Director of Catering & Event Sales
Apply NowCompany: MILFORD HOSPITALITY GROUP
Location: Milford, PA 18337
Description:
Job Title:
Director of Catering & Event Sales
Reports Directly to:
Director of Operations
Job Overview:
The Director of Catering & Events Sales is responsible for driving sales efforts for the catering and events department, including private events, corporate functions, weddings, and social gatherings.
This role focuses on developing and executing a comprehensive sales strategy to optimize revenue opportunities, enhance booking efficiency, and provide exceptional guest experiences through meticulous planning and execution.
Essential Functions:
-Develops and Executes Sales Strategies: Creates and implements targeted sales plans to capture business for hotel room blocks, catering and event services. Focuses on key market segments such as corporate events, social celebrations, weddings, and other special events to maximize revenue.
-Leads the Catering & Events Team: Sustains a culture of "coaching for performance" by setting monthly leadership goals for associate growth, with a strong emphasis on developing selling skills and event planning expertise.
-Manages Sales Processes: Oversees all proactive and reactive sales activities, including client prospecting, lead generation, proposals, contracting, and follow-up. Implements revenue management and yield strategies specific to catering and events to maximize profitability.
-Promotes Venues for Private Events: Solicits and secures business through strategic partnerships with event planners, local businesses, social networks, and community organizations. Attends trade shows, bridal expos, and industry association events to promote the venue and generate leads.
-Develops Marketing and Promotional Programs: Collaborates with the marketing team to create promotional materials and campaigns targeting high-value market segments. This includes social media outreach, email marketing, online promotions, and community engagement to enhance visibility and attract new clients.
-Cultivates Client Relationships: Builds and maintains strong relationships with new and existing clients, ensuring high levels of customer satisfaction. Develops tailored event proposals that align with client needs and expectations, while optimizing sales opportunities.
-Analyzes Market Trends and Competitor Strategies: Conducts regular research on industry trends, competitors, and client feedback to identify new opportunities for growth and to refine sales strategies. Makes data-driven recommendations to enhance the catering and events sales approach.
-Coordinates Event Planning and Execution: Works closely with the operations team to ensure seamless event planning and execution. Collaborates with chefs, banquet staff, and third-party vendors to deliver outstanding service and memorable experiences for all guests.
-Prepares Sales Reports: Develops and presents detailed sales reports for executive leadership, outlining performance metrics, key wins, pipeline activity, and areas for improvement. Utilizes data from sales software systems for accurate tracking and forecasting.
-Represents the Venue in the Community: Actively participates in local business organizations, community events, and networking groups to build the venue's reputation as a premier destination for events.
-Ensures Team Development and Performance Reviews: Conducts annual performance reviews for all team members within the department, providing constructive feedback and identifying opportunities for professional growth.
-Supports Cross-Departmental Collaboration: Coordinates with the leadership team to manage a master calendar of all tentative and confirmed events, ensuring alignment across departments to optimize resources and guest satisfaction.
-Additional Duties: Performs other related duties and special projects as assigned.
Essential Requirements:
-Proven Leadership Experience: Demonstrated ability to lead, coach, and develop a high-performing sales team.
-Strong Sales Acumen: Expertise in sales strategy development, lead generation, and relationship management specific to catering and events.
-Exceptional Communication Skills: Strong written and verbal communication skills with the ability to present ideas clearly, negotiate effectively, and build rapport with clients and stakeholders.
-Analytical and Strategic Thinking: Ability to analyze sales efforts, identify trends, and make data-driven decisions to achieve revenue goals. Comfortable with presenting findings and recommendations to senior management.
-Organizational and Time-Management Skills: Strong ability to manage multiple tasks simultaneously with a high level of accuracy, attention to detail, and follow-through.
-Industry Knowledge: Intimate knowledge of the catering, event planning, and hospitality industry, with a proven track record of driving sales and delivering exceptional events.
-Adaptability and Problem-Solving: Ability to adapt to changing business needs and priorities, think creatively to solve problems, and remain calm under pressure.
