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Director of Catering

4 months ago

Sacramento, California, United States Hilton Sacramento Arden West Full time

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.

Essential Functions

Business Results

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.

Assists Revenue Management and the Director of Sales & Marketing 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 Cluster 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 Cluster 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 Cluster 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.

Leadership

Applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

  • Holds self and others accountable for achieving results.
  • Makes suggestions for increasing the effectiveness of change.
  • Addresses conflict in a timely manner.
  • Makes decisions, including employees/team and commits to a course of action with available information.

Conducts disciplinary action as required

Building Relationships

Eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.

Conducts one on one meetings with Catering Sales Managers and Convention Services to ensure their ongoing development

Manages lead processes for to ensure prompt and thorough response to inquiries

Promotes and tracks lead referrals from NSOs, and Scout leads

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.
  • Seldom pulls rank or tries to overpower others.
  • 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.
Managing Work Execution

Proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.

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

Completes ROIs on new projects/ expenditures not forecasted

Manages completion of new projects as they arise

Audits Delphi and creates follow-up action plans as needed

  • 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.

Generating Talent

....Proactively identifies and develops talent within the organization

Hires the best people available from inside and outside Hilton Hotels. Hires for talent, diversity and balance of skills. Supports Hilton 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.

Uses all available on the job training tools for employees; implements and manages training initiatives and conducts training when appropriate; ensures self and direct reports have completed appropriate Hilton University training classes.

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.

Organizational Learner

Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area

Enlivens the Blue Energy within the Sales Department and the hotel

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 learnings, 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.

Experience

  • 6+ years of sales experience in the hospitality industry
  • Proven track record of a consistent ability to exceed sales goals
  • Previous sales leadership experience preferred
  • Experience training, developing, coaching and retaining effective managers.
  • Food and Beverage service knowledge essential.
  • Experience in successfully developing and executing creative ways to improve financial results, while focusing on the basic's of the sales process such as client relations, account follow-up, closing, etc.
  • Proven skills as an industry leader to lead and motivate a strong, dynamic team.

Knowledge and Skills

Excellent verbal and written English communication skills Possesses excellent selling skills and understanding of sales processes.

Has demonstrated ability to develop and implement successful sales strategies.

Develops and manages a budget to meet business objectives.

Identifies and communicates catering revenue and profit opportunities.

Has solid understanding of brand strategies and cultures.

Has demonstrated familiarity with contractual agreements.

Understands revenue management functions and account profitability.

Has demonstrated leadership skills.

Has demonstrated ability to coach and develop the team.

Provides a productive work environment.

Possesses excellent communication and presentation skills.

Possesses effective listening skills.

Has demonstrated customer development and relationship management skills.

Accurately sets account/revenue goals.

Works effectively with salespeople at all levels.

Has excellent food and beverage knowledge.

Is very knowledgeable of food trends, food and beverage composition and menu planning. Is able to guide team to creative catering solutions for customers.

Has demonstrated ability to develop and implement catering sales marketing plans.

Manages a culturally diverse work environment.

  • Ability to travel on sales trips out of town for multiple nights as event schedule and business opportunities dictate
  • Computer literate in MS Word, Excel and PowerPoint
  • Computer literate with Delphi preferred

PHYSICAL DEMANDS

Frequent walking, standing, sitting, hearing, talking, smiling. Lifting of objects weighing up to ten (10) pounds.

Source: Hospitality Online