Director of Catering and Sales

Bear s Restaurant Group•Windsor Locks, CT

11d•$80,000 - $85,000•Hybrid

About The Position

The Director of Catering & Sales is responsible for leading and growing Bear’s private catering business, including both on-site and off-site catering. This position owns the catering sales process from lead generation and relationship development through booking, planning, execution, invoicing, and follow-up, with a strong emphasis on developing sales strategies and campaigns that increase revenue and expand the company’s catering business. The Director works closely with the administrative office and operational leadership to create and maintain efficient systems and processes that make catering easier to sell, order, communicate, staff, execute, and reconcile. This includes coordinating the flow of information between sales, administrative, culinary, operations, and event teams, while identifying opportunities to eliminate inefficiencies and improve the guest and employee experience. The Director will develop and execute sales strategies in partnership with the Chief Marketing and Experience Officer, including targeted campaigns, promotions, strategic partnerships, and outreach initiatives. While the CMEO will provide marketing strategy and support, the Director is responsible for driving the execution of catering sales initiatives, tracking results, and reporting performance and opportunities to company leadership and ownership. The Director will also maintain relationships with key company partners and Bear’s Foundation connections to identify additional catering opportunities. This position is responsible for the overall financial and operational performance of the catering department and for building a scalable catering business that can consistently deliver an excellent guest experience while meeting company sales and profitability goals.

Requirements

Minimum of 3 years of experience in catering, hospitality, event sales, event management, or a related field, with preference given to candidates with restaurant or food-service experience.
Minimum of 3 years of management experience with responsibility for teams, budgets, or multiple areas of an operation.
Proven experience generating sales and developing new business, preferably in catering, hospitality, food service, or a related industry.
Demonstrated experience managing the planning and execution of private and/or large-scale events.
Experience managing both sales and operational functions preferred.
Catering and food-handling experience preferred.
Proven ability to generate new business and consistently achieve sales goals.
Strong sales instincts and the ability to identify and pursue new business opportunities.
Ability to develop and execute sales strategies, campaigns, promotions, and outreach initiatives.
Strong relationship-building and networking skills.
Ability to manage a sales pipeline, prioritize leads, and consistently follow up.
Strong negotiation and closing skills.
Ability to analyze sales data and use results to adjust strategies and improve performance.
Proven ability to lead, train, motivate, and hold teams accountable.
Strong decision-making and problem-solving skills.
Ability to delegate effectively while maintaining accountability for outcomes.
Experience providing performance feedback and developing employees.
Ability to remain calm, organized, and decisive in a fast-paced environment.
Strong interpersonal skills and the ability to work effectively with employees at all levels of an organization.
Strong organizational skills and ability to manage multiple events, sales opportunities, projects, and deadlines simultaneously.
Demonstrated ability to identify inefficiencies and develop practical solutions.
Experience creating, documenting, implementing, and improving operational processes and SOPs.
Ability to coordinate multiple departments and ensure information is communicated accurately and on time.
Strong understanding of event logistics, staffing, scheduling, and operational planning.
Ability to manage large-volume events and anticipate operational challenges.
Understanding of catering and event profitability, including food cost, labor cost, pricing, and margins.
Experience managing budgets and reviewing financial performance.
Ability to understand and interpret P&Ls and other financial reports.
Strong attention to detail in managing contracts, invoices, payments, payroll information, and financial records.
Ability to analyze data, identify trends, and make data-driven business decisions.
Excellent verbal and written communication skills.
Ability to communicate clearly and effectively with clients, employees, leadership, vendors, and external partners.
Strong presentation and negotiation skills.
Ability to manage difficult conversations and resolve client or employee concerns professionally.
Strong follow-through and responsiveness.
Ability to collaborate effectively with marketing leadership to develop and execute sales campaigns.
Understanding of digital marketing, email marketing, social media, and other tools used to generate sales leads preferred.
Proficiency with event management, catering, scheduling, point-of-sale, CRM, or related business systems.
Proficiency with office software, including Google Workspace.
Ability to learn and effectively use company technology platforms and systems.
Experience with catering/event software such as Toast or similar platforms preferred.
Cultural competence to work effectively with diverse populations and promote inclusivity.
Flexible and adaptable in a fast-paced environment where priorities can change quickly.
Budget management skills to plan and execute events within financial constraints.
Passion for community engagement and a commitment to the organization's mission.
Commitment to Bear’s Smokehouse’s mission, values, and four pillars.
Highly organized, detail-oriented, and able to manage competing priorities.
Strong sense of urgency and ownership.
Ability to work independently while collaborating effectively across departments.
Commitment to exceptional guest service and a positive employee experience.
Professionalism and discretion when working with clients, employees, leadership, and external partners.
Successful completion of company training program, including mandatory sexual harassment training within 8 weeks of start date.
ServSafe certification - must have or obtain within 8 weeks of start date and maintain certification throughout the course of employment.
TIPS alcohol certification - must have or obtain within 8 weeks of start date and maintain certification throughout the course of employment.
Valid driver’s license and reliable transportation to attend off-site meetings and events as needed.
Valid driver’s license and reliable transportation to attend off-site meetings and drive company vehicles as needed.
Proof of personal insurance that meets company requirements.
Clear motor vehicle record (MVR) check.
Comply with company policies regarding safe driving practices and maintain a clean driving record throughout the duration of employment.
Ability to safely operate company vehicles, including large vans, box trucks, food trucks, and combination truck/trailer units.
Prolonged periods of sitting at a desk and working on a computer.
Frequent use of hands and fingers for typing, handling documents, and preparing event materials.
Strong visual acuity for reading and analyzing data on computer screens, event layouts, or printed documents.
Ability to stand, walk, and remain on your feet for extended periods (up to 8+ hours) during events.
Capacity to perform repetitive tasks, such as serving food and beverages or clearing tables, throughout the shift.
Ability to lift, carry, and transport items weighing up to 50 pounds, such as food, trays, tables, chairs, and other catering equipment.
Comfortable maneuvering and carrying heavy trays of food and beverages safely.
Frequent bending, stooping, and reaching to set up and clear tables, arrange event spaces, and access supplies or equipment.
Strong hand-eye coordination for carrying trays, and serving guests efficiently and safely.
Ability to navigate crowded or confined spaces quickly and efficiently without disrupting guests or the event flow.
Comfortable working indoors or outdoors in various weather conditions, depending on the event location.
Ability to adapt to fluctuating temperatures in kitchens, serving areas, or outdoor venues.
Ability to maintain clear and professional communication while performing physical tasks, ensuring guest needs are met promptly.
Sharp hearing acuity to communicate and respond effectively in loud environments with significant background noise, typical of restaurant and event settings.
Withstand exposure to possible food allergens including but not limited to; meats, fish, nuts, dairy, and oils.
Withstand exposure to and work with cleaning chemicals.

