Director of Catering Sales

The Director of Catering Sales leads all revenue-generating event sales efforts for private events, banquets, golf outings, weddings, corporate meetings, and social functions at Somerby Club. The role is accountable for prospecting, booking, and retaining event business while collaborating cross-functionally to ensure operational excellence and financial performance.

Success in this role is defined by exceeding revenue targets, maintaining strong client and member relationships, and consistently delivering high-touch hospitality experiences aligned with club standards. The position directly supports the club’s long-term financial health, brand positioning, and membership engagement strategy.

• Develop and execute comprehensive annual and quarterly sales strategies to meet or exceed established event revenue targets and key performance indicators.
• Maintain an active, measurable sales pipeline with accurate forecasting and reporting.
• Monitor market conditions, competitive positioning, and pricing strategies to optimize profitability.
• Generate sustainable non-dues revenue growth aligned with the club’s financial objectives.

The Director of Catering Sales maintains full ownership and accountability for prospecting, contracting, and financial performance of private and external revenue-generating events.

• Prospect, solicit, and close business for weddings, golf tournaments, corporate meetings, charity events, social functions, holiday parties, and other private events.
• Conduct professional site tours, tastings, and presentations that effectively showcase the club’s facilities and services.
• Prepare proposals, negotiate contracts, and develop detailed Banquet Event Orders (BEOs).
• Structure pricing, menus, and packages in collaboration with Food & Beverage leadership to maximize profitability.
• Oversee the client lifecycle from inquiry through post-event follow-up to drive repeat business and referrals.
• Ensure all contracted events align with club service standards and financial performance expectations.
• The Director is directly accountable for revenue production, margin performance, and booking pace for these events.

For club-hosted events such as Easter brunch, Mother’s Day, holiday buffets, themed member events, and similar programming, operational leadership resides with Club Operations and Food & Beverage leadership.

The Director of Catering Sales provides strategic and financial support by:

• Assisting with pricing strategy and revenue forecasting.
• Supporting reservation pacing, capacity planning, and revenue optimization.
• Collaborating on promotional positioning to maximize attendance and financial performance.
• Providing analytical insight into event profitability and performance trends.

The Director does not serve as the operational execution lead for club-hosted events but contributes to revenue strategy and financial oversight while providing support for specific club events.

The Director of Catering Sales serves as the strategic revenue driver for all private events at the club. Success in this role is measured by consistent achievement of revenue targets, strong client retention, operational collaboration, and contribution to membership growth initiatives. The position requires a high-performing sales professional who can balance consultative selling with disciplined execution. This role is integral to maximizing non-dues revenue while strengthening the club’s brand and member experience.

Knowledge

• Comprehensive understanding of event sales strategy, prospecting methodology, revenue optimization, and closing techniques within luxury hospitality environments (private clubs, high-end hotels, resorts, exclusive venues).
• Strong knowledge of private club operations, including member-hosted events, golf tournaments/outings, weddings, corporate functions, galas, and non-dues revenue generation.
• Advanced understanding of food and beverage trends, menu engineering, pricing strategy, banquet logistics, and event profitability…