CATERING DIRECTOR JOB DESCRIPTION

A Catering Director owns the full revenue and operational outcomes of a hotel or venue's catering function. Considerably harder to do well - this role requires converting a pipeline of corporate and social event inquiries into signed contracts, then ensuring every executed event meets the standards that bring clients back. Within most hotel organizational structures, the role sits above the catering sales team and reports into food and beverage or general management, carrying accountability for both new business prospecting and the service quality of events already on the books. Annual catering sales portfolios in this function commonly range from $4 to $6 million, and the role is directly measured against that number.

As the Catering Director, you drive revenue growth and client retention across the hotel's banquet and event business, converting inquiries into executed events that meet both guest expectations and financial targets. The role leads a catering sales team, coordinates across food and beverage, reservations, and operations, and owns the annual catering budget from development through monthly performance reporting.

Career Impact: Leading a catering sales function at the director level - with ownership of a multi-million-dollar revenue target - establishes a track record that qualifies candidates for VP of Sales or Director of Food and Beverage roles at full-service and luxury properties.

Business Impact: When catering revenue underperforms, hotels miss budget and group room blocks go unfilled; the Catering Director is the person who prevents that gap from opening.

Growth Opportunity: The prospecting, contract negotiation, and team development skills sharpened in this seat transfer directly into broader hotel commercial leadership, including Director of Sales and Marketing positions.

• Lead and coach the catering sales team to meet individual and collective revenue goals, including group room block optimization.
• Solicit new catering and event business through outside calls, site inspections, trade shows, and written outreach to expand the client base.
• Oversee contract negotiations with clients and group organizers, ensuring all documents align with hotel policy and pricing strategy.
• Develop the annual catering sales plan and budget, forecasting monthly revenue trends and adjusting direction based on performance data.
• Coordinate Banquet Event Orders and event resumes to communicate client requirements accurately to all operational departments.
• Monitor function diary and meeting space allocation to maximize revenue potential across all available rooms.
• Hire, train, and conduct performance management for catering associates, building a service-oriented and accountable team.
• Represent the catering and events department at industry networking events and community gatherings to maintain market visibility.

• Bachelor's degree in hospitality, business, event management, or equivalent work experience.
• 3 or more years of senior catering and event sales management experience, with a demonstrated record of meeting revenue goals.
• Experience developing and managing catering sales budgets, annual plans, and monthly forecasting reports.
• Proven ability to lead a sales team through goal-setting, coaching, and performance management.
• Strong written and verbal communication skills, including proposal writing and client-facing negotiation.
• Comprehensive knowledge of hotel operational departments, including food and beverage, reservations, and housekeeping interdependencies.
• Ability to analyze revenue trends, identify lost business patterns, and adjust sales strategy accordingly.
• Flexibility to work evenings, weekends, and travel as required by event schedules.

• Experience managing catering sales portfolios ranging from $4 to $6 million annually at a full-service hotel or resort property.
• Familiarity with event management and catering sales platforms used in hotel environments.
• Active community and industry network with demonstrated ability to generate referral business.
• Prior success coaching catering staff and building a positive, accountable team culture.

• Catering revenue attainment as a percentage of annual budget target.
• Group room block conversion rate from catering and event bookings.
• New account acquisition count measured against quarterly prospecting goals.
• Client re-solicitation rate, tracking how many past accounts are re-engaged for future business.
• Event execution accuracy rate based on Banquet Event Order compliance and client feedback scores.
• Typical tools: Catering and event management platforms (commonly Delphi or equivalent); productivity suites (commonly Microsoft Office).

• Base Salary Range: $75,000 to $105,000 annually, depending on property size and market.
• Bonus: Performance-based bonus tied to catering revenue attainment, typically 10 to 15%.
• Equity: Rarely offered at this level in hospitality; occasionally available at ownership-group or corporate level.
• Health Benefits: Medical, dental, and vision coverage standard.
• PTO: 15 to 20 days annually, plus hotel-observed holidays.
• Common Perks: Hotel stay discounts, dining benefits, and professional association memberships.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background checks, including criminal history review, are a standard condition of employment for roles with client-facing and financial responsibilities. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, and local law. Reasonable accommodations are available to individuals with disabilities throughout the hiring process. Candidates must be authorized to work in the United States.

