Director of Sales and Catering Berkeley, CA

ISC’s team of Hospitality Recruiters is partnering with a leading and highly ranked Hotel Group on a Director of Sales & Catering search to oversee the sales and catering operations of its property in the greater San Francisco area.

The Director of Sales & Catering will be responsible for managing the sales and catering operations of this 199-room property including:
Develop and manage overall sales and catering efforts for The Hotel. Responsible for the maximization of yield for hotel inventory – including group, contract, transient and catering. Direct selling of assigned accounts required. Manage and motivate sales efforts for the entire team to include a systematic and comprehensive marketing plan in partnership with VP of Sales & Marketing. Set example as key property salesperson; ensure solicitation goals are met. Eliminate barriers to successful selling. Accountable to market performance and potential performance as well as budget, forecast, and target goals. Participate in total hotel management as a member of the hotel Executive Committee.

Director of Sales & Catering Requirements- To qualify, you should have the following:

  • 5+ years of independent hotel sales experience.
  • 3+ years of catering sales experience.
  • 5+ years of hotel/hospitality experience.
  • Bachelor’s degree (BA) from four-year college or university OR a combination of education and experience equivalent to
    graduation from college, or any other combination of education, training or experience that provides the required knowledge,
    skills, and abilities, also is acceptable.
  • Delphi expertise
    Achievement Focus – Demonstrates persistence and overcomes obstacles. Measures self against standard of excellence. Recognizes and acts on opportunities. Sets and achieves challenging goals. Takes calculated risks to accomplish goals.

    Communications– Exhibits good listening and comprehension. Expresses ideas and thoughts in written form. Expresses ideas and thoughts verbally. Keep others informed. Selects and uses appropriate communication methods. Ability to speak in front of large audiences based on the needs of the position

    Managing Customer Focus – Develops innovative approaches to meeting customer needs. Establishes customer service standards. Monitors customer satisfaction. Promotes customer focus. Provides training in customer service delivery.

    Managing People – Develops subordinates’ skills and encourages growth. Includes subordinates in planning. Makes self-available to subordinates. Provides direction and gains compliance. Provides regular performance feedback. Takes responsibility for subordinates’ activities.

    Problem Solving – Develops alternative solutions. Gathers and analyzes information skillfully. Identifies problems in a timely manner. Resolves problems in initial stages. Works well in group problem solving situations.

    Sales Skills – Achieves sales goals. Initiates new contacts. Maintains customer satisfaction. Maintains records and promptly submits information. Overcomes objections with persuasion and persistence.
    Director of Sales & Catering – If you qualify for this opportunity, the Firm offers the below:

  • A well-established Hotel Management Group that manages multiple properties.
  • Competitive compensation structure with bonus and benefits.
  • Rewarding and collaborative culture
  • A well established financially solid independent property in a highly desirable location.
  • Salary Range is $125,000 – $135,000 salary range annually plus bonus.
    Director of Sales & Catering responsibilities- The duties for the role are as follows:

    Maximize revenue by selling all facets of the hotel. Meet or exceed weekly minimum solicitation goals. Create culture of “Prime Selling Time” for all staff by example.

    Focuses on all sales efforts to include group sales, banquet/catering sales and transient sales for the property.

    Work from a solicitation plan weekly, and a systematic account coverage plan – train sales team to work from similar approach.

    Recruit, direct, manage, train and counsel sales and catering staff

    Proactively selling skills utilizing all industry tools available such as Delphi history; Knowland Reader Board Services; Agency 360+/Demand 360+; Eventective; Wedding Wire, etc.

    Direct the solicitation efforts of sales and catering team staff using effective oral and written communication while overseeing rate, date and space commitments, and deployment strategies through review of competitive data, demand analysis and mix management.

    Develop and maintain appropriate administrative standards to include: GRC, Diary standards & audits, file and trace system, local space release and diary matrix, contract and cancellation standards and deposit policies.

    Have a working knowledge of all key accounts. Develop strategies with the sales team on key accounts, participating in the sales process where appropriate.

    Strategic planning skills to evaluate need periods; develop action plans; implement strategies; engage stakeholders to achieve desired results

    Have a primary and active relationship with the CVB on behalf of the hotel. Be a member of at least one local civic or professional organization.

    Work with Front Office to understand PMS System & marketing, yield management process, trends, and possible new special corporate accounts.

    Conduct/attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required/ requested.

    Be an integral part of the weekly revenue and marketing calls with comp set knowledge; market knowledge and recommended strategies for achieving revenue goals

    Is an effective and respected part of the hotel’s Executive Committee including being proactive in guest service for guests by ensuring operating departments receive all necessary information on a timely basis. Solves operational problems proactively.

    Maintain working knowledge of Sales & Marketing department budget. Approve all expenditures, control costs for printing, etc. at or below budgeted levels. Work with media team to ensure all invoices are processed/accrued

    Responsible for ensuring weekly and monthly reports are completed in a timely manner

    Ability to forecast all group and B&C revenues effectively while collaborating with the Revenue Management team on all top line revenue forecasts

    Ensure that detailing of groups is handled effectively and efficiently – use all resources available creatively. Work with other Executive Committee Members to develop accountability in operations.

    Prepare, implement, and compile data for the Business Plan, monthly action plans, annual goals, monthly sales success reports, sales and marketing budget, forecasts, and other reports as directed/required.

    Be a leader and role model to all employees.

    Additional duties as necessary and assigned.
    How to Apply:

    Click Here to Apply Online

    Please contact, Michele Banza-Connor, International Search Consultants at

    Referrals – Do you know someone who may be a fit?
    We gladly pay $500 for referrals that result in a hire and keep all referrals confidential unless you ask us to use your name. We’re looking for an experienced Senior Sales Rep with experience in the EdTech or Educational Software space – whose name comes to mind? Please send referrals to Kara.