Director of Catering & Events Services at InterContinental Washington DC - The Wharf

IHG•United States,

18d•$90,000 - $140,000•Onsite

About The Position

The Director of Catering & Events Services supports the Director of Sales & Marketing in developing and implementing the hotel’s group sales and marketing strategy. The role is responsible for achieving group revenue and room-night sales goals, developing and executing sales and marketing strategies, creating tactical plans, and monitoring results. The position leads the day-to-day work of the sales team, including assigning work, communicating strategies and goals, and supporting staff development and performance. It develops client relationships and sales programs that generate group, convention, room, food and beverage, catering, and banquet business while maximizing profitability and maintaining guest satisfaction. The Director contributes to departmental budgets, hotel marketing and business plans, financial plans, forecasts, and reports. The role analyzes market and sales trends, monitors sales performance, coordinates with hotel departments to deliver services agreed with clients, and builds relationships with local organizations and business contacts. Travel to trade shows, conventions, and other events may be required; the role may also serve as manager on duty.

Requirements

Bachelor’s degree in Hospitality or a related field.
Five years of total experience in hospitality or hotel sales and marketing, with direct supervisory experience over a sales team, or an equivalent combination of education and experience.
Fluent English.
Ability to communicate effectively with guests, employees, and third parties in a manner that reflects positively on the hotel, brand, and company.
Reading and writing abilities.
Mathematical skills, including basic math, budgeting, profit-and-loss concepts, percentages, and variances.
Problem-solving, reasoning, motivation, organizational, and training abilities.
Ability to travel to workshops, trade shows, conventions, and similar events.
May require a valid driver’s license.
May be required to work nights, weekends, and/or holidays.
Ability to frequently stand or move within and outside the facility, carry or lift items weighing up to 25 pounds, and handle objects.

Nice To Haves

Knowledge of other languages.

Responsibilities

Direct the day-to-day activities of the sales team, plan and assign work, and communicate strategies and goals.
Advise staff on formal policies and procedures; recommend or initiate salary, disciplinary, or other staffing actions in accordance with company policies, and alert management to potentially serious issues.
Create, train, and motivate a sales team that develops new accounts, maintains existing accounts, and implements strategies to meet revenue goals and maximize hotel profits while maintaining guest satisfaction.
Develop and maintain relationships with key clients to generate group and convention business, including room sales, food and beverage sales, and catering and banquet services.
Achieve budgeted revenues and maximize profitability within areas of responsibility.
Drive preparation of the annual departmental operating budget, hotel marketing plan, business plan, and supporting financial plans; produce monthly reports, sales forecasts, and other required reports.
Develop hotel-level tactical sales plans and special programs to increase occupancy, average rates, off-peak business, banquet and catering sales, and the hotel’s local profile.
Monitor sales activities and performance to ensure actual sales meet or exceed the revenue plan.
Identify operational problems affecting marketing activities or hotel sales performance and work with department heads to develop solutions.
Analyze current and potential markets and sales trends; coordinate activities to maintain and increase revenue and market share through additional business and higher rates.
Create and develop special events and sales blitzes to showcase the hotel to potential clients.
Direct hotel business and sales activities and coordinate with other hotel departments to facilitate services agreed upon with prospective clients.
Maintain relationships with city contacts, local community groups, and companies; attend out-of-town conventions to generate convention and group business.
Attend local and national trade shows and major market events to promote the hotel and develop new business.
Promote teamwork and quality service through daily communication and coordination with hotel departments, the hotel Executive Committee, and corporate or regional sales groups.
Interact with guests to ensure satisfaction and with airlines, wholesalers, corporate accounts, travel agencies, advertising agencies, professional organizations, private clubs, community groups, and local media to support repeat business and generate new business.
Perform other duties as assigned and serve as manager on duty when required.