Overview:
The Area Director of Sales and Catering serves as the strategic leader responsible for driving revenue generation, market share growth, and exceptional event execution across multiple properties within Kahler Hospitality Group. This position oversees all hotel sales activities, catering sales, conference services, group business development, business transient travel segment and event operations while ensuring alignment with company objectives, brand standards, and guest satisfaction goals. This is an active selling position with an assigned market and sales goals.
The Area Director of Sales and Catering is accountable for developing and executing comprehensive sales, and catering strategies that maximize hotel profitability, strengthen client relationships, and deliver outstanding guest experiences from the initial sales inquiry through successful event completion.
Responsibilities:
Strategic Leadership & Revenue Generation
- Function as the strategic business leader for all sales (group and BT), catering, and conference services operations across assigned properties.
- Develop and implement annual sales, catering, and marketing business plans designed to achieve revenue, profitability, and market share objectives.
- Partner with hotel leadership to establish revenue goals, budgets, forecasts, and strategic initiatives.
- Analyze market conditions, competitor activity, industry trends, customer feedback, and performance metrics to identify opportunities for growth.
- Direct all proactive and reactive sales efforts, including group sales, business travel sales, catering sales, social events, local corporate business, and targeted market segments.
- Monitor sales pace, booking trends, catering revenues, and event profitability, implementing corrective actions when necessary to achieve budgeted goals.
- Collaborate with Revenue Management to optimize pricing strategies and maximize total hotel revenue.
Sales & Business Development
- Lead and hold the sales team accountable for achieving revenue production, prospecting activity, and market penetration goals.
- Develop and maintain relationships with key corporate accounts, meeting planners, event organizers, travel partners, community organizations, and professional associations.
- Proactively identify and secure new business opportunities through outside sales calls, networking, site tours, industry events, and community involvement.
- Represent Kahler Hospitality Group positively and professionally within the marketplace and local community.
- Participate in trade shows, industry events, chamber activities, and networking opportunities to increase brand awareness and business opportunities.
- Conduct regular sales strategy meetings and pipeline reviews to ensure accountability and business growth.
Catering & Conference Services Leadership
- Oversee all catering and conference services operations across assigned properties.
- Ensure seamless execution of meetings, conferences, social events, weddings, and special events from contract through post-event follow-up.
- Collaborate with culinary, operations, banquet, and hotel leadership teams to ensure exceptional event delivery.
- Develop innovative event packages, menus, promotions, and service offerings that enhance guest satisfaction and revenue generation.
- Maintain strong relationships with clients, vendors, meeting planners, and event stakeholders.
- Oversee contract negotiations, event planning processes, banquet event orders, and client communications.
- Ensure all events are executed according to company standards, client expectations, and contractual agreements.
Financial Management
- Develop and manage departmental budgets, forecasts, and financial reporting.
- Monitor revenue performance, expenses, profitability, and productivity metrics.
- Analyze financial results and implement strategies to improve performance.
- Ensure effective use of resources while maintaining high service standards.
- Maintain accountability for achieving departmental financial goals and revenue targets.
Team Leadership & Development
- Recruit, train, mentor, coach, and develop high-performing sales and catering professionals.
- Conduct performance evaluations and provide ongoing feedback, coaching, and development opportunities.
- Foster a collaborative, positive, and results-oriented culture.
- Ensure team members understand performance expectations and are equipped with the tools and resources necessary for success.
- Promote employee engagement, retention, and professional growth.
Guest Experience & Service Excellence
- Champion exceptional guest service throughout all sales, catering, and conference services functions.
- Ensure personalized and memorable experiences for clients and event attendees.
- Monitor guest satisfaction metrics and implement service improvements as needed.
- Resolve client concerns professionally and proactively.
- Promote a culture of hospitality excellence throughout all interactions.
Compliance & Operational Excellence
- Ensure compliance with company policies, brand standards, health regulations, safety requirements, and contractual obligations.
- Maintain knowledge of hospitality industry trends, best practices, and emerging technologies.
- Ensure accurate utilization of sales, catering, and customer relationship management systems.
- Support organizational initiatives and special projects as assigned.
Qualifications:
DESIRED COMPETENCIES, WORK SKILLS, AND KNOWDLEGE REQUIRED
- Excellent communication skills. Ability to convey information and ideas through a variety of media; engaging the audience and helping them understand and retain the message. Skilled at establishing effective relationships with customers and internal partners; promoting openness, trust and confidence in one's intentions. Requires effective reading, writing and oral comprehension.
- Driven sales and marketing acumen. Energetic, proactive, takes calculated risks, and perseveres to attain goals. Possess an extensive knowledge of sales, marketing, revenue management and budget analysis capabilities with a demonstrated ability to apply these principles and methods through strategy and tactics.
- Thorough understanding of hotel revenue management. Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
- Administration and management capabilities with fiduciary responsibilities. - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
- Leadership qualities. Skilled at building a cohesive team and facilitating goal accomplishment by aligning individual and team actions with strategies and plans to drive business results. Requires the ability to inspire confidence and gain respect of hotel team, industry partners, competitors, and owners.
- Service orientation. Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
What We Offer:
- Competitive starting wages
- Health, Dental, Vision and other benefits available after 60 days
- DailyPay
- 401k
- Paid Training
- Paid PTO
- Referral program
- Discounts at all Marriott and Kinseth Hotel Corporation hotels and restaurants
Compensation Range:
$120,000 - $135,000 annually based on qualifications