Area Director of Catering Sales ~ Crowne Plaza Crystal City and Holiday Inn National Airport

Responsibilities

• Sales/Revenue Maximization:   Responsible for achieving catering revenue goals through food, beverage, room rental and audio visual sales by proactive sales calls, maximizing space potential and maximizing food and beverage minimums. Consistently pursues up-selling opportunities to maximize revenue potential.  Achieves business revenue goals by developing, building and maintaining excellent client relationships through community involvement, local visitors’ bureau, bridal organizations, charity events and cultivating client database. Uses expertise to advise and implement changes to catering operations based on sales and client comments.
 
• Cost Control:  Responsible for management of catering expenses to maximize hotel profitability. Responsible for effective labor management through proper scheduling, monitoring, and adjusting based on business needs.  Follows B. F. Saul Company Hospitality Group procurement guidelines and applies good business judgment.  Assists with the preparation and management of the department budget.  Manages and maintains company assets to stay within budget guidelines and prolong the life of company resources.  
 
• People Management:  Responsible for interviewing, hiring, coaching, discipline and development of all catering sales employees.  Evaluates staff performance and takes appropriate corrective action as needed to hold employees accountable.  Motivates staff by setting goals, providing ongoing feedback, and rewarding/recognizing employees. 
 
• Guest Service:  Accountable for client satisfaction by ensuring catering service standards are met and clients’ needs are responded to in a timely manner.   Ensures effective communication of client needs from catering to appropriate operational departments.  Resolves clients’ complaints and concerns in courteous and friendly manner, focuses on service recovery when applicable.  Works side by side with staff to train and model appropriate guest service standards.  
 
• Technical Acumen:  Responsible for utilizing sales and catering tools/systems to accurately identify, report, forecast and communicate sales data.  Ensures integrity of sales data by documenting information in Delphi on a daily basis.  Utilizes sales tools, and other market intelligence.
 
• Training:  Responsible for ongoing training of all catering employees and ensuring training records are maintained.  Analyzes quality issues, identifies training needs and ensures implementation to improve results.  Utilizes available resources and adheres to B. F. Saul Company Hospitality Group training policies.  Ensures all B. F. Saul Company Hospitality Group, brand, and department specific training requirements are met.  
 
• Safety/Risk Management:  Support catering operations to maintain standards per B. F. Saul Company Hospitality Group, brand, local, state and federal regulations.   Ensures a clean and safe work environment, and follows all B. F. Saul Company Hospitality Group procedures for guest/employee incidents. 
 
• Self/Workload Management:  Responsible for effective self/workload management.  Demonstrates clear written and verbal communication skills.  Promotes collaboration and positive, professional work environment.  Attends all daily, weekly and/or monthly department/hotel meetings to ensure proper communication and proactive planning. Adheres to all B. F. Saul Company Hospitality Group Standard Operating Procedures.

Qualifications

• Education: High school diploma or GED required.  College degree or equivalent experience required.  Membership in catering and event organizations such as NACE and/or MPI is desired. Basic Microsoft Office and  Delphi experience also desired.
 
• Experience/Knowledge/Skills/Abilities: 3+ three years of catering sales experience required with a minimum of 1 year managing direct reports preferred.  Heavy emphasis in sales with knowledge of food and beverage operations. Must be detail oriented, have ability to communicate well with all levels within and outside the organization, and be able to problem-solve with employees and guests.  Must be able to manage multiple priorities in a fast-paced environment.
 
• Physical Requirements: Ability to lift, push, and pull up to 20 pounds on an occasional basis.

Benefits:

Well-Being Benefits:
Health Insurance
Dental & Vision Insurance
Short & Long Term Disability
Vacation Policy
Incentive Eligible
 
Long Term Planning:
401(k) Retirement Program
Paid Life Insurance
Tuition Reimbursement
 
Team Member Programs:
Our Big 3 Mission Statement Leaders of the Month/Year
Annual Performance Appraisals and Wage Increase Opportunities
Annual Team Member Banquets
Annual Team Member Engagement Survey
Discounted Room Rates for Team Members, Family and Friends
Complimentary Parking
Weekly Payroll