The Catering Director leads the revenue and sales operations of a 42,000 sq. ft. banquet and meeting facility spanning 23 rooms, owning both team performance and individual account development across corporate and social event segments. Reporting to hotel leadership, the Catering Director partners with food and beverage, marketing, and operations personnel to deliver financial targets and outstanding guest service outcomes.

Key Responsibilities

• Achieve all catering and event sales goals related to personal and team productivity as agreed for the year and to meet the hotel budget.
• Lead and coach the Catering and Event Managers to ensure sales initiatives result in the achievement of individual and team sales goals including the optimization of group room blocks.
• Conduct regular catering and event sales meetings to monitor team progress.
• Participate in selection, recruitment, training, and performance management of all catering associates.
• Create detailed Banquet Event orders and resumes for events and groups to effectively communicate client expectations.
• Proactively solicit new business and manage relationships with existing and lost business accounts to meet or exceed revenue goals and expand the client base through various mediums.
• Practice professional account qualification on a consistent basis, including measuring budget needs, date flexibility, space requirements, and competitive information.
• Oversee contract negotiations with clients and group organizers in accordance with hotel policy, including the preparation of all contracting documents.
• Work with the team on negotiating strategies to maximize and secure the sale of corporate and social events.
• Identify business trends, new market segments, and marketing opportunities through market intelligence to improve overall hotel and catering performance.
• Work with relevant personnel to create promotional and marketing materials to increase catering revenue.
• Recommend new sales, service, menu, and pricing strategies to meet changing business environments and lead the execution of these strategies.
• Provide competitive pricing on Requests for Proposals that aligns with the overall catering pricing strategy.
• Work with relevant personnel to develop an annual catering sales plan and budget, goals, and incentives within budgeted and forecasted guidelines.
• Develop and administer relevant financial and sales activity reports, analyzing and forecasting monthly revenue trends, tracking lost and turned down business, and altering the sales direction as required.

Required Qualifications

• Minimum three years in a dedicated senior catering and event sales management capacity with a proven track record of achieving revenue goals.
• Prior experience leading a sales management team with proven success in meeting revenue goals.
• Demonstrated experience in leadership, planning, budget development, problem solving, communication, and training.
• Experience in analyzing and forecasting revenue trends and developing annual budgets.
• Experience in developing sales strategy and achieving revenue goals.
• Intermediate proficiency in Microsoft Office Suite, including email, internet, and database applications.
• Experience using hotel programs preferred.
• Excellent oral and written business communication and interpersonal skills.
• Flexibility to incorporate travel, evening, and weekend work.

Embedded within the hotel's food and beverage division, the Catering Director solicits new catering accounts, sustains relationships with existing clients, and coordinates client functions across guest services, reservations, housekeeping, audio visual, and engineering to meet and exceed revenue goals. Working closely with Food and Beverage managers and outside planners, the Catering Director manages the function diary, maintains pricing integrity, and drives customer satisfaction across weddings, holiday events, and corporate functions.

Core Functions

• Keep immediate supervisor fully informed of all problems or matters requiring attention.
• Prepare and submit required reports in a timely manner.
• Follow up on all turnovers within 24 hours via telephone and within 3 days with written correspondence.
• Know meeting room setups and capabilities.
• Know sleeping room configurations and types.
• Respond to catering inquiries immediately.
• Use the Partnership Agreement to meet client needs.
• Maintain comprehensive knowledge of all operational departments within the hotel, including guest services, reservations, housekeeping, audio visual, switchboard, accounting, restaurants, bars, and engineering.
• Interact with outside planners and vendors for event setup.
• Maintain pricing integrity and propose upscale menus for clients.
• Manage existing accounts and follow up with client re-solicitation to capture future business.
• Work with other Food and Beverage managers and keep them informed of issues as they arise.
• Manage the function diary and adjust space to ensure maximum potential revenue.
• Be visible on the floor and assist staff as needed during functions.
• Participate in and conduct departmental and hotel training.
• Plan and execute holiday and special events.
• Use feedback from client evaluations to improve service and quality.
• Participate in the required Manager on Duty program as scheduled.
• Maximize efforts toward productivity, identify problem areas, and assist in implementing solutions.

