Director of Sales

2 weeks ago

Walnut Creek, United States Pinstripes Full time

DIRECTOR OF SALES

The Director of Sales is the Leader of a specific Pinstripes location; helps motivate, mentor, and develop their team to reach their highest potential in event and catering sales.


Event & Catering Sales Growth:


Sales Strategy

  • Owns the Quarterly Event and Catering Sales Strategy set by Company Leadership
  • Effectively communicate the strategy progress and results to Leadership

Business

  • Drive new business
  • Build return business
  • Distribute incoming event and catering leads to appropriate team members
  • Motivate and encourage team to refer event/catering business
  • Be Creative in Selling when it is Beneficial for the Venue
  • Educate team on conversion and develop team members to reach and maintain conversion of 69% or higher

Event & Catering Packages and Options

  • Understand all Event & Catering Packages and Options
  • Exhibit the ability to Sell these Packages and Options
  • Marketing & Promotions
  • Utilizes the Marketing Tools to gain leads
  • Utilizes current promotions to close business
  • Be Creative in bringing new marketing ideas
  • Add input on monthly local Store Marketing calls
  • Team Market Focus
  • Understand competitors and how to win against them
  • Stay on top of market trends
  • Stay connected with community and top decision makers in market
  • Ability to perform through Market Research
  • Guest Engagement
  • Manage the team to maintain a guest-centered focus
  • Positively interact with guests to create repeat business
  • Fully solve negative guest experiences
  • Be involved with VIP guests as necessary
  • Relationship with Venue Leaders
  • Work seamlessly with General Manager and Executive Chef
  • Reporting
  • Ensure that Sales Reporting is accurate, and understand individual and team sales numbers
  • Be in Tune with Sales Budgets for the Fiscal Year
  • Understand the key KPI reports


Coaching & Team Development:


Team Growth

  • Understand sales team’s goals and career path
  • Understand sales team’s strengths and areas of opportunity
  • Perform sales team one on one conversations
  • Perform sales team personal evaluations
  • Own the continued education training program
  • Sales Manager and Catering Sales Manager Training Program
  • Own the initial sales team training program and hold team accountable to their potential
  • Assist with onboarding new sales team members
  • Assist with recruiting process when needed


Uphold Systems & SOPs


  • Selling Packages and Space
  • Ensure that Explanations and Descriptions are accurate
  • Ensure that the Sales Team is Maximizing the Space
  • Obtaining BEO Details within Appropriate Time Frame
  • Ensure that BEOs are detailed by their deadline
  • BEO Details with Correct Execution Information
  • Ensure BEOs make sense operationally
  • Apply room capacities, floor plans, etc.
  • BEO Details with Correct Financial Information
  • Apply room minimums, financial charges, etc.
  • Maintain Direct Billing clients, and ensure timely payment
  • Execution of the “Pass Off”
  • Ensure that all events are greeted by a member of the sales team
  • Ensure all guest concerns are fully addressed
  • FOH & BOH Execution of SOPs
  • Check room set ups, food presentation, service timing
  • Balancing Event Financials
  • Ensure that your assigned event financials are correctly balanced


Requirements:


  • Previous High-Volume Sales Experience (5+ Years) preferably in hospitality, restaurant, and/or entertainment venue
  • Previous Director Level Experience (2+ Years)
  • Ability to motivate others
  • Ability to create a positive culture
  • Demonstrates deep knowledge of the location market
  • Capable of managing multiple projects simultaneously while remaining calm under pressure
  • Extremely Organized and Efficient
  • Flexible in approach, can readily adopt to business and team needs and changes
  • Excellent Computer Skills (Microsoft Word, Excel, Gmail)
  • Previous CRM usage preferred
  • Excellent Communication and Leadership Skills


Benefits:

  • Competitive Base Salary + Commission Structure
  • Bonus Program
  • Stocks in a Growing Company
  • 401K Program
  • Health Insurance Options
  • Personal Time Off

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