Assistant Director of Catering Sales

Boston, MA, United States

Compensation Type Yearly

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in major U.S. gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint. The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle. www.highgate.com.

Location

The Newbury Boston at One Newbury Street, located in the premier shopping and dining neighborhood of Boston’s Back Bay is an iconic property originally opened in 1927 as one of the first Ritz-Carlton hotels in the U.S. and most recently was the Taj Boston. The building was recently transformed into a 286-room luxury hotel with 16,000-sq-ft of stunning event spaces, signature dining experiences and a reimagined front entrance on Newbury Street.

Overview

The Assistant Director of Catering Sales is responsible for a quarterly and annual booking goal by actively and aggressively cold-calling accounts, making outside sales calls, hosting site inspections, and maintaining and growing new and existing client relationships. Assist with directing, coordinating, training, and supervising the Catering Sales Managers, Meeting Managers, Banquet Leadership, and Catering Administrator in all sales-related activities, including direct sales efforts, follow-up and proper catering sales administration. They are also responsible for growing existing accounts and generating new business to ensure that Catering revenues meet or exceed budget to maximize revenue and profits and improve the hotel’s performance in the marketplace.

Responsibilities

Assist with supervision and administration and ensure timely completion of all activities of the Catering Department.

Develop a full working knowledge of the hotel's operations, including Food and Beverage, Guest Services, and Reservations.

Develop a complete knowledge of company sales policies and SOPs and ensure knowledge of and adherence to those policies by the sales team.

Develop and maintain market awareness to ensure the ability to predict revenue opportunities and set proactive strategies.

Meet or exceed set goals.

Initiate and follow up on leads.

Maintain and participate in an active sales solicitation program.

Monitor production of all top accounts, evaluate market trends, and ensure that the Sales Team is accountable for those accounts within their respective territories.

Assisted in the prompt preparation of required reports.

Attend weekly sales meetings according to Highgate Hotel standards.

Assist with developing quarterly KRAs and review the KRA process with the Catering Team to ensure deadlines are met.

Be familiar with all Highgate Hotel sales policies and selling techniques emphasizing maximizing occupancy, Average Daily Rate (ADR), and Banquet and Catering revenues.

Review meeting planner evaluations as received to ensure that any problems are rectified.

Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Catering Managers conduct thorough site inspections.

Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.

Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space, and building accounts.

Coordinate the preparation of complete and accurate end-of-month reports according to Highgate Hotel sops. Ensure that Sales Managers can explain the importance and components of the report.

Assist with the preparation of the annual revenue budget.

Assist with the preparation of the annual Marketing Plan.

Meet and greet onsite contacts. Entertain clients.

Understand all GDS systems.

Develop networking opportunities through active participation in community and professional association activities and events.

React to negative trends in the marketplace by implementing blitzes or promotions.

Handle inquiries as part of the Inquiry Day Program.

Qualifications

Education & Experience

At least four years of progressive hotel sales experience and a 4-year college degree or a 2-year college degree and at least six years of hotel sales experience.

Luxury hotel experience preferred.

Senior-level corporate, social, and wedding sales experience is required.

Luxury market experience.

Must have a driver's license in the applicable state.

Must be proficient in Microsoft Office products, Delphi FDC, and Excel.

Physical requirements

Extended hours are sometimes required.

Light work - Exerting up to 20 pounds of force occasionally and up to 10 pounds frequently or constantly to lift, carry, push, pull, or otherwise move objects.

General Requirements

Communicate courteously with employees and guests, listen to their concerns, multitask and meet deadlines, attend meetings and training, maintain standards for safe operations, maximize productivity, maintain confidentiality, and perform other requested duties.

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