Director of Sales - Catering and Events

Overview

The Director of Sales, Catering & Events at Wyndham Grand Doha West Bay Beach plays a pivotal role in driving revenue growth for catering and social events. This leadership position focuses on spearheading sales strategies for high-profile weddings, corporate meetings, incentive groups, and other signature occasions, ensuring optimal financial outcomes, strong client connections, and superior guest service.

Key Duties and Responsibilities

• Exceed quarterly and annual catering revenue goals via proactive sales management and strategic account handling.
• Design and implement an all-encompassing catering sales strategy focused on increasing market penetration, attracting new clients, and maximizing income.
• Identify and cultivate new business opportunities through networking, client engagement events, site tours, familiarization trips, industry gatherings, and partnerships.
• Manage a robust sales pipeline in systems like Delphi, Opera Sales & Catering, maintaining it at least three times the assigned revenue target.
• Lead contract negotiations covering pricing, menus, event specifics ensuring profitability and compliance with commercial policies.
• Identify additional revenue streams such as audiovisual services, decorative elements, specialty linens, entertainment, and experiential offerings.
• Analyze market trends and competitor behavior to unlock growth opportunities.
• Act as the main liaison for key client accounts, delivering outstanding service and fostering lasting relationships.
• Build alliances with wedding planners, corporate event professionals, incentive agencies, social influencers, and affluent clientele.
• Conduct creative consultations involving menu planning, event concepts, tastings, and personalized proposals.
• Enhance client loyalty by maintaining consistent communication, delivering tailored service, and ensuring follow-up.
• Encourage repeat bookings, referrals, testimonials, and brand support post event.
• Ensure Banquet Event Orders (BEOs) are accurately prepared and distributed timely, ideally two weeks prior to events.
• Organize weekly BEO review sessions with Banquets, Culinary, Engineering, IT, and operations to align for flawless execution.
• Provide leadership during major events including luxury weddings, VIP functions, corporate galas, and prominent social gatherings.
• Perform post-event assessments to measure success and identify improvements.
• Ensure all events adhere to the brand’s standards and commitment to excellence.
• Lead, mentor, and develop Catering Sales Managers and Coordinators to achieve and surpass team goals.
• Set clear sales expectations, goals, and nurture professional development plans.
• Support team growth through joint client meetings, sales calls, and site tours.
• Engage in performance reviews, talent development, and succession planning.
• Promote a culture of collaboration, accountability, and high achievement within the sales team.
• Prepare precise monthly catering forecasts with at least 95% accuracy.
• Monitor and analyze business pace, conversion rates, revenues, and profitability.
• Manage departmental spending within budgets including client entertainment, familiarization trips, industry events, and sales campaigns.
• Ensure contracts, payments, billing, and related documentation follow hotel policies, legal standards, and insurance requirements.
• Track event profitability by managing pricing, concessions, attrition, and damages effectively.
• Work closely with Finance to guarantee prompt invoicing, accurate final billing, and the collection of outstanding payments.

Required Skills and Competencies

• Expertise in consultative selling, negotiations, presentations, and closing high-value deals.
• Proven success in formulating and executing strategic sales plans within luxury hospitality.
• In-depth knowledge of food and beverage operations, menu design, event planning, and banquet management.
• Strong financial acumen including forecasting, budgeting, profit analysis, P&L review, attrition, and damage control.
• Excellent organizational ability to juggle over 50 active event opportunities and priorities simultaneously.
• Exceptional communication skills capable of influencing executives, affluent clients, event planners, and internal teams.
• Demonstrated leadership in coaching and developing sales personnel.
• Professional demeanor suitable for executive clientele and VIP events.
• Willingness to work irregular hours including evenings, weekends, holidays as business needs demand.

Service Standards

Embody the company's "Count on Me!" service culture by being responsive, respectful, and committed to excellent customer experiences.

Qualifications & Experience

• Bachelor’s degree in Hospitality Management, Business Administration, Marketing, or a related discipline preferred.
• At least 5 years of progressive experience in catering and social event sales within upscale, luxury, or full-service hotel settings.
• Documented track record managing significant weddings, social events, corporate meetings, and incentive programs.
• Advanced familiarity with Delphi.fdc, Cendyn, Opera Sales & Catering or comparable platforms.
• Deep understanding of luxury hospitality sales, event operations, and revenue growth tactics.