Director of Sales Catering and Events

The Director of Sales, Catering & Events is responsible for driving catering and social event revenue growth while supporting the overall Sales & Marketing strategy of the hotel. This leadership role oversees the strategic sales approach for high-value weddings, social celebrations, corporate meetings, incentive groups, and signature events, with a focus on maximizing revenue, strengthening client relationships, and delivering exceptional guest experiences.

The position partners closely with Sales, Marketing, Revenue Management, Culinary, Banquets, and Operations teams to develop profitable business opportunities, optimize event performance, and ensure seamless execution from initial inquiry through post-event follow-up.

Achieve and exceed quarterly and annual catering revenue targets through proactive sales strategies and effective account management.

Develop and execute a comprehensive catering sales plan to increase market share, attract new business, and maximize revenue opportunities.

Generate new business through targeted prospecting, networking, client entertainment, site inspections, FAM trips, industry events, and strategic partnerships.

Maintain an active sales pipeline within Delphi, Opera Sales & Catering, or equivalent systems at a minimum of three times the assigned revenue goal.

Lead negotiations for contracts, menus, pricing, and event details while protecting profitability and adhering to approved commercial guidelines.

Identify and maximize ancillary revenue opportunities including audiovisual services, d cor, specialty linens, entertainment, and experiential offerings.

Analyze market trends, competitor activity, and customer feedback to identify opportunities for growth.

Serve as the strategic point of contact for key accounts, ensuring exceptional service delivery and long-term relationship development.

Cultivate strong partnerships with wedding planners, corporate meeting professionals, incentive houses, event agencies, social influencers, and luxury clientele.

Lead creative menu consultations, event concept discussions, tastings, and customized proposal presentations.

Build client loyalty through proactive communication, personalized service, and consistent follow-through.

Secure repeat business, referrals, testimonials, and brand advocacy following successful events.

Ensure accurate and timely preparation and distribution of Banquet Event Orders (BEOs), ideally a minimum of 14 days prior to event execution.

Facilitate weekly BEO review meetings with Banquets, Culinary, Engineering, IT, and operational stakeholders to ensure alignment and flawless delivery.

Provide leadership and oversight during critical events, including luxury weddings, VIP functions, corporate galas, and high-profile social occasions.

Conduct post-event reviews to evaluate performance, identify improvements, and enhance future guest experiences.

Ensure all events reflect the hotel s brand standards and commitment to exceptional service.

Exceptional consultative selling, negotiation, presentation, and closing abilities.

Proven ability to develop and execute strategic sales plans in a luxury hospitality environment.

Strong knowledge of food and beverage operations, menu engineering, event design, and banquet execution.

Advanced financial understanding including forecasting, budgeting, profitability analysis, P&L review, attrition, and damages management.

Excellent organizational skills with the ability to manage 50+ active event opportunities and priorities simultaneously.

Outstanding communication skills with the ability to influence executives, high-net-worth clients, planners, and internal…