Director of Catering Sales | Full-Time | Jungle Island

Oak View Group•Miami, FL

11d•Onsite

About The Position

The Director of Catering Sales has a primary duty of soliciting sales and obtaining orders/contracts for the venue. This position is responsible for lead generating, new account managing, and coordinating outside catering sales for large groups; managing and assigning leads through subscription-based third-party event lead platforms; as well as representing the brand at tradeshows, chamber events, community outreach events, and other networking opportunities for the catering department. The Director of Catering Sales will oversee a catering sales staff. This oversight will include leading the sales department in all sales efforts, managing sales lead generation efforts, marketing of catering sales, and daily and weekly meetings with the catering sales team to monitor sales activity and direct the sales effort. The Director of Catering Sales will assemble and update the sales reporting and report on a weekly, monthly, quarterly, and annual basis, including developing future-year budgets. In addition to managing the catering sales team, the Director of Catering Sales will independently manage and oversee all aspects of their event contracts and full-group operations from conducting site visits and tastings through contract negotiation and finalization of accounting to planning group reception and event catering. The Director of Catering Sales is expected to spend the majority of their time soliciting new catering business for the venue, including smaller group and social leads that can be distributed to other members of the team as needed, while spending the remainder of their time re-booking and ensuring the client relations with their booked business are strong. The Director of Catering Sales maintains a consistently positive and professional relationship with internal and external clients. The Director of Catering Sales will handle sales and customer service issues, including providing outstanding customer service; researching, resolving, and clarifying invoice questions; and providing knowledgeable and appropriate suggestions regarding menu selections. The Director of Catering Sales will facilitate the flow of information internally, as well as communicate with all guests and vendors.

Requirements

High School diploma or equivalent (G.E.D.)
5-7+ years of related hospitality sales experience (preferably catering sales), with verifiable sales success.
Demonstrated proficiency and successful experience in catering sales generation, contract negotiation and pricing, event scheduling, training, catering, banquets, and menu development.
Ability to work independently both on and off venue property with little supervision or oversight.
Demonstrated proficiency in computer applications (Microsoft Office programs with an emphasis on creating Word documents, Excel spreadsheets, and email); working knowledge of POS systems.
Ability to adhere to a high standard of business etiquette and professional verbal and written communication.
Ability to consistently represent the company in a professional, positive, and knowledgeable manner.
Ability to adhere to the highest standard of confidentiality and discretion.
Demonstrated ability to produce detail-oriented, accurate work.
Ability to work a varied schedule, which may include weekends and evenings, as required to ensure an outcome.
Ability to travel to outside sales calls and/or events.
Proven ability to make solid, appropriate, and independent decisions.

Responsibilities

Build relationships by networking and prospecting with key decision-makers; establish and develop strong and effective relationships with influencers through the use of professional, courteous, and ethical interpersonal interaction.
Responsible for lead tracking and reporting of all organic earned leads, third-party lead platforms, cold calls, repeat group connections, referrals, and grassroots marketing efforts.
Manage and distribute leads to the team as needed according to market segment; maintain updated lead tracking log with the goal of increasing the lead conversion rates on third-party booking platforms (Eventective, CVENT, The Knot, etc.); Coordinate and deliver effective sales presentations.
Independently sources, identifies, and pursues outside networking opportunities through professional industry resources and community events or special events attended by prospects.
Responsible for negotiating, authoring, and submitting finalized contracts and BEOs to the operations’ leadership and other venue staff according to event space rate sheets, minimum food & beverage sales guarantees, and coordination of event staffing as needed.
Address or coordinate all Catering requirements and requests in a timely and helpful manner.
Keep individual BEO details current and communicate changes to the team as needed.
Maintain accurate records for all Catering sales activities in conjunction.
Communicate daily with Food & Beverage Manager, culinary staff, catering staff, and Operations Staff about the needs of our guests and their expectations.
Maintain an extensive client database for follow-up sales calls and contact (in person, phone, email, mail, etc.) with daily or weekly lead tracking.
Assist with follow-up of guests' experience at the venue, ensuring that all issues have been addressed.
Prepare and administer a PACE report of upcoming sales activity.
Attend and at times lead catering sales meetings as well as other operational / venue meetings as required.
Assist in the planning and coordination of catered events as directed.
Serves as primary group and event contact once the contract is signed; approves any inventory or other changes and responds to questions or concerns in a timely manner.
Assists with oversight of accounts receivable in conjunction with assigned events.
Other duties and responsibilities as assigned.