Regional Director of Catering Sales
Job Reference Number: 43227
Employment Type: Full-Time, Hybrid
Segment: Dining & Events
Brand: Abigail-Kirsch
Location: NY Tri State Area
The Role at a Glance:
The Regional Director of Catering Sales for Dining & Events (Abilgail Kirsch, Constellation Culinary Group and Lancer Hospitality,) is responsible for the successful development and overall growth of their specific territory. The focus will be on enhancing revenue in existing and new markets and mentoring the sales team. The RDOCS will achieve individual sales revenue, in addition to contributing to the management process. The RDOCS will be a critical partner for the leadership team to achieve annual plans and address the challenges in growing the business. The RDOCS is expected to lead the pace for development of new business through proactive sales efforts. S/he must work closely with senior management in promoting the Company’s culture, mission, and philosophy. RDOCS will support new business openings and oversight as appropriate.
What you will be doing:
Direct Sales and Sales Management
- Responsible for contributing 1.5 million in topline revenue, through independent outreach and existing network, to be spread through territory and handled by a director of catering or sales manager.
- Work independently towards client outreach to develop new client relationships and to initiate sales opportunities for teams
- Attract, develop, and retain high performers and ensure communication processes are in place to actively engage with associates and manage a growing service organization
- Responsible for topline and bottom-line profitability at the unit level, through training, spot checking and holding the sales team accountable for their sales.
- Maintaining that client interaction and event execution consistently align with brand standards, by ensuring that operational and culinary excellence is adhered to.
- Leverage relationships across all D&E to cross sell business and refer business whenever possible
- As needed, work with HR Business Partner to coach and counsel direct reports.
- Oversee, develop, and implement plan to maintain and improve existing venue contact relationships, and seek to develop new venue relationships for the off-premise market, alongside DOC if applicable.
- Streamline menus and create packages/collections for all units, ensuring appropriate pricing and ensure venue specifics are accounted for, adjusting quarterly, as needed.
- Mentor, train and develop sales team to grow revenue, drive business and accountability
- Maintain positive client relationships and liaison as necessary to ensure a consistently positive interaction
- Run weekly sales meetings for each of the businesses in which RDOCS has oversight
- Oversee the follow up to ensure annual events are secured on the calendar each year.
- Ensure sales team is finalizing all event details throughout territory
- Responsible for sales and status reports as well as deposits/accounts receivable and contracts.
- Event Coordination to include timing of events, assisting Captain(s) with staff assignments on site and meeting with staff when necessary, acting as liaison with client, kitchen, staff, and vendors.
- Participate, conduct client meetings / sales calls, and follow up.
- Support and Conduct tastings as needed.
- Required to attend all signature galas and large-scale events, as outlined by leadership
Financial Performance
- Ensure that budgeted goals are met or exceeded at each unit in which RDOCS has oversight
- Monitor event revenue categories for each of the businesses in which RDOCS is overseeing, ensuring profitability.
- Work with DOC’S to divide revenue goals within their teams, while directing their outreach to meet and achieve goals.
- Monitor event profitability to ensure that events are sold and executed according to company standards and budget.
- Ensure DOC’S are creating post event analysis to ensure the successful execution of each event in all cost areas.
- Review and Report on weekly PACE report, while maintaining an actively outlook on future business
- Ensure that all event deposits, payments, and invoicing reflect the company policies and procedures, across businesses
- Monitor staffing levels on each event to ensure proper service standards are achieved and profitability maintained according to budget.
- Responsible for maintaining A/R accountability for all direct reports and units
Marketing
This will be a collaborative approach with the Marketing to ensure the successful development of the brand.
- Develop and maintain an active and aggressive advertising campaign to ensure the successful integration of the brand in the market for brands or territories
- Creating brand collateral with the Marketing department as need arises for brands or territories
- Monitor and report the results of the advertising campaigns to ensure that the expense has a significant impact on sales and brand awareness.
- Oversee signature marketing events and offerings, ensuring brand integrity
- Maintain networking calendar, and ensuring sales team is actively attending with frequency
- Oversee territory market comp analysis annually, by brand, to ensure competitive offerings and pricing for the area.
Technical Knowledge
The RDOCS must possess a working knowledge of the systems used within the company. The DOC must be proficient in the following
- Opening & closing procedures
- Profit and Loss Statements
- Producing accurate monthly reporting
- Food and beverage knowledge
What we are looking for:
Qualifications:
- 8+ years’ of sales leadership experience, with a focus on leading robust teams with a collective revenue of over 10+ million
- Bachelor’s Degree preferred
- Advanced knowledge of off premise and venue catering sales and operations
- Strong Knowledge of food and beverage
- Exceptional interpersonal, organizational and communication skills
- Hardworking nature, hands-on approach, and a passion for the business
- Ability to communicate effectively with co-workers, management, vendors, and clients
- Able to travel and be flexible to work schedule to accommodate business needs
Benefits and Salary:
- Medical
- Dental
- Vision
- Tuition Reimbursement
- Voluntary UNUM offering for Accident, Critical Illness and Hospital Indemnity
- Discount Program
- Commuter Benefits (Parking and Transit)
- EAP
- 401k
- Sick
- Holiday Pay (9 paid holidays)
Base: About $200,000
Significant Commission Upside
About Abigail Kirsch:
Started in the 1970s as a family-owned catering company, Abigail Kirsch has grown into one of New York’s premier caterers. Our steady growth has allowed us to bring our hospitality, service, and delicious food to Connecticut, Westchester, and New York City.
About Elior North America:
Elior North America is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. We are committed to diversity and encourage applications from people of all backgrounds and abilities. We take pride in supporting the development of our employees and their skills at all levels and in fostering an environment of growth.
At Elior North America, we are committed to offering growth and advancement opportunities for all of our employees. The valuable skills and experience you’ve gained with Elior will propel you further in your career, whether with our corporate office or one of our brand segments.
Disclaimer: This job description can be revised by management as needed.
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