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JOB SUMMARY
Plan and manage the sales effort of the Catering Department of the hotel to achieve customer satisfaction and quality service while meeting/exceeding revenue/profit goals. Utilize prospecting skills and strongbusiness sense to consistently exceed catering revenue goals. Recruit, deploy, motivate, support and grow a team of Catering Sales and Convention Service Managers to do the same. Report and critique all Catering activities to the Cluster Director of Sales & Marketing. Enliven the Westmont Standards within the Department and the hotel. Support all Corporate and hotel initiatives as needed.
ESSENTIAL JOB FUNCTIONS
This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week.
Business Results
· Oversees all day-to-day operations for the catering sales effort.
· Provides positive and aggressive leadership to ensure maximum revenue potential; sets example with personal booking goals.
· Creates and maintains an office environment conducive to effective selling and customer advocacy.
· Oversees hiring and training of catering sales managers and hourly associates.
· Coaches and mentors catering related sales managers to develop sales skills and performance improvement.
· Participates in the Developing and management of the catering sales revenue and operating budgets. Provides input for developing forecasts.
· Sets booking goals for catering sales team members and catering goals for other sales channels property participates in.
· Holds catering sales team and other sales channels accountable for goal achievement.
· Proactively recognizes and works to retain top talent.
· Effectively develops and manages relationships with key stakeholders, both internal and external.
· Assist the Director of Sales & Marketing analyze market information through Delphi and implements catering strategy to achieve hotel’s financial catering goals.
· Assists Revenue Management and the Director of Group Sales with completing accurate projections.
· Assists the Director of Sales & Marketing to approve space release for catering to maximize revenue.
· Develops, implements, and sustains aggressive solicitation program focused on increasing local catering business.
· Works with management team to create and implement a catering sales marketing plan addressing revenue, customers and the market.
· Assists with the development and implementation of catering promotions, both internal and external.
· Works collaboratively with off-property sales channels to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
· Conducts outside catering sales calls based upon set individual monthly goals.
· Conducts prospecting and solicitation goals based upon set individual monthly goals.
· Completes Catering Sales components of the Marketing Plan (updated quarterly) including strategic action plans for all relevant market segments, booking channels and revenue streams.
· Sets Catering goals and objectives with DOSM, utilizing goal setting models and market knowledge to ensure the Catering Managers are effectively deployed to maximize productivity and revenue opportunities for the hotel.
· Develop working menu with the Executive Chef to ensure profitability and customer satisfaction.
· Establishes Catering booking guidelines with the DOSM, based on historical data and forecasts to maximize revenue.
· Prepares and presents Catering information for property reviews with owner representatives and corporate executives.
· Reviews Catering pace reports with DOSM and reforecast Weekly 30/60/90-Day Budget w/DOSM and Director of Revenue Management
· Evaluates new and incremental business opportunities/promotions to maximize revenue for the hotel.
· Completes Catering Sales Activity Critiques (weekly/monthly/quarterly) with information that explains the productivity, provides insights into opportunities and threats, and updates the stakeholders with market news.
Guest Satisfaction
· Ensures a high level of customer satisfaction and builds long terms mutually beneficial customer relationships to support future revenue growth.
· Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event.
· Makes presence known to customer at all times during this process, regardless of which hotel they sit at. Greets customer during the event phase and hands-off to the Convention Services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements.
· Displays leadership in guest hospitality and ensures consistent, high level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share.
· Sets a positive example for guest relations.
· Interacts with guests to obtain feedback on product quality and service levels. Effectively responds to and handles guest problems and complaints.
· Reviews Guest Service Results with leaders. Participates in the development and implementation of corrective action plans.
· Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement.
· Utilizes Delphi or other hotel system to capture and manage customer information on a daily basis.
Leadership
…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.
· Demonstrates commitment to Westmont Hospitality operating principles and philosophies.
· Holds self and others accountable for achieving results.
· Addresses conflict in a timely manner.
· Contributes to team results.
· Deals with change effectively.
· Makes decisions, including employees/team and commits to a course of action with available information.
Building Relationships
…eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.
Managing Work Execution
…proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.
Consistently meets/exceeds personal revenue production goals
Generating Talent
….Proactively identifies and develops talent within the organization
Organizational Learner
Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area
· Understands revenue management functions and account profitability.
KNOWLEDGE, SKILLS & ABILITIES
· Must have a minimum of (5 ) year of progressive sales experience
· Proven track record of a consistent ability to exceed sales goals
· Previous sales leadership experience preferred
· Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio
· 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
· Knowledge of menu planning, food presentation, banquet and event service operations
· 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
· Financial management skills, e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling
· Strong communication skills (verbal, listening , writing)
· Strong problem-solving skills
· Strong customer and associate relations skills
· Strong presentation and platform skills
· Strong organizational skills
· Strong “closing skills”
· Strong ‘persuasion” skills
· Ability to use standard software applications and hotel system
· Effective decision making skills
· Effective influence skills
PHYSICAL DEMANDS
Frequent walking, standing, sitting, hearing, talking, smiling. Lifting, pushing and pulling of objects weighing up to ten (10) pounds.
Full Time
Business Services
$81k-119k (estimate)
05/08/2024
05/12/2024
CLYDE, CA
<25
2000
CARLO S ZOCCHI
$5M - $10M
Business Services
The job skills required for Director of Catering & Events include Leadership, Catering, Guest Service, Futures, Problem Solving, Initiative, etc. Having related job skills and expertise will give you an advantage when applying to be a Director of Catering & Events. That makes you unique and can impact how much salary you can get paid. Below are job openings related to skills required by Director of Catering & Events. Select any job title you are interested in and start to search job requirements.
The following is the career advancement route for Director of Catering & Events positions, which can be used as a reference in future career path planning. As a Director of Catering & Events, it can be promoted into senior positions as a Trade Show Director that are expected to handle more key tasks, people in this role will get a higher salary paid than an ordinary Director of Catering & Events. You can explore the career advancement for a Director of Catering & Events below and select your interested title to get hiring information.