Qualifications & Experience

• Associate's degree or higher preferred, or a combination of education and at least 2 years of related experience.
• At least 4 years of progressive experience in a hotel or related field.
• Experience managing catering sales budgets in the range of $4 to $6 million.
• Prior success in developing staff and creating a positive work environment.
• Proficient in Windows, approved spreadsheets, and word processing applications.
• Proficiency in Delphi preferred.
• Effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Ability to understand and evaluate complex information and data from various sources.
• Effective in anticipating, preventing, identifying, and solving problems.
• Excellent verbal and written communication skills with all levels of employees and guests.
• Ability to multitask and prioritize departmental functions to meet deadlines.
• Warm and friendly demeanor maintained at all times.
• Ability to maintain confidentiality of information.
• Maintain positive vendor relations.
• Flexible and willing to work long hours as required.

Reporting to unit management, the Catering Director supervises day-to-day catered event operations from booking through billing, owning menu planning, staffing, production oversight, and contract compliance to meet each customer's expectations. Partnering with clients, line personnel, and departmental managers, the Catering Director ensures guest relations standards are upheld and that all safety, scheduling, and service requirements are met across every event.

Primary Duties

• Coordinate all aspects of catered events from time of booking through the actual event, including soliciting client business, menu planning, scheduling, contract pricing, supervising production, staffing, ensuring customer service, and billing.
• Meet with clients to work out the details of their functions and escort clients through the venue to highlight facility features and available services.
• Work as a liaison between client and unit management by communicating all event needs to each department.
• Hire, train, and direct catering staff and line personnel to ensure friendly and efficient service.
• Maintain accurate records for all catered events.
• Maintain positive guest relations at all times and resolve complaints in an efficient and timely manner.
• Maintain awareness of safety issues and report them immediately to management.

Education & Experience

• High School Diploma or equivalent required.
• Associate's degree in business management, event planning, or related field preferred.
• At least 3 to 4 years of experience in catering, banquets, and/or food and beverage management.
• Familiarity with sales and marketing tools.
• Familiarity with all health and safety regulations.
• Working knowledge of Microsoft Office and other relevant computer applications.
• Strong attention to detail and appealing presentation across all catering event aspects.
• Excellent organizational skills with ability to perform under time constraints and deadlines.
• Strong customer service abilities with a proactive approach to assisting clients and coworkers.
• Ability to problem solve effectively.

Sitting at the intersection of catering sales and arts venue management, the Catering Director develops and leads a team of catering sales professionals to close special event business across a multi-venue performing arts complex. Operating across networking events, client relationships, and monthly revenue forecasting, the Catering Director ensures customer satisfaction and consistent enforcement of company policies while achieving the catering revenue budget.

Duties

• Develop and lead a team of catering sales professionals to sell special events throughout the complex.
• Conduct site visits and close business for the entire venue complex.
• Represent the special events department at networking and industry-related gatherings.
• Develop and maintain a positive working relationship with the client and building staff.
• Produce a monthly forecast of revenue.
• Achieve the catering revenue budget.
• Submit monthly reports.
• Maintain the highest level of customer satisfaction.
• Ensure company policies and procedures are enforced in a fair and consistent manner.

Skills & Qualifications

• College degree preferred.
• Five years of prior experience with a proven record of accomplishment in catering sales and team leadership.
• Highly networked in the community.
• Computer proficient.
• Strong verbal and written communication skills.
• Extremely organized and capable of managing multiple tasks simultaneously.
• Willing to work flexible hours including weekends and evenings.