Director of Clubs & Catering Chase Center

Job Summary

The Group Sales Director will be responsible for managing the overall event sales lifecycle of catering events at the location to meet and exceed established annual sales revenue goals.

[Internal] The Group Sales Director is responsible for:

· Functions as the business leader of the locations’ catering sales department managing the locations’ reactive catering
sales efforts in an effort to jointly secure and maximize catering sales revenue.
· Ensure smooth transition and communication with location Partner teams to execute positive client experience.
· Partnering with location leadership to identify opportunities to grow revenue via sales trends, strategic menu
development, and creative, new opportunities to expand catering revenue opportunities.

[External] The Group Sales Director is responsible for:

· Functions as the business leader of the locations’ sales department and manages the locations’ reactive and proactive
catering sales efforts through the development of a strategic group sales and marketing sales plan.
· Generates new business opportunities and organic growth by developing strategic relationships and driving customer
satisfaction. Customarily engages in sales activities outside your location for the purposes of increasing sales revenue.
· Manage and direct all location related event logistics, including managing the events calendar, conducting site visits, and acting as primary point of contact for clients.
 

Responsibilities

Sales Strategy

· Work closely with the building partner to identify win-win opportunities and areas for collaboration.
· Leads and manages the development of strategic sales initiatives.
· Completion of annual group sales review to identify strengths and opportunities for the future.
· Completion of annual competitor analysis within the market and working with location Partner to optimize menu offerings, as needed.
· Completion of annual lost business analysis to investigate areas of opportunities resulting in increased secured business.
· Ability to analyze sales trends, client’s needs, and wants to enhance overall event experience.
· Proactively engaging in networking and other lead generation activities.
· Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the location partner.

Sales Processes

· Functions as onsite leader for the sales department growing and mentoring direct reports, where applicable, and actively creates a positive work environment for team members.
· Attending Management Meetings and partnering with all management stakeholders to ensure the timely fulfillment of group sales contracts.
· Manages event communication to appropriate stakeholders including, but not limited to, event files for use by operations, schedule of events, and final BEOs.
· Facilitating weekly BEO meetings with operations and culinary to ensure everyone is aligned on event expectations.
· Collects end of night feedback from operations team to include in event recap documentation.
· Maintaining CRM system of current and future potential clients.
· Completing maintenance and clean-up of processes in the infor/Reserve system.
· Inspecting event setups to ensure they match the banquet event order.
· Other duties as assigned

Operations & Administrative

· Functions as onsite leader for the sales department growing and mentoring direct reports, where applicable, and actively creates a positive work environment for team members.
· Attending Management Meetings and partnering with all management stakeholders to ensure the timely fulfillment of group sales contracts.
· Manages event communication to appropriate stakeholders including, but not limited to, event files for use by operations, schedule of events, and final BEOs.
· Facilitating weekly BEO meetings with operations and culinary to ensure everyone is aligned on event expectations.
· Collects end of night feedback from operations team to include in event recap documentation.
· Maintaining CRM system of current and future potential clients.
· Completing maintenance and clean-up of processes in the infor/Reserve system.
· Inspecting event setups to ensure they match the banquet event order.
· Other duties as assigned

Requirements

· Measures delivery against client and consumer expectations, drives improvements. 
· Develops strong, healthy relationships with clients and consumers; collaborates to make decisions and be a trusted partner. 
· Pre-empts client and consumer requirements by developing improvements (‘is able to lead and not just follow’). 
· Works with stakeholders to understand their view of the current service and deliver improvements. 
· Contributes to sales activity for existing or new clients (e.g. supporting proposals, bids, presentations). 
· Develops, implements and supports a retention strategy for a specific client. 
· Works in partnership with the Compass Strategic Alliance Group to manage the contract retention process.
· Establishes clear accountabilities, targets and standards in the team. 
· Manages workforce planning to build capability and optimize performance. 
· Spots and develops internal and external talent; supports individuals to realize their potential. 
· Plans and manages development activity for the wider team. 
· Leads team working and recognition activity to build team spirit and highlight success. 
· Personally role models learning and development by continually seeking to grow and improve. 
· Ups the pace; maintains drive and energy to keep the team going.
· Uses an understanding of the organization to build collaboration and consensus. 
· Uses an understanding of other perspectives to plan and deliver effective communication. 
· Measures delivery against client and consumer expectations, drives improvements. 
· Develops strong, healthy relationships with clients and consumers; collaborates to make decisions and be a trusted partner. 
· Pre-empts client and consumer requirements by developing improvements (‘is able to lead and not just follow’). 
· Works with stakeholders to understand their view of the current service and deliver improvements. 
· Contributes to sales activity for existing or new clients (e.g. supporting proposals, bids, presentations). 
· Develops, implements and supports a retention strategy for a specific client. 
· Works in partnership with the Compass Strategic Alliance Group to manage the contract retention process.
· Establishes clear accountabilities, targets and standards in the team. 
· Manages workforce planning to build capability and optimize performance. 
· Spots and develops internal and external talent; supports individuals to realize their potential. 
· Plans and manages development activity for the wider team. 
· Leads team working and recognition activity to build team spirit and highlight success. 
· Personally role models learning and development by continually seeking to grow and improve. 
· Ups the pace; maintains drive and energy to keep the team going.
· Uses an understanding of the organization to build collaboration and consensus. 
· Uses an understanding of other perspectives to plan and deliver effective communication.