Director of Catering

POSITION SUMMARY

The Director of Catering is responsible for planning, directing, and managing the sales and operational efforts of the Banquet and Catering Department of the hotel to ensure exceptional service delivery, customer satisfaction, and revenue growth. The Director will oversee all aspects of catering sales, from lead generation and client engagement to event execution and post‑event follow‑up. Utilizing advanced prospecting skills, market insight, and a strong business sense, the Director consistently identifies new opportunities, builds lasting client relationships, and drives performance to exceed catering revenue goals.

A deep understanding of event logistics, food and beverage operations, and hospitality standards is essential to ensure seamless coordination and memorable guest experiences.

• Oversees all day‑to‑day operations for the Banquet/Catering sales effort.

• Creates and maintains an office environment conducive to effective selling and customer advocacy.

• Participates in the development and management of the Banquet/Catering sales revenue and operating budgets.

• Effectively develops and manages relationships with key stakeholders, both internal and external.

• Assist the Director of Sales to analyze market information through Delphi and implement catering strategy to achieve the hotel’s financial catering goals.

• Assists Revenue Management and the Group Sales Manager with completing accurate projections.

• Develops, implements, and sustains a high impact solicitation program focused on increasing local catering business.

• Works with the 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 and prospecting calls 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 Banquet/Catering goals and objectives with Director of Sales (DOS), utilizing goal‑setting models and market knowledge. Ensures strategies and tactics are in place to achieve RPOGR (revenue per occupied group room) goals.

• Establishes Banquet/Catering booking guidelines with the DOS, based on historical data and forecasts to maximize revenue.

• Reviews Banquet/Catering pace reports with DOS and reforecast weekly 30/60/90‑Day Budget with the DOS and the Director of Revenue Management.

• Evaluates new and incremental business opportunities/promotions to maximize revenue for the hotel.

• Completes Banquet/Catering Sales Activity Critiques (weekly/monthly/quarterly) with information that explains productivity, provides insights into opportunities and threats, and updates the stakeholders with market news.

• Continuously looks for ways to improve guest experience at all touchpoints in the banquet and catering experience.

• Works closely with the chef and culinary team on developing the working menu and ways to improve food presentations, execution, service and average checks.

• Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty, and lead to increased market share.

• 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.

• Utilizes Delphi or other hotel system to capture and manage customer information on a daily basis.

• Manages lead processes to ensure prompt and thorough response to inquiries.

• Promotes and tracks lead referrals from NSOs, and Scout leads.

• Administers Banquet/Catering Sales Smart Goals.

• Attends Morning, Daily BEO and Departmental Meetings, representing Catering and Convention Services.

• Approves Local Catering space releases in accordance with the stated policies.

• Completes ROIs on new projects/expenditures…