Director of Catering Sales

Legends Global•Ft. Lauderdale, FL

4d•Onsite

About The Position

The Director of Catering Sales provides strategic leadership and oversight for all catering sales operations at the Broward County Convention Center. This position is responsible for driving food and beverage revenue growth, developing, and executing sales strategies, and ensuring exceptional client service from initial inquiry through event execution. The Director leads the Catering Sales team and collaborates with Convention Center Sales, Event Services, Culinary, Operations, and Executive Leadership to ensure seamless event planning and delivery. This role oversees catering proposals, contracts, pricing strategies, and the Banquet Event Order (BEO) process while ensuring operational excellence, financial performance, and compliance with company policies and standards. Success in this position is measured by revenue growth, client satisfaction, team performance, and the successful execution of catered events.

Requirements

Bachelor's degree in Hospitality Management, Business Administration, Marketing, Event Management, or a related field required; equivalent combination of education and relevant experience may be considered.
Minimum of seven (7) years of progressive catering sales, hospitality sales, or event sales experience, including experience within a convention center, hotel, resort, stadium, arena, or similar large-scale hospitality or event venue.
Minimum of three (3) years of experience leading and developing sales teams or hospitality professionals in a management or director-level capacity.
Proven success in achieving sales goals, driving revenue growth, managing budgets, and delivering strong financial results.
Experience developing and executing strategic sales plans, business development initiatives, pricing strategies, and revenue-generating programs.
Demonstrated experience with catering operations, event planning processes, Banquet Event Orders (BEOs), contract negotiations, and client relationship management.
Strong leadership skills with the ability to develop, coach, and motivate teams while fostering accountability, collaboration, and service excellence.
Excellent verbal, written, presentation, negotiation, and interpersonal communication skills.
Strong business acumen with the ability to analyze financial data, sales trends, forecasts, and performance metrics to support decision-making.
Ability to develop and maintain strong relationships with clients, meeting planners, vendors, community partners, and internal stakeholders.
Strong organizational and project management skills with the ability to manage multiple priorities in a fast-paced event environment.
Ability to develop innovative sales strategies, identify business opportunities, and drive continuous improvement.
Knowledge of catering sales practices, hospitality operations, convention center/event management, and industry trends.
Knowledge of contract processes, Banquet Event Order (BEO) procedures, food service operations, and applicable safety and risk management practices.
Ability to exercise sound judgment, maintain confidentiality, and represent the organization professionally.
Proficiency with Microsoft Office Suite and catering sales, CRM, and event management software.

Nice To Haves

Experience utilizing venue management systems, event planning software, workforce management systems, and operational reporting tools preferred.

Responsibilities

Provide strategic leadership for all Catering Sales operations, ensuring the achievement of revenue, profitability, and client satisfaction goals.
Develop and execute annual sales, marketing, and business development strategies to maximize Food & Beverage revenue and market share.
Lead, mentor, develop, and evaluate the Catering Sales team while fostering a culture of accountability, collaboration, and exceptional customer service.
Establish and maintain strong relationships with clients, meet planners, industry partners, and internal stakeholders to generate new business and retain existing accounts.
Partner with Convention Center Sales, Event Services, Culinary, Operations, Finance, and Executive Leadership to ensure seamless planning and successful execution of catered events.
Oversee the development, accuracy, and timely distribution of Banquet Event Orders (BEOs), ensuring all event requirements are effectively communicated and executed.
Oversee the preparation and negotiation of catering proposals, pricing strategies, service agreements, and contracts.
Develop and manage the department's operating budget, revenue forecasts, and financial performance while monitoring key performance indicators and implementing corrective actions as needed.
Collaborate with Culinary leadership to develop menus, pricing strategies, promotional initiatives, and revenue-generating opportunities that enhance the guest experience.
Analyze sales trends, booking pace, market conditions, client feedback, and financial results to identify opportunities for revenue growth and continuous improvement.
Represent the Convention Center at trade shows, industry events, networking functions, and client meetings to promote the facility and generate new business opportunities.
Ensure compliance with company policies, contractual obligations, health and safety regulations, food safety standards, and risk management practices while maintaining a visible leadership presence during major events.
Perform other duties and special projects as assigned.
Carries out supervisory responsibilities in accordance with all Legends Global policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.