Complex Director of Catering

Sonesta Hotels•New York, NY

1d•$110,000 - $125,000•Onsite

About The Position

The Complex Director of Catering (CDOC) at The Benjamin Royal Sonesta & Fifty Sonesta New York is a key staff position responsible for the administration, analysis, development, and communication needed to service customers and develop revenues. The CDOC must be an enthusiastic, aggressive, and results-driven professional individual who possesses the ability and passion for guest service and booking business. The CDOC will be responsible for selling catering events within the hotel and hotel outlets, as well as servicing all meetings and Catering events. This role requires close collaboration with the Area Director of Sales & Marketing (ADOSM) and Revenue Director to achieve annual goals, budgets, and targets. The CDOC is responsible for the supervision of Catering Sales Managers, Event Services Managers, trainees, and administrative staff, and will provide additional support to Group Sellers as directed by the ADOSM. This position acts as a liaison between Catering & Convention Services and all departments throughout the hotel, requiring strong communication and organizational skills. The candidate must reside in the New York Metro area and will work on-site at the hotel. The role involves embedding corporate and local initiatives to increase Sonesta's visibility and improve year-over-year share of B2B business, requiring a proactive approach and carefully crafted account plans.

Requirements

Minimum of bachelor’s degree from four-year College or University; and three to five years related experience and/or training.
Prior Catering & Convention Services experience or training.
Ability to effectively train.
Able to analyze reports and deem necessary conclusions for implementation and planning.
Well-groomed and well organized.
Able to effectively sell and close business opportunities and train others to do the same.
Able to handle stress and work independently, self-motivated.
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
Ability to write routine reports and correspondence.
Ability to speak effectively before groups of customers or employees of organization.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions and percentages.
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, diagram, or schedule form.
Microsoft Office, Word, Excel, Outlook, OPERA (Property Management System), DELPHI

Nice To Haves

Candidate must live in the New York Metro area.

Responsibilities

Sells 80% of time/20% analytical, administrative
Responsible for achieving individual revenue goals
Assist ADOSM with establishing a sense of urgency with team to understand and achieve the needs of the hotel
Generate weekly reports of definite, tentative and lost business. Monthly Pace reports
Generate leads for new business
Sell and service all events.
On-site tours of hotel to prospective guests
Send menus, proposals, Beo’s and contracts to clients
Entertain new and repeat clients
Responsible that all contracts are signed, and payment received
Responsible for post-event follow up
Coordinate the food and beverage needs booked by sales department
Communication to all departments involved in executing events.
Attend weekly Sales, Department Head, Catering and Food and beverage meetings.
Attend weekly BEO meetings
Directs the activities of catering sales team, providing leadership and motivation necessary to implement effective sales and marketing strategies and to maximize the catering sales revenues.
Develops and maintains relationships with key clients to produce group and/or conference business, to include room sales, food & beverage sales, catering/banquet services, meeting room rental.
Manages and monitors sales activities/performance to ensure actual sales team meets or exceeds established revenue plan and to accurately report variances/projections.
Assists Area Director of Sales & Marketing in the development and update of the hotel-level business plan to include input on sales goals and plans that support the overall business and sales strategies of the company.
Recruits, hires, trains, and provides career development for all catering sales personnel; conducts performance evaluations and provides feedback to employees using company hiring standards and guidelines.
Follows company policies and procedures and can effectively communicate them to subordinates.
All other duties deemed necessary by a member of management
Partners with marketing in creation of hotels specific collateral as well as promotions for catering and restaurant
Analyze key reports monthly for potential new business to maintain and increase share
Manages tentative bookings and inventory issues related to such, ensuring timely follow-up by Group & Catering Sales Managers and Group Services
Assists in the budget/marketing plan process
Communicates property specific information on new competition, changes in the market-mix and needs to the NY Sales Team
Complete catering monthly forecasting
Consistently offer professional, friendly and engaging service
Work closely with ADOSM to increase Team Engagement and Development in their Sales and/or Management Roles.
Direct, train and manage all activity related to the Catering and Convention Services office, ensuring all service standards are followed.
Responsible for all catering, from booking to execution and conference services from the time a contract becomes definite to execution
Must be proficient in general computer knowledge and able to train and monitor the Event contractual agreement process, quoting pricing, setting traces, and the management of accounts.
Prepare an annual budget for approval and administer that budget in a fiscally responsible manner.
Develop annual goals for Catering and Convention Services Team
Monitor and review Catering Sales Managers’ sales achievement as it relates to productivity
Keep the ADOSM informed of all activities related to the Catering & Convention Services Department with regular meetings and daily communication
Work closely with ADOSM, DORM and General Manager on revenue strategies.
To assist the ADOSM in establishing and maintaining the annual Sales & Marketing Plan
Develop banquet menu pricing, rental fees and revenue minimums, using current competitive data and as directed.
Negotiate/achieve maximum revenue/profit while satisfying clients’ needs
Participate in daily business review meeting, weekly Catering prospecting review, sales meetings and management meetings.
Coordinate sales efforts between hotel sales department and catering sales to ensure proper utilization of function space to yield maximum revenues.
Ensure that function bookings, group resumes, and event contracts are prepared and distributed accurately and efficiently
Work towards providing efficient processes and updating/creating Standard Operating Procedures (SOP’s)
Ensure Team is well trained on Delphi, monitor Delphi and enforce SOPs for its use with audits as needed.
Work with Delphi Manager on month end reports, maintaining and meeting deadlines
Help to answer questions daily from Staff as needed and maintain a good morale in the office-alerting ADOSM to any concerns as needed.
Maintain a harmonious working relationship with other departments in the hotel, other hotels, convention bureau and regional offices, as well as constant knowledge of what is happening in the market and other hotel properties
Ensure meeting and function rooms are properly always maintained liaising with food and beverage outlets regarding reservations and flow of clients
Balance operational, administrative and Colleague needs
Follow departmental policies and procedures
Follow all safety policies
Manage and optimize annual revenue goal and to achieve YOY key account revenue growth
Responsible for individual performance and incremental contribution to Sonesta hotels.
Responsibly collaborate with hotel teams to activate shared account events and activities.
Responsible for effectively managing time commitments.
Responsible for meeting and/or exceeding revenue targets.
Candidate is expected to learn and understand roles, responsibilities and business of the clients with whom we partner with.
Responsible for using the appropriate account management tools to effectively track activities, opportunities and follow up.
Responsible for achieving the desired ROI on tradeshow and industry events.
Function as the Voice of the Customer to represent customer insights to key corporate personnel and Sonesta senior leadership.
Utilize and collaborate with resources across different departments within the corporate office as appropriate.
Lead by example and operate with integrity and respect.
Work to achieve goals while overcoming competitive obstacles and planning alternate ways to win.
Show strong passion and commitment about reaching targets.
Celebrate individual and team success.
Maintain a positive, "can do" attitude and a versatile approach to change.
Appreciates the diversity of our team members, guests, vendors and surrounding community. Is always committed to ensuring a positive and safe work environment.