Job Description

You’re responsible for the overall sales and marketing of the catering/private dining department and to act as liaison between restaurant and hotel. You’ll be responsible for strategic direction, management and top-line revenues. You’ll work directly with the Director of Sales and Marketing in creating clear and credible vision for the department, understanding customer mix and align human resources, structures and systems to achieve strategic goals. You will have direct oversight of any Catering Managers, Conference Service Managers and Catering Administrative Assistants.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develop annual sales budget, annual sales goals for group sales and catering teams.
• Develop and implement yearly business plan to meet and exceed budgeted sales goal.
• Generate new and ongoing business through creation/maintenance of database.
• Prospect (cold calls, referrals, old business) as directed by DOSM.
• Network by attending at least one civic/professional activity per month.
• Direct and maintain the sales process (as outlined by audit program) participation in hotel’s sales + catering journey.
• Maintain a departmental goal of 90% on Master Connections “secret shopper” program.
• Return all inquiry phone calls/walk-ins.
• Conduct tours/entertain potential clients.
• Create menu presentations for potential clients.
• Negotiate/achieve maximum revenue/profit while satisfying clients’ needs.
• Conduct and maintain appropriate trace/follow-up systems for all sales activity.
• Close deals and generate appropriate paperwork.
• Communicate to operations team the client’s needs and expectations.
• Build and maintain potential/existing client database.
• Conduct regular sales meeting for catering/hotel sales managers-focus on sales building.
• Coordinate sales efforts between hotel sales department and catering/private dining sales to ensure proper utilization of function space to yield maximum revenues.
• Review and update menus, packages, and upgrades regularly to ensure we’re satisfying client’s needs while maximizing revenue.
• Create appropriate sales collateral and tools for the department.
• Review all banquet event orders and daily/weekly events to ensure accuracy.
• Conduct appropriate weekly communication meetings with operation team to ensure successful events.
• Oversight of Conference Services and Catering Department Managers.
• Provide coaching, mentoring and training to the CS, Catering and Banquet teams.

Administrative Responsibilities

• Complete and communicate monthly sales/revenue/pace results.
• Conduct weekly BEO meetings.
• Attend weekly sales, revenue, and operations meetings.
• Organize activities and represent Kimpton at off-premise events.
• Supervise execution of banquets.

SPECIFIC EXPERIENCE WE'RE SEEKING:

• 3-5 years related sales experience in hospitality industry, preferably as a Director of Catering.
• Extensive knowledge of food/wine is essential.
• Thorough knowledge of property, space, capacities, concept/food style (menus).
• Knowledge of sales/negotiation/closing process.
• High level of creativity, enthusiasm and flexibility.
• Well organized, detail orientated and excellent follow up skills.
• Superior writing skills and knowledge of Microsoft Office.
• Delphi experience preferred.
• Proven management and motivational skills.
• Strong selling skills.

QUALIFICATION REQUIREMENTS:

To achieve success in this role, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience Minimum of 3 years’ experience in catering and banquet management in a high volume operation preferred.

Language Skills Ability to read, write, and verbally communicate effectively and professionally with other business departments, guests, and vendors. Ability to diplomatically deal with difficult situations and people, while exhibiting a consistent level of professionalism.

Reasoning Ability Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, report, or schedule form. Regularly exercise independent judgment and discretion about matters of significance.

Physical Demands While performing the duties of this job, the employee is constantly required to use a keyboard, sit, see, hear, write, and speak. The employee is frequently required to handle (hold, grasp, turn, or otherwise work with the hand or hands), finger (picking, pinching, fine manipulation), and dial. The employee is occasionally required to collate/file, stand, and walk. The employee is minimally required to bend, crouch, kneel, squat, climb ladders and stairs, balance, reach, twist, stretch, push, and pull. The employee is frequently required to lift and/or move up to 10lbs, occasionally lift and/or move 25-50lbs, and minimally lift and/or move up to 75lbs.

Mental Demands While performing the duties of this job, the employee is constantly required to produce detailed work, use math and reasoning skills, verbal and written communication, have customer contact, handle multiple concurrent tasks and constant interruptions. The employee is frequently required to give presentations.

Work Environment While performing the duties of this job the employee may be occasionally exposed to heat, odor, fumes, dampness, dirt, oil, grease, noise, vibrations, and the use of tools/equipment.

Please note: management reserves the right to change, modify, and/or alter any of the duties listed above to meet business demands.

Salary range: $95,000.00 USD - $103,000.00 USD annually