Complex Director of Catering

The Complex Director of Catering, The Benjamin Royal Sonesta & Fifty Sonesta New York is a key staff position responsible for the administration, analysis, development and communication needed to service customers and develop revenues. The CDOC must be an enthusiastic, aggressive, and results driven, professional individual who possesses the ability and passion for guest service and booking business. The CDOC will be responsible for selling catering events, within the hotel and hotel outlets, as well as servicing all meetings and Catering events. Work closely with ADOSM and Revenue Director to achieve annual goals, budget and targets. The CDOC is responsible for the supervision of Catering sales managers, Event Services Managers, trainees, and administrative staff. Provide additional support when requested to the Group Sellers as directed by the ADOSM. Act as a liaison between Catering & Convention Services and all departments throughout the hotel. Communication and organizational skills are of the utmost importance. This position requires the candidate to live in the New York Metro area and will work on site at the hotel.

Focus

As key enablement tools, the candidate will successfully embed corporate and local initiatives and strategies that will increase Sonesta's visibility and improve year over year share of B2B business to Sonesta Hotels. The position requires a proactive approach and carefully crafted account plans to achieve desired results.

Environment

The job environment is fast paced and results oriented. The successful candidate will employ proactive measures to achieve the desired account and revenue objectives.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Sells 80% of time/20% analytical, administrative
• Responsible for achieving individual revenue goals
• Assist ADOSM with establishing a sense of urgency with team to understand and achieve the needs of the hotel
• Generate weekly reports of definite, tentative and lost business.
• Monthly Pace reports
• Generate leads for new business
• Sell and service all events.
• On-site tours of hotel to prospective guests
• Send menus, proposals, Beo's and contracts to clients
• Entertain new and repeat clients
• Responsible that all contracts are signed, and payment received
• Responsible for post-event follow up
• Coordinate the food and beverage needs booked by sales department
• Communication to all departments involved in executing events.
• Attend weekly Sales, Department Head, Catering and Food and beverage meetings.
• Attend weekly BEO meetings
• Directs the activities of catering sales team, providing leadership and motivation necessary to implement effective sales and marketing strategies and to maximize the catering sales revenues.
• Develops and maintains relationships with key clients to produce group and/or conference business, to include room sales, food & beverage sales, catering/banquet services, meeting room rental.
• Manages and monitors sales activities/performance to ensure actual sales team meets or exceeds established revenue plan and to accurately report variances/projections.
• Assists Area Director of Sales & Marketing in the development and update of the hotel-level business plan to include input on sales goals and plans that support the overall business and sales strategies of the company.
• Recruits, hires, trains, and provides career development for all catering sales personnel; conducts performance evaluations and provides feedback to employees using company hiring standards and guidelines.
• Follows company policies and procedures and can effectively communicate them to subordinates.
• All other duties deemed necessary by a member of management
• Partners with marketing in creation of hotels specific collateral as well as promotions for catering and restaurant
• Analyze key reports monthly for potential new business to maintain and increase share
• Manages tentative bookings and inventory issues related to such, ensuring timely follow-up by Group & Catering Sales Managers and Group Services
• Assists in the budget/marketing plan process
• Communicates property specific information on new competition, changes in the market-mix and needs to the NY Sales Team
• Complete catering monthly forecasting
• Consistently offer professional, friendly and engaging service
• Work closely with ADOSM to increase Team Engagement and Development in their Sales and/or Management Roles.
• Direct, train and manage all activity related to the Catering and Convention Services office, ensuring all service standards are followed.
• Responsible for all catering, from booking to execution and conference services from the time a contract becomes definite to execution
• Must be proficient in general computer knowledge and able to train and monitor the Event contractual agreement process, quoting pricing, setting traces, and the management of accounts.
• Prepare an annual budget for approval and administer that budget in a fiscally responsible manner. Develop annual goals for Catering and Convention Services Team
• Monitor and review Catering Sales Managers' sales achievement as it relates to productivity
• Keep the ADOSM informed of all activities related to the Catering & Convention Services Department with regular meetings and daily communication
• Work closely with ADOSM, DORM and General Manager on revenue strategies.
• To assist the ADOSM in establishing and maintaining the annual Sales & Marketing Plan
• Develop banquet menu pricing, rental fees and revenue minimums, using current competitive data and as directed.
• Negotiate/achieve maximum revenue/profit while satisfying clients' needs
• Participate in daily business review meeting, weekly Catering prospecting review, sales meetings and management meetings.
• Coordinate sales efforts between hotel sales department and catering sales to ensure proper utilization of function space to yield maximum revenues.
• Ensure that function bookings, group resumes, and event contracts are prepared and distributed accurately and efficiently
• Work towards providing efficient processes and updating/creating Standard Operating Procedures (SOP's)
• Ensure Team is well trained on Delphi, monitor Delphi and enforce SOPs for its use with audits as needed. Work with Delphi Manager on month end reports, maintaining and meeting deadlines
• Help to answer questions daily from Staff as needed and maintain a good morale in the office-alerting ADOSM to any concerns as needed.
• Maintain a harmonious working relationship with other departments in the hotel, other hotels, convention bureau and regional offices, as well as constant knowledge of what is happening in the market and other hotel properties
• Ensure meeting and function rooms are properly always maintained liaising with food and beverage outlets regarding reservations and flow of clients
• Balance operational, administrative and Colleague needs
• Follow departmental policies and procedures
• Follow all safety policies

Financial Management:

• Manage and optimize annual revenue goal and to achieve YOY key account revenue growth

Accountability:

Responsible for individual performance and incremental contribution to Sonesta hotels.

Responsibly collaborate with hotel teams to activate shared account events and activities.

Responsible for effectively managing time commitments.

Responsible for meeting and/or exceeding revenue targets.

Candidate is expected to learn and understand roles, responsibilities and business of the clients with whom we partner with.

Responsible for using the appropriate account management tools to effectively track activities, opportunities and follow up.

Responsible for achieving the desired ROI on tradeshow and industry events.

Leading with Passion:

Function as the Voice of the Customer to represent customer insights to key corporate personnel and Sonesta senior leadership.

Utilize and collaborate with resources across different departments within the corporate office as appropriate.

Lead by example and operate with integrity and respect.

Work to achieve goals while overcoming competitive obstacles and planning alternate ways to win.

Show strong passion and commitment about reaching targets.

Celebrate individual and team success.

Maintain a positive, "can do" attitude and a versatile approach to change.

Appreciates the diversity of our team members, guests, vendors and surrounding community. Is always committed to ensuring a positive and safe work environment.

Benefits:

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety