Compensation

Tipped/Service Charge Eligible? No

Discretionary Performance Bonus Eligible? Yes

Overview

Provide strategic leadership for the Catering Sales team to drive revenue, maximize profitability, and deliver exceptional client experience. Responsible for developing and executing sales strategies, building strong client relationships, and ensuring catering events meet hotel standards and financial goals.

Essential Duties and Responsibilities

• Lead, mentor, and manage the Catering Sales team, including recruiting, training, coaching, and performance management.
• Develop and implement strategies to achieve or exceed catering revenue goals, with a strong focus on forecasting, budgeting, and optimizing catering mix.
• Maximize profitability through effective yield management, evaluation of business opportunities, and optimization of catering mix and room rental contributions.
• Build and maintain strong client relationships, ensuring repeat and referral business by consistently delivering exceptional service and experiences.
• Partner with culinary and operations teams to create innovative, customized menus and event solutions that meet client needs while maximizing revenue.
• Oversee contracted services to ensure proper contribution to profits.
• Monitor catering sales performance, coach team members toward success, and maintain ongoing training programs.
• Collaborate with Marketing to develop targeted strategies for catering business generation.
• Identify and analyze market trends, competitive offerings, and client feedback to adjust strategies and maintain a competitive edge.
• Represent the hotel in industry organizations, community/civic activities, trade shows, and client events to build brand presence and generate leads.
• Ensure consistent use of hotel sales system to track activity, maintain accountability.
• Active participation in professional and industry organizations.
• Perform other job-related duties as assigned.

Qualifications and Skills

• Minimum 5 years of progressive leadership experience in Catering Sales at a comparable size and quality hotel or resort.
• Proven track record of driving catering revenues, managing client relationships, and leading high-performing teams.
• Strong financial acumen with expertise in forecasting, budgeting, and revenue/yield management.
• In-depth knowledge of catering sales processes, including contracting, event planning, and execution.
• Exceptional leadership and team development skills, with the ability to motivate, coach, and inspire.
• Excellent relationship management skills, with a history of building long-term partnerships with clients and stakeholders.
• Skilled in negotiating, closing sales, and creating tailored solutions for diverse market segments.
• Proficient in Microsoft and hotel sales and event systems.
• Knowledge of hotel operations, including sales, marketing, revenue management, and service standards.
• Outstanding communication and presentation skills, with the ability to adapt style for different audiences.
• Strong organizational and problem-solving skills with the ability to perform under pressure and meet deadlines.
• Effective verbal and written communication skills. Ability to adapt communication style to suit different audiences, such as effectively communicating with supervisors, coworkers, public etc.

Benefits

HEI Hotels and Resorts is committed to providing a comprehensive benefit program that offers you choices for your physical, mental and financial wellness, creating value in your most important investment - you!

For your physical and mental wellness we offer competitive Medical and Dental programs through Anthem Blue Cross Blue Shield as well as Vision insurance programs through EyeMed. Our Vacation, Sick and Holiday programs are available for you to rejuvenate with time off. HEI also provides pet insurance through the ASPCA. For your financial wellness, HEI provides a wide array of coverage, including Supplemental, Spousal and Child Life insurance as well as Short and Long-Term Disability plans. Our 401(k) Savings Plan with matching funds, and discounts through our 'YouDecide' and Hotel Room Discount programs provide additional incentives for choosing HEI as the employer of your future. Specific details and eligibility of these programs vary by location and employment status.