Director of Catering Sales & Events

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in major U.S. gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint. The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle. www.highgate.com.

Location

Amrit Ocean Resort & Residences...The first-of-its-kind Five Star personalized luxury wellness community is launching our first location in South East Florida. Located on 7.5 acres oceanfront, Amrit unites the ancient inner-science of the East and Western technology for personalized luxury that promotes mindful living with unlimited potential. Utilizing the time-honored practice of Eight Limbs of Patanjali with Five Pillars of Wellness (Mindfulness, Nutrition, Fitness, Relaxation and Sleep), Amrit's 24/7 Personal Wellness Advisors work with guests to identify their Personalized Roadmap to Wellness. Amrit's two towers, Peace and Happiness comprise 182 wellness residents, 153 wellness resort suites including 30 destination spa suites, chlorine free pools, natural bistro with teaching kitchen, farm to table restaurant, meeting/celebration space, hair-health full service salon, outdoor activities/experiences and 100,000 sf of wellness and spa spread over four floors indoors and out. Featuring Aayush, an extensive hydrothermal circuit with co-ed and gender specific areas, plus hamam, flotation pod and terraces with panoramic ocean views. Amrit, in partnership with leading wellness innovators, globally renown mindfulness experts, and a spa floor dedicated to innovative treatments and services, will provide the tools, technology, resources and experiences for guests to achieve personalized peace and happiness and ultimately, wellness for life.

Overview

The Director of Catering Sales & Events is responsible for generating new business to ensure that Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace. Duties also include supervision of daily operations of the Banquet area to achieve customer satisfaction, quality service and compliance with local and corporate standard operating procedures.

Responsibilities

• Skilled at both monthly forecasting and the annual budget process. Understanding of pace and productivity.
• Yield management skills as it pertains to Catering revenue with an understanding of optimizing the catering mix of business and the use of historical data.
• Experience evaluating every catering business opportunity to maximize revenue and profitability while achieving customer expectations.
• Maintain or exceed budgeted sales and profits in all catering areas.
• Contributing to effective marketing plans for generating catering revenues.
• Carefully review all contracted services to assure proper contribution to profits.
• Identify trends, research the competition's products, services and pricing and use it to develop strategic business plans.
• Optimize room rental charges.
• Consistently book repeat business by having a track record of long term client relationships.
• Actively participate in industry related organizations (NACE, MPI).
• Thorough knowledge of sales techniques including strong closing skills as well as negotiating skills. Track record of strong prospecting efforts. Comfortable with hotel site inspections and client presentations. Participate in trade shows and sales blitzes.
• Actively participate in community/civic activities to maintain awareness within community and to create booking opportunities.
• Excellent creative skills to provide innovative set-ups, menus, and functions for groups.
• Ability to generate creative and innovative menus while working closely with Chef on pricing specialty menus.
• Work closely with banquet department on operations and event execution, ability to quickly evaluate alternatives and decide on a plan of action. Provide overall direction, coordination, and ongoing evaluation of operations.
• Experience providing Audio/Visual equipment and operating Audio/Visual as a profit center.
• Utilization of the Delphi (SalesForce) trace and activity tools while conducting business
• Monitor sales performance of Catering Sales Managers and coach and council towards success. Maintain ongoing training program for Catering and Convention Services Managers.
• Monitor group room blocks and pick up, generate detailed resumes for the operating departments.
• Ability to work with outside vendors to ensure client satisfaction for all events/groups.
• Comply with attendance rules and be available to work on a regular basis.
• Perform any other job related duties as assigned.
• Meet and greet onsite contacts.
• Develop networking opportunities through active participation in community and professional associations activities and events
• Entertain clients.
• React to negative trends in the market place by implementing blitzes or promotions.
• Handle inquiries as part of Inquiry Day Program.

Qualifications

Education & Experience: 

• 5 years in Catering Sales required with a minimum of 2 years’ experience as Director of Catering.
• Experience at a similar size and quality hotel is preferred.
• High School Diploma required; Bachelor's Degree preferred.
• Must possess computer skills, including, but not limited to, use of Microsoft Word, Excel, Word, math skills, as well as budgetary analysis capabilities required.
• Extensive knowledge of catering sales and convention services skills, catering revenue management, and supervision.
• Ability to work effectively under time constraints and deadlines.
• Effective verbal and written communication skills. Ability to adapt communication style to suit different audiences, such as effectively communicating with supervisors, coworkers, public etc.

Physical Requirements:

•  Irregular hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

General Requirements

• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and training.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.
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