Nice To Haves

Restaurant or food-service experience
Experience managing both sales and operational functions
Catering and food-handling experience
Understanding of digital marketing, email marketing, social media, and other tools used to generate sales leads
Experience with catering/event software such as Toast or similar platforms

Responsibilities

Collaborate with the owners and company leadership to develop and execute the strategic vision and long term-goals for the catering business.
Ensure that all decisions and operations are aligned with the company’s four pillars.
Supervise and foster a cohesive management team that embodies the company’s values and mission.
Drive accountability, ensuring adherence to company standards and protocols.
Own the overall performance of the catering administrative department and functions, including daily workflow, sales and profitability, guest experience, and operational execution.
Establish clear expectations, accountability, and performance standards for all catering team members.
Ensure catering operations and decisions align with the company’s four pillars and overall brand standards.
Assist in the development of annual catering sales and profitability goals and establish measurable strategies and action plans to achieve them.
Own the catering sales pipeline from lead generation through booking, execution, invoicing, and follow-up.
Develop and execute strategies to increase catering sales, average order value, repeat business, and new customer acquisition.
Actively pursue new corporate, private, institutional, nonprofit, and large-scale catering opportunities.
Develop and maintain relationships with existing and prospective corporate partners, venues, organizations, and referral sources.
Leverage strategic relationships with company partners, including vending and stadium/concession operators, to identify and pursue private catering opportunities.
Leverage relationships and connections developed through Bear’s Foundation to identify potential catering customers, partnerships, and business opportunities.
Conduct sales calls, meetings, presentations, site visits, tastings, and other business development activities.
Develop strategies to increase repeat and recurring catering business.
Create and maintain a structured sales pipeline and follow-up process to ensure leads are consistently pursued and converted.
Monitor sales activity and conversion rates and adjust strategies based on results.
Identify opportunities for upselling, package development, recurring programs, and additional services.
Build and maintain an annual catering sales calendar, including key seasonal opportunities, holidays, corporate events, community events, and targeted sales periods.
Identify opportunities to expand catering services, customer segments, geographic reach, menu offerings, and revenue streams.
Regularly report on catering performance, sales activity, pipeline, financial results, challenges, and opportunities to leadership and ownership.
Partner with the Chief Marketing and Experience Officer to identify and develop catering sales campaigns, promotions, seasonal initiatives, and targeted outreach.
Translate marketing strategy into actionable sales plans, including target audiences, outreach lists, timelines, offers, follow-up strategies, and sales goals.
Take ownership of the execution and completion of approved catering sales campaigns and initiatives.
Coordinate with the marketing team to ensure campaigns are properly communicated to the team and supported with appropriate materials and messaging.
Track campaign performance, including leads, bookings, revenue, conversion rates, and return on effort/investment.
Report campaign results and recommendations to leadership and ownership.
Continuously test and evaluate new approaches to generating catering leads and increasing sales.
Work closely with the administrative office, culinary leadership, operations, restaurant management and event teams to streamline the complete catering workflow.
Evaluate and improve processes from initial inquiry and ordering through event execution, invoicing, payment, and post-event follow-up.
Establish clear systems for communicating catering orders and event details to all teams responsible for execution.
Ensure accurate and timely communication of menus, quantities, delivery information, staffing requirements, setup needs, client expectations, and other event details.
Develop systems and processes for planning and executing large-volume catering days and multiple simultaneous events.
Oversee scheduling to ensure appropriate staffing and resources are in place for each event (catering and vending).
