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Director of Catering

Location: JW Marriott Savannah Plant Riverside District - Savannah, Georgia
Requisition Number: 5020
# of Openings: 1

Description

Summary: 

The Director  of Catering is responsible for overseeing Catering to optimize revenue opportunities for the property.  

 

Supervisory Responsibilities: 

  • Catering Sales and Event Service Managers

 

Direct Reports:

  • Catering Sales Manager
  • Event Service Manager

 

Essential Duties / Tasks / Responsibilities:

  1. Monitor catering revenue pace and lead the Team in meeting and exceeding budgeted revenues.
  2. Formulate and approve Team travel for the year related to hotel promotion for catering events & weddings.
  3. Work cooperatively between PR and Marketing to establish strategic goals for attaining budgets.
  4. Direct, organize and supervise departmental activities including, but not limited to prospecting and qualifying potential leads, soliciting viable leads, and preparing and presenting written proposals/contracts and oral presentations.
  5. Direct and develop team member’s performance to include, but not limited to, providing supervision and professional development, scheduling, coaching and counseling, timely evaluations, improving performance and delivering recognition and reward.
  6. Recruit, interview and on board new team members.
  7. Assist in compiling catering forecasts, collect and report sales data and manage the department budget. 
  8. Develop target lists and action plans for account solicitation, assist in assignment and distribution of leads and inquiries.
  9. Conduct property tours showcasing all hotel services available; entertain customers on property during site inspections, pre-planning trips, and program operation when appropriate. Complete required site forms to alert the hotel of site tours in advance.
  10. Direct maintenance of catering files, accounts and additional administrative duties.
  11. Participate in hotel executive committee meetings weekly.
  12. Develop and maintain relationships with competitive set and actively participate in community organizations and professional associations to maintain visibility and market share. 
  13. Excellent knowledge of the hotel's surroundings including the history, culture and points of interest.
  14. Qualify incoming leads, send proposals, contracts and addendums when needed to negotiate group business using marketing and sales resources.
  15. Negotiate meeting room rental, function space, and hotel services within approved booking guidelines.
  16. Establish method of payment, process initial deposit and/or begin the direct bill application process prior to turnover to Event Services Manager.
  17. Follow up on outstanding proposals and contracts to effectively close business.
  18. Process definite contracts and route information appropriately to the following Grand Performers using the turnover process: 1. Event Service Manager 2. Controller 
  19. Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets. 
  20. Analyze historical, current and future hotel performance to capture the maximum amount of revenue and meet/exceed his/her individual catering goals and catering budget.
  21. Maximize revenue by selling all facets of the hotel to include restaurant, spa, gallery and outlets.
  22. Manage account details so all pertinent aspects of solicitation and closing are complete and documented in required sales and catering system.
  23. Track monthly production towards quarterly catering goals set forth by management using required documentation. 
  24. Competently utilizes the required systems/equipment and platforms to effectively evaluate availability, profitability and track the progress of groups from proposal through execution.
  25. Maintain accurate, organized and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.).
  26. Participate in monthly Playbook meetings to develop promotions and collateral to assist with selling the properties. Effectively use Kessler branded collateral throughout the sales process.
  27. Conduct weekly department meeting to review catering pace, systems reports, company/department updates. 
  28. Actively participate in all sales/operational meetings to include National Sales Organization collaboration.
  29. Quarterly travel is required to attend customer events, conduct outside sales calls and participate in trade shows.
  30. Develop and maintain a working relationship with national franchised brands.
  31. Knowledge of all Kessler Collection hotels to effectively cross-sell. 
  32. Complete required reporting and documentation.
  33. Use logic, integrity and sound judgment when making business decisions by considering the big picture, operational needs and impact on other departments. 
  34. Participate in weekly staff and group resume and EO meetings with operations.
  35. Conduct monthly one on one’s with team members to provide support, leadership and direction.
  36. Perform other duties assigned to meet business needs.
  37. Conduct daily business review meeting with catering team to review current prospects, site tours, and previous day’s business activity.

 

Experience / Education / Certifications:

  1. Bachelor’s degree - preferred
  2. Hospitality or related industry experience - required
  3. Previous revenue management and sales experience – required
  4. Valid Driver’s License – required
  5. Knowledgeable of Top-Accounts for the Hotel - preferred

 




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