Director of Sales, Catering and Events

Summary

The Director of Sales, Catering and Events supports the Sales & Marketing team in driving catering and social-event revenue for the hotel. This role focuses on selling and detailing high-value weddings, social galas, anniversaries, corporate meetings, and incentive groups.

Key Responsibilities

Revenue Generation & Sales

• Achieve quarterly and annual catering revenue goals (individual and team).
• Prospect and close new business through site inspections, FAM trips, client entertaining, and industry events.
• Maintain a robust pipeline in Delphi/Opera Sales & Catering (minimum 3× goal).
• Negotiate contracts, menus, and BEOs within approved pricing guidelines.
• Upsell ancillary revenue (AV, décor, specialty linens, off-site experiences).
  
  

Client Relationship Management

• Serve as primary point of contact for assigned accounts.
• Conduct creative menu presentations and tastings.
• Build lasting relationships with wedding planners, corporate meeting planners, and social influencers.
  
  

Operational & Event Execution

• Create and distribute accurate Banquet Event Orders (BEOs) 14 days prior to event.
• Lead weekly BEO review meetings with Banquet, Culinary, and AV teams.
• Attend and oversee critical events (wedding ceremonies, high-profile galas).
• Conduct post-event debriefs and secure testimonials/referrals.
  
  

Team Leadership & Development

• Supervise and mentor Catering Sales Managers and Coordinators.
• Conduct ride-along site tours and joint sales calls for training.
• Assist in annual performance reviews and goal setting.
  
  

Administrative & Financial

• Forecast catering revenue monthly with 95%+ accuracy.
• Manage department expenses within budget (client gifts, FAMs, trade shows).
• Ensure all contracts comply with hotel legal and insurance standards.
• Process final bills and collect deposits per payment schedule.
• Bachelor’s degree in Hospitality Management, Business, or related field (preferred).
• 5+ years progressive catering/social events sales experience in upscale or luxury hotels
• Advanced user of Delphi.fdc, Cendyn, or similar sales & catering systems.