Director of Catering

Westmont Group•Independence, OH

10h•Onsite

About The Position

Plan and manage the sales effort of the Catering Department of the hotel to achieve customer satisfaction and quality service while meeting/exceeding revenue/profit goals. Utilize prospecting skills and strong business sense to consistently exceed catering revenue goals. Recruit, deploy, motivate, support and grow a team of Catering Sales and Convention Service Managers to do the same. Report and critique all Catering activities to the Cluster Director of Sales & Marketing. Enliven the Westmont Standards within the Department and the hotel. Support all Corporate and hotel initiatives as needed.

Requirements

Must have a minimum of (5+) year of progressive sales experience
Proven track record of a consistent ability to exceed sales goals
Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio
Must be able to “knock on doors” to get the business
Knows how to conduct research on the Internet
Weekly prospecting and soliciting goals
Uncovering new customers (local and social)
Effective sales skills to up-sell products and services
Knowledge of menu planning, food presentation, banquet and event service operations
Ability to manage guest room and meeting space inventories
Broad understanding of facility management (sanitation, maintenance, operations)
Strong customer development and relationship management skills
Knowledge of overall hotel operations as they affect department.
Knowledge of event technology products and services
Knowledge of contract management and legalities
Financial management skills, e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling
Strong communication skills (verbal, listening , writing)
Strong problem-solving skills
Strong customer and associate relations skills
Strong presentation and platform skills
Strong organizational skills
Strong “closing skills”
Strong ‘persuasion” skills
Ability to use standard software applications and hotel system
Effective decision making skills
Effective influence skills

Nice To Haves

Previous sales leadership experience preferred

Responsibilities

Oversees all day-to-day operations for the catering sales effort.
Provides positive and aggressive leadership to ensure maximum revenue potential; sets example with personal booking goals.
Creates and maintains an office environment conducive to effective selling and customer advocacy.
Oversees hiring and training of catering sales managers and hourly associates.
Coaches and mentors catering related sales managers to develop sales skills and performance improvement.
Participates in the Developing and management of the catering sales revenue and operating budgets. Provides input for developing forecasts.
Sets booking goals for catering sales team members and catering goals for other sales channels property participates in.
Holds catering sales team and other sales channels accountable for goal achievement.
Proactively recognizes and works to retain top talent.
Effectively develops and manages relationships with key stakeholders, both internal and external.
Assist the Director of Sales & Marketing analyze market information through Delphi and implements catering strategy to achieve hotel’s financial catering goals.
Assists Revenue Management and the Director of Group Sales with completing accurate projections.
Assists the Director of Sales & Marketing to approve space release for catering to maximize revenue.
Develops, implements, and sustains aggressive solicitation program focused on increasing local catering business.
Works with management team to create and implement a catering sales marketing plan addressing revenue, customers and the market.
Assists with the development and implementation of catering promotions, both internal and external.
Works collaboratively with off-property sales channels to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
Conducts outside catering sales calls based upon set individual monthly goals.
Conducts prospecting and solicitation goals based upon set individual monthly goals.
Completes Catering Sales components of the Marketing Plan (updated quarterly) including strategic action plans for all relevant market segments, booking channels and revenue streams.
Sets Catering goals and objectives with DOSM, utilizing goal setting models and market knowledge to ensure the Catering Managers are effectively deployed to maximize productivity and revenue opportunities for the hotel.
Develop working menu with the Executive Chef to ensure profitability and customer satisfaction.
Establishes Catering booking guidelines with the DOSM, based on historical data and forecasts to maximize revenue.
Prepares and presents Catering information for property reviews with owner representatives and corporate executives.
Reviews Catering pace reports with DOSM and reforecast Weekly 30/60/90-Day Budget w/DOSM and Director of Revenue Management
Evaluates new and incremental business opportunities/promotions to maximize revenue for the hotel.
Completes Catering Sales Activity Critiques (weekly/monthly/quarterly) with information that explains the productivity, provides insights into opportunities and threats, and updates the stakeholders with market news.
Ensures a high level of customer satisfaction and builds long terms mutually beneficial customer relationships to support future revenue growth.
Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event.
Makes presence known to customer at all times during this process, regardless of which hotel they sit at. Greets customer during the event phase and hands-off to the Convention Services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements.
Displays leadership in guest hospitality and ensures consistent, high level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share.
Sets a positive example for guest relations.
Interacts with guests to obtain feedback on product quality and service levels. Effectively responds to and handles guest problems and complaints.
Reviews Guest Service Results with leaders. Participates in the development and implementation of corrective action plans.
Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement.
Utilizes Delphi or other hotel system to capture and manage customer information on a daily basis.
Demonstrates commitment to Westmont Hospitality operating principles and philosophies.
Holds self and others accountable for achieving results.
Addresses conflict in a timely manner.
Contributes to team results.
Deals with change effectively.
Makes decisions, including employees/team and commits to a course of action with available information.
Conducts one on one meeting with Catering Sales Managers and Convention Services to ensure their ongoing development.
Manages lead processes for to ensure prompt and thorough response to inquiries.
Administers Catering Sales Smart Goals.
Uses opportunities to promote individual and team successes.
Always applies the principles of trust, honesty, respect, integrity and commitment.
Attends Morning, Daily BEO and Departmental Meetings, representing Catering and Convention Services.
Recognizes and celebrates team successes.
Balances the interest of one’s own group with the interests of the organization.
Facilitates beneficial resolution of team conflict.
Uses team member diversity to its fullest extent to achieve business success.
Encourages others to share their points of view even if different from his/her own.
Shares relevant information to help others understand and support business objectives.
Uses technology effectively to communicate and influence throughout the organization.
Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual
Consistently meets/exceeds personal revenue production goals
Approves Local Catering bookings to ensure Catering Managers are maximizing revenue opportunities without displacing business
Approves Local Catering space releases in accordance with the stated policies
Develops strategic action plans and establishes “Measuring Sticks” with Catering Sales & Convention Service Managers
Manages completion of new projects as they arise
Participates in setting team direction or goals.
Seeks out others for information, support, guidance and assistance.
Develops and uses systems to organize and keep track of information.
Hires the best people available from inside and outside the Hotel. Hires for talent, diversity and balance of skills. Supports interviewing tools to ensure hiring decisions are based on the candidate’s job-related talent, skills and competencies. Maintains succession planning.
Develops implements and maintains departmental orientation and training certification programs for employees to receive the appropriate new hire training to successfully perform their job.
Manages employee progressive discipline procedures for areas of responsibility. Ensures each hotel’s policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures
Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results. Establishes and maintains open, collaborative relationships with employees and ensures employees do the same within the team.
Actively solicits feedback, utilizes an “open door” policy and reviews employee satisfaction results to identify and address employee problems and concerns. Ensures employees are treated fairly and equitably. Constantly strives to improve employee retention. Brings issues to the attention of DOSM and Human Resources as necessary.
Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility. Maintains an on-going employee recognition program.
Attends different departmental Line-up meetings and communicates information
Communicates all relevant market news to the Catering Department
Supports Public Relations’ initiatives
Review catering sales strategies and provides feedback
Updates SOP’s as needed with DOSM
Acts independently to improve and increase skills and knowledge.
Demonstrates an awareness of personal strengths and areas for professional improvement.
Shares learning, innovations, and best practices with others.
Is willing to learn from others.
Performs all technical/procedural requirements of the job.
Uses current best methodologies to manage smaller scale projects.
Understands revenue management functions and account profitability.