Coordinate with management to ensure labor plans are appropriate for event volume, timing, location, and service requirements.
Work with administrative and payroll teams to ensure accurate tracking and submission of event staff labor and payroll information.
Monitor catering invoices and accounts receivable, ensuring invoices are accurate, submitted timely, and followed through to payment.
Identify recurring operational issues and develop solutions that improve efficiency, reduce errors, and improve the guest and employee experience.
Establish, document, and continuously improve standard operating procedures for catering.
Ensure all catering systems and platforms are being used consistently and effectively.
Regularly review workflows with administrative and operational leadership to identify opportunities for automation, simplification, and improved accountability.
Oversee the planning and execution of private catering events, both on-site and off-site including inventory and equipment ordering, organization and maintenance.
Ensure each event is appropriately planned based on guest count, menu, location, service style, staffing, equipment, transportation, timing, and client expectations.
Oversee large-volume and complex catering events, including corporate events, weddings, fundraisers, community events, and other high-profile functions.
Serve as the lead catering manager for select large-scale, VIP, or strategically important events.
Conduct site visits and event walkthroughs as needed to ensure operational readiness.
Ensure catering teams consistently meet company standards for food quality, guest service, cleanliness, professionalism, and presentation.
Work with culinary and operations leadership to ensure catering menus and production plans are realistic, profitable, and operationally sound.
Develop contingency plans for large or complex events and ensure teams are prepared to respond to last-minute changes.
Review completed events to identify opportunities for improvement and strengthen future execution.
Oversee the financial performance of the catering department, including sales, labor costs, food costs, operating expenses, and profitability.
Participate in annual budgeting and establish departmental financial goals.
Regularly review catering P&L performance and identify opportunities to improve margins.
Establish appropriate pricing, minimums, fees, and package structures in collaboration with leadership.
Monitor event-level profitability and ensure catering proposals and contracts support company financial goals.
Manage catering contracts, deposits, payments, house accounts, and invoicing processes.
Monitor outstanding invoices and work with administrative staff to ensure timely collection.
Review catering sales and financial reporting to identify trends, opportunities, and areas requiring corrective action.
Recruit, train, schedule, and manage event staff (catering and vending) in partnership with company leadership and the administrative team.
Develop training and onboarding processes specific to catering sales, service, event execution, and company standards.
Ensure all events employees understand expectations related to food safety, cleanliness, guest service, professionalism, and workplace conduct.
Conduct regular performance reviews and provide coaching and feedback.
Build a reliable per diem events team capable of supporting fluctuating event volume and large-scale events.
Develop staffing strategies that balance exceptional guest service with appropriate labor costs.
Foster a culture of accountability, teamwork, responsiveness, and continuous improvement.
Adhere to and continuously update department dashboards and operational calendars to ensure completion of all required tasks in accordance with company deadlines.
Document all workflows, processes, and procedures related to the department, ensuring they are maintained in the company's operations manual, and continuously update them as changes occur.
Ensure all required tasks, sales activities, events, follow-ups, financial responsibilities, and deadlines are completed.
Continuously review and update SOPs as systems, staffing, technology, and business needs change.
Maintain accurate and timely records related to catering sales, events, staffing, invoices, payments, and financial performance.
Participate in company-wide initiatives and events as requested.
Represent Bear’s Smokehouse professionally with clients, partners, vendors, community organizations, and other external stakeholders.
Perform other duties and responsibilities as assigned by company leadership.