-Proficiency with Technology: Familiarity with sales and event management software, CRM systems, and Google Suites.
Director of Catering & Event Sales
Reports Directly to:
Director of Operations
Job Overview:
The Director of Catering & Events Sales is responsible for driving sales efforts for the catering and events department, including private events, corporate functions, weddings, and social gatherings.
This role focuses on developing and executing a comprehensive sales strategy to optimize revenue opportunities, enhance booking efficiency, and provide exceptional guest experiences through meticulous planning and execution.
Essential Functions:
-Develops and Executes Sales Strategies: Creates and implements targeted sales plans to capture business for hotel room blocks, catering and event services. Focuses on key market segments such as corporate events, social celebrations, weddings, and other special events to maximize revenue.
-Leads the Catering & Events Team: Sustains a culture of "coaching for performance" by setting monthly leadership goals for associate growth, with a strong emphasis on developing selling skills and event planning expertise.
-Manages Sales Processes: Oversees all proactive and reactive sales activities, including client prospecting, lead generation, proposals, contracting, and follow-up. Implements revenue management and yield strategies specific to catering and events to maximize profitability.
-Promotes Venues for Private Events: Solicits and secures business through strategic partnerships with event planners, local businesses, social networks, and community organizations. Attends trade shows, bridal expos, and industry association events to promote the venue and generate leads.
-Develops Marketing and Promotional Programs: Collaborates with the marketing team to create promotional materials and campaigns targeting high-value market segments. This includes social media outreach, email marketing, online promotions, and community engagement to enhance visibility and attract new clients.
-Cultivates Client Relationships: Builds and maintains strong relationships with new and existing clients, ensuring high levels of customer satisfaction. Develops tailored event proposals that align with client needs and expectations, while optimizing sales opportunities.
-Analyzes Market Trends and Competitor Strategies: Conducts regular research on industry trends, competitors, and client feedback to identify new opportunities for growth and to refine sales strategies. Makes data-driven recommendations to enhance the catering and events sales approach.
-Coordinates Event Planning and Execution: Works closely with the operations team to ensure seamless event planning and execution. Collaborates with chefs, banquet staff, and third-party vendors to deliver outstanding service and memorable experiences for all guests.
-Prepares Sales Reports: Develops and presents detailed sales reports for executive leadership, outlining performance metrics, key wins, pipeline activity, and areas for improvement. Utilizes data from sales software systems for accurate tracking and forecasting.
-Represents the Venue in the Community: Actively participates in local business organizations, community events, and networking groups to build the venue's reputation as a premier destination for events.
-Ensures Team Development and Performance Reviews: Conducts annual performance reviews for all team members within the department, providing constructive feedback and identifying opportunities for professional growth.
-Supports Cross-Departmental Collaboration: Coordinates with the leadership team to manage a master calendar of all tentative and confirmed events, ensuring alignment across departments to optimize resources and guest satisfaction.
-Additional Duties: Performs other related duties and special projects as assigned.
Essential Requirements:
-Proven Leadership Experience: Demonstrated ability to lead, coach, and develop a high-performing sales team.
-Strong Sales Acumen: Expertise in sales strategy development, lead generation, and relationship management specific to catering and events.
-Exceptional Communication Skills: Strong written and verbal communication skills with the ability to present ideas clearly, negotiate effectively, and build rapport with clients and stakeholders.
-Analytical and Strategic Thinking: Ability to analyze sales efforts, identify trends, and make data-driven decisions to achieve revenue goals. Comfortable with presenting findings and recommendations to senior management.
-Organizational and Time-Management Skills: Strong ability to manage multiple tasks simultaneously with a high level of accuracy, attention to detail, and follow-through.
-Industry Knowledge: Intimate knowledge of the catering, event planning, and hospitality industry, with a proven track record of driving sales and delivering exceptional events.
-Adaptability and Problem-Solving: Ability to adapt to changing business needs and priorities, think creatively to solve problems, and remain calm under pressure.
-Proficiency with Technology: Familiarity with sales and event management software, CRM systems, and Google Suites.