Senior Director, Catering and Events Sales Operations, Americas

Hilton Corporate
Mclean, VA
Oct 13, 2017
Oct 16, 2017
Executive, Director
Full Time
This position will be field based in the US The Senior Director of Catering and Event Sales Operations will support the assigned portfolio of hotels with the development and execution of the commercial strategy through learning and development, supplier partnership, technology innovation and collaboration with Food and Beverage, HSM, Finance, HR, IT, Brands, Sales Innovation, Hilton Sales, Revenue Management, Regional Group Sales and eCommerce teams.What will I be doing?In collaboration with Sales and the Catering and Events Operations Leadership team, the Senior Director will develop and execute learning and development for catering sales and events; will be responsible for the annual growth plan for banquet revenue and profit and for the annual performance plan for catering sales and event services professionals; will support the Regional Sales team via tools, resources and training for field deployment; and will be responsible for supplier and internal partnerships related to meeting and events including, but not limited to, service and sales agreements, hotel level incentive plan, audio visual, housing, digital communication tools, sustainability and Food and Beverage.Other key priorities are listed below: Work with the Regional Sales team to ensure that the banquet revenue targets are met, with high emphasis on discipline around key areas of sales operation that directly influence revenue generation, forecast accuracy and profitabilityAudit and execute group and catering sales agreements to achieve anticipated revenue Implement business development plans to grow incremental revenue Plan meetings and attend experience satisfaction (MPS/SALT) to grow loyalty Responsible for Sales system data integrity (DMPE) Responsible for new local catering business developmentResponsible for banquet and meeting related product and services pricing strategiesYield commissions from third party vendorsManage concessions, commissions and rebatesResponsible for strategic function space management Responsible for performance coaching, learning and development Responsible for accurate forecasting Responsible for total account development with BTS, Group Sales and CateringMaintain and monitor a catering free sell calendar to ensure speed to market for lead responseEnsure all annual group and local catering repeat events are analyzed before re-contracting to review each events profitability and demand for that dateReview market trends and competitors intelligence in order to obtain 'unfair' local catering market share, keeping aligned to the Anti-Trust lawsEnsure accurate billing of each event, including performance damages, while adhering to the contracting and collection of deposit and credit payment requirements for each functionWork with the Human Resources and other partners, to develop learning curriculum for catering and events to be delivered in various mediums (live streaming, online and in person) Partner with Human Resources to develop a succession plan for catering and events professionals to grow careers within Hilton for positions at the hotel level (DOE/C, DORM, DOSM, GM and corporate roles)Partner with Human Resources on the Task Force Program for catering and eventsPartner with Human Resources to refine and keep current job descriptions for catering and eventsDevelop tools, resources and work plans for regional sales leaders to deliver consistently to the field Responsible for Catering and Events content within The LOBBYIn tandem with the Regional Sales team and Food and Beverage, develop the framework for a five (5) year commercial plan for Catering and Events Collaborate with internal and external partners to develop above plans in order to be viable and achievableImplement, monitor and measure results for the annual commercial business plan for Catering and EventsConduct monthly calls with the Regional Sales team to communicate status on the annual plan, including revenue, profit and customer experience performance, as well as recruitment and projects related to meetings and eventsPresent assigned region performance and plan high-lights quarterly to senior operations teamPartner with regional Revenue Management to establish GRC targets for optimal mixPartner with regional Revenue Management to optimize processes and tools for catering forecast Partner with regional sales and revenue management to refine and expand Group Revenue Planning for EventsWork with the eCommerce teams to ensure online hotel content is accurate and effective (ePlanner, eMenus, competencies will be people management and development; influence; developing relationships; communication; analyzing information; decision making; planning for action; and drive and resilienceA team player who works well with othersA motivational and inspirational leader who will embody Hilton's ValuesWhat are we looking for?To fulfill this role successfully, you must possess the following minimum qualifications and experience:High School Degree/GEDA minimum of five (5) years of experience working in a hotel with a minimum of 75,000 sq. ft. of meeting space and 750 keys and/or has a $20M + annual banquet budgetA minimum of five (5) years of experience in catering sales and/or event servicesA minimum of three (3) years of leadership experience at the director level or above in hotel catering sales and/or hotel event managementHighly skilled in strategic selling practicesHighly experienced and knowledgably in food and beverage product sourcing, production, handling and presentationHighly experienced and knowledgeable in group housingHighly skilled in logistics managementHighly skilled in sales professional developmentHighly skilled in meeting space optimizationHighly skilled in the legal contracting process, concession negotiations, and terms and conditions, including the ability to effectively support the execution of each sales agreement to achieve the anticipated revenue agreed uponWell versed in public policy and police and fire regulations, including but not limited to permits, egress, food handling, capacities and the access and use of public streetsWell versed in hotel specific knowledge, including but not limited to, business objectives, owner relations, emergency procedures, collective bargaining agreements, and labor managementProficiency in Microsoft Word, Excel, PowerPoint and OutlookIt would be advantageous in this position for you to demonstrate the following capabilities and distinctions:BA/BS Bachelor's Degree Luxury, Group Sales, Front Office, Marketing and Revenue Management experience Delphi experience (strongly preferred)Proficiency in Forecast Management System, ProPlan, getplanning, Market Vision, Crystal, OnQ PMS, Passkey, Cendyn sales products, CoStar,, Knowland or other readerboard service, Topline, Tableau, Social Tables, Iplan or other CAD programsWhat will it be like to work for Hilton?Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands. Our vision to fill the earth with the light and warmth of hospitality unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all! EOE/AA/Disabled/Veterans