Business Unit:
Evolution Hospitality

Title:
Director of Catering

Location:
Hilton Mission Valley

City:
San Diego

Metro Area:
San Diego

State:
CA

Postal Code:
92108

Functional Area:
Sales & Marketing

Requisition Number:
342877

First Open Date:
01/31/2013

Post Date:
01/31/2013

Description:
position overview
The Director of Catering is responsible for the execution of sales strategies to maximize hotel profitability while maintaining customer satisfaction

measures of performance

competency areas % of time competency measures
Driving sales 65% • Develops and implements effective sales strategies to maximize revenue generation
• Creates and manages Annual Strategic Plan
• Achieves or exceeds sales goals and hotel budgets
• Manages lead sources to ensure quantity and quality of leads
• Seeks new customers for continued catering revenue generation
• Handle a market and conducts sales calls to key accounts or major prospects
• Monitors sales activities/performance to ensure revenue goals meet or exceed established plan and accurately reports variances/projections to management
• Weighs the value of each piece of business against hotel and Evolution Hospitality objectives
• Uses corporate sales, revenue management and food & beverage resources to help make informed decisions and maximize revenue
• Analyzes trends and patterns in relation to pricing and adjusts strategy as appropriate
• Actively participates in daily Revmax process and weekly catering sale meeting
• Analyzes and studies the competition to maintain competitiveness
• Develops and maintains positive relationships with peers, competitors and brand partners
• Adjusts strategy based on competitive market and market segment knowledge











Building and inspiring a great team 20% • Creates revenue generation and sales activity expectations
• Leads team through managing processes and holds people accountable for the agreed upon activities and timelines
• Maintains effective communication, giving direction, support, timely feedback and recognition of performance
• Communicates with team to keep them informed of hotel, regional and corporate initiatives
• Provides support and coaching for team members to drive high levels of performance, job satisfaction and personal growth
• Conducts monthly (at minimum) RAP sessions with Sales and Catering Managers; reviews progress towards goals and coaches toward successful achievement of goals and career growth
• Celebrate individual and team success “wildly”



Use of tools & processes 10% • Participates in budgeting, forecasting and managing expenses to achieve company expectations
• Establishes team and individual sales goals
• Forecasts catering food and beverage hotel revenues
• Ensures adherence to Evolution Hospitality Signature Sales Standards
• Ensures timely reporting of all incentive sales results and programs
• Approves and negotiates contracts according to established procedures
• Ensures that catering team is effectively using the Sales Tools available (Delphi, Zoominfo, HIS Reader Boards, etc.)
• Finds opportunities to increase profitability


Building a systemic service culture


5% • Promotes hotel through personal involvement in community and business networking organizations
• Develops and maintains relationships with key clients, organizations, and brand partners in order to maximize catering food & beverage sales and customer service
• Responds in timely manner to customer issues and resolves complaints







commitments

I have read and reviewed a copy of the job description and fully understand my responsibilities and duties. I also understand that nothing in this job description restricts the company’s right to assign and reassign duties and responsibilities to this job at any time.

Reviewed by and date:
Associate name:
Associate signature:








supervisory responsibilities
This position directly supervises Catering Managers and support staff. Carries out supervisory responsibilities in accordance with Evolution’s policies and applicable laws. Responsibilities include interviewing, hiring and training associates; planning, assigning, and directing work; evaluating performance; rewarding and disciplining associates; addressing complaints and resolving problems


qualifications & experience
Education:
• Any combination of education and experience equivalent to graduation from a college or any other combination of education, training or experience that provides the knowledge, skills and abilities required to perform the Director of Catering job duties
Knowledge/Skills:
• Must be computer literate; have experience using Internet Explorer, Delphi, Microsoft Office
• Ability to be assertive and persuasive without being aggressive
• Excellent communicator with strong written and verbal communication skills
• Track record of developing long term relationships and contacts
• Ability to quickly evaluate alternatives and decide on a plan of action
• Organizational skills including follow up, time management, ability to multi-task and manage multiple priorities in a fast-paced environment
• Skills for problem-solving, analysis and effective decision-making
• Skills for negotiation and interpretation of contracts
• Strong interpersonal communication and networking skills
• Ability to effectively present information in one-on-one and group situations to customers, clients, and other employees of the organization
• Ability to comprehend and use technical or professional language, either written or spoken, to communicate complex ideas
• Ability to use arithmetic to forecast sales and interpret/analyze results to plan and conduct budgetary analysis
• Extensive knowledge of sales skills, revenue management, recruitment, supervision, training and motivation of managers
• Delphi experience is strongly preferred

Work Experience
• A minimum of 3 years of experience as a Catering Manager with a proven track record of success
• A minimum of 2 years of experience managing or leading a sales team
• Demonstrated ability to understand customer requirements and translate into sales solutions
• Track record of leading and inspiring teams to meet or exceed sales goals

Work Approach Attributes
• Demonstrates vertical flexibility
• Uses an analytical approach
• Portrays a genuine style
• Strategically proactive

Working Environment
• Fast paced, collaborative, high energy
• Private office, open cubicle or remote
• High touch both by phone, electronic and in person



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