activities.
• Monitor scheduled events.

Process Management:

Insure that sales team and related associates consistently follow database and event process management, including:

• Input and maintain all event data for all events, encompassing inquiries, tentative bookings, and confirmed bookings. This includes customer contacts, event specifics, food and beverage requirements, setup details, service requirements, directions, financial information, and event status.
• Create comprehensive function sheets that outline equipment needs and rental orders.
• Distribute function sheets to all internal departments to ensure they have the most up-to-date information.
• Confirm event details with various departments as needed.
• Prepare captain's packets for each event, which may include staff schedules, equipment lists, beverage requirements, signage instructions, expo sheets, and more, as necessary. Ensure captains receive these packets.
• Generate buffet signage and printed menus as needed for each event.
• Create or source event layouts to plan the setup.
• Place orders with vendors for necessary items such as ice, walkie-talkies, and other event essentials.
• Manage the preparation and placement of rental orders, including updates based on guest count and specific needs.
• Organize and maintain event files, including all relevant correspondence, orders, invoices, payments, proposals, function sheets, and more.
• Process requests for certificates of insurance.
• Keep function sheets and all relevant departments updated with event guarantees and setup requirements.

Exceptional Customer Service:

• Actively contributes to the company's service and relationship strategy, promoting customer loyalty by instilling consistent delivery of exceptional service throughout every customer interaction.
• Establishes strong relationships with stakeholders at all levels of the client, customer, and WPC organizations.
• Focuses on servicing our customers to increase our share of the account.
• Executes and upholds the company's high customer service standards.
• Sets a positive example for fostering positive guest relations.
• Engages with guests to gather feedback on product quality and service levels.
• Effectively manages multiple business objectives and priorities in the best interest of the organization, as measured by client satisfaction and client retention.

Financials:

• Review financial entries to ensure accurate forecasting.
• Maintain open communication with the accounting department regarding any needs or clarifications.
• Collaborate with Operations, Culinary and Leadership teams to optimize revenue generation.

Administration:

• Respond to phone calls and messages promptly.
• Schedule meetings, appointments, and travel arrangements.
• Prepare weekly and monthly P-card reports.

Operations:

• Attend weekly operations and production meetings.
• Ensure accurate communication of event details to all internal departments.
• Partner with Operations and Culinary to ensure execution success.

Additional Responsibilities:

• Assist in developing yearly/quarterly marketing plans to exceed sales goals.
• Demonstrates the capability to generate new and continuous business by:
• Creating and maintaining a client database, including building and nurturing potential and existing client relationships.
• Engaging in prospecting activities, making a minimum number of calls or visits per week, including cold calls, referrals, and reengaging old clients.
• Actively participating in networking opportunities, attending at least one civic or professional event per month.
• Proficiently building and maintaining the sales process, following the outlined audit program.
• Conducting tours and hosting potential clients to showcase the offerings.
• Preparing menu presentations tailored for potential clients.
• Skillfully negotiating and achieving maximum revenue and profit while ensuring satisfaction for all sales activities.
• Successfully closing deals and generating the necessary paperwork.
• Providing regular weekly and monthly sales activity reports.
• Preparing and submitting monthly reports on lost business.
• Attending weekly communication meetings with the operations team to ensure the success of events.

Job Requirements:

Qualification Requirements: To excel in this role, you should be able to perform each essential duty with excellence. The following requirements are indicative of the knowledge and skills needed, and we are open to reasonable accommodations for individuals with disabilities.

Education and Experience:

• Bachelor’s degree (B.A.) from a four-year college or university.
• 5-10 years of related experience and/or training; or equivalent combination of education and experience.

Language Skills:

• Ability to read, analyze, and interpret various documents.
• Effective communication skills for interacting with clients and team members.

Mathematical Skills:

• Proficiency in basic mathematics and financial calculations.

Computer Skills:

• Proficiency in Microsoft 365 suite
• Experience with catering and/or CRM database(s)