Director of Sales & Catering | AT&T Discovery District (Fairpark)

ASM Global•Dallas, TX

1d•Onsite

About The Position

The Director of Sales & Catering is a senior leader responsible for driving catering and event-related revenue, developing new business opportunities, strengthening client relationships, and leading the Sales & Catering function at AT&T Discovery District. This role provides strategic and day-to-day leadership to the Sales & Catering team and establishes clear expectations related to prospecting, lead management, client communication, contracting, event planning, revenue performance, and internal handoff processes. The Director is accountable for ensuring the team operates consistently, efficiently, and in alignment with the operational capabilities and financial goals of the District. The role reports to the General Manager and works closely with Food & Beverage, Culinary, Operations, Finance, Human Resources, Marketing, and key internal and external partners to ensure client commitments are effectively communicated and successfully executed from initial inquiry through post-event follow-up.

Requirements

Bachelor’s degree in Hospitality, Business, Marketing, Communications, or related field preferred.
7–10+ years of progressive experience in catering sales, hospitality sales, event sales, or venue sales.
Proven success leading hospitality, catering, event, or venue sales functions with responsibility for revenue generation, client relationships, team leadership, and cross-functional event execution.
Strong leadership experience including hiring, coaching, training, performance management, and establishing accountability measures for a professional sales team.
Expertise in developing high-value corporate, catering, and event business.
High proficiency with CRM, catering/event management, Microsoft Office, and sales reporting systems; Tripleseat experience preferred.
Exceptional communication, presentation, financial analysis, organizational, and relationship-management skills.
Ability to work a flexible schedule based on business needs, including occasional evenings, weekends, holidays, and event days.

Nice To Haves

Tripleseat experience preferred.

Responsibilities

Develop and execute the annual Sales & Catering strategy for AT&T Discovery District, including revenue goals, new business development, client retention, pricing strategies, catering packages, and sales initiatives.
Establish clear departmental goals, performance expectations, priorities, and accountability measures for the Sales & Catering team.
Provide clear and consistent leadership to the Sales & Catering team by defining individual responsibilities, communicating departmental priorities, monitoring performance, and holding team members accountable for established processes and results.
Recruit, hire, train, coach, mentor, and manage the performance of Sales & Catering team members through regular individual and team meetings, performance feedback, and professional development.
Establish and maintain consistent processes for lead assignment, prospecting, follow-up, pipeline management, client communication, contracting, and event handoff.
Monitor the sales pipeline and individual and team activity to ensure leads are actively managed, follow-up occurs timely, and business opportunities are appropriately advanced.
Analyze sales performance, booking trends, pace, conversion, revenue opportunities, and other key performance indicators to identify risks and opportunities and adjust sales strategies accordingly.
Prepare and communicate regular sales forecasts, pipeline updates, revenue performance reports, and departmental priorities to the General Manager and other senior leaders.
Ensure accurate and timely use of approved sales and event-management systems, including the consistent maintenance of client information, event details, activity notes, proposals, contracts, BEOs, and other required documentation.
Maintain oversight of BEO development and event details to ensure client commitments are accurately documented and communicated to Culinary, Food & Beverage, Operations, Finance, and other affected departments before execution.
Establish clear internal communication and handoff procedures between Sales, Culinary, Food & Beverage, Operations, and other departments to support successful event execution.
Partner with Culinary and Food & Beverage leadership on menu development, pricing, tastings, event feasibility, service expectations, and other catering-related initiatives.
Develop and maintain strong relationships with corporate clients, event planners, community partners, AT&T stakeholders, and other business partners to support repeat business and new revenue opportunities.
Identify and pursue new corporate, social, catering, and event business appropriate for AT&T Discovery District.
Develop sales initiatives such as client site visits, tastings, showcases, networking opportunities, and targeted outreach designed to generate new and repeat business.
Serve as the senior Sales & Catering point of escalation for significant client concerns and partner with operational leadership to resolve issues appropriately.
Review event outcomes and client feedback to identify service trends, operational opportunities, and opportunities for repeat or expanded business.
Partner with Finance and operational leadership to ensure sales commitments support established profitability expectations and appropriate financial controls.
Participate in leadership meetings, event meetings, pre-conferences, client meetings, and other operational planning meetings as appropriate.
Support onsite events as business needs require, particularly for high-profile, complex, or strategically important events.
Ensure departmental practices comply with Legends policies, procedures, and applicable workplace expectations.
Perform other duties as assigned based on the operational and business needs of AT&T Discovery District.