Company Mission:
Passionate about perfection. Committed to excellence. Passion. Commitment. Excellence.
Core Values:
Teamwork - Passion for excellence - Positive environment - Innovative and fresh
Director Of Sales
Job Overview
The Director of Sales is a Senior Management position responsible for leading the Company's sales efforts, business development initiatives, and revenue growth strategies across all business divisions. Reporting directly to the Owner/Chief Marketing Officer, this position oversees the Sales Team and works closely with Ownership, Operations, Culinary Leadership, and Venue Management to achieve company sales goals, maintain client satisfaction, and support overall business growth.
The Director of Sales is responsible for developing and executing sales strategies, managing sales performance, building key client and industry relationships, and ensuring company sales standards and procedures are consistently followed throughout the organization. This position oversees sales activities for catering operations, venue rentals, restaurants, hotel partnerships, school meal programs, concessions, government contracts, festivals, weddings, corporate events, and other special events while serving as a leader, mentor, and example for the Sales Team.
General Responsibilities
Sales Leadership and Accountability
- Lead, manage, hire, train, coach, mentor, and develop Sales Managers, Sales Coordinators, and other assigned personnel.
- Establish clear performance expectations, sales metrics, Key Performance Indicators (KPIs), and accountability standards for all sales personnel.
- Conduct regular sales meetings, one-on-one coaching sessions, and performance evaluations.
- Develop and implement Performance Improvement Plans (PIPs), coaching plans, and corrective action strategies when individual or team sales goals are not being achieved.
- Create, implement, and maintain company sales policies, procedures, standards, and Sales SOPs.
- Own and oversee all sales-related software systems and databases, including Caterease, CRM platforms, proposal systems, forecasting tools, reporting systems, and other sales management software.
- Maintain accurate sales documentation, forecasting reports, proposal tracking, lead management systems, booking pace reports, and revenue performance reports.
- Conduct regular site visits and travel to company venues, restaurants, schools, hotels, and operating locations to ensure company standards, sales procedures, and Sales SOPs are consistently followed.
- Serve as a leader, mentor, and positive example by demonstrating professionalism, accountability, integrity, teamwork, and commitment to the Company's Core Values.
- Perform other duties and responsibilities as assigned.
Revenue Growth and Strategic Planning
- Develop and implement company strategic sales goals, annual business plans, sales forecasts, and long-range revenue objectives.
- Drive revenue growth across all company business divisions, including catering operations, venue rentals, restaurants, hotel partnerships, school meal programs, concessions, festivals, government contracts, corporate events, social events, weddings, and other special events.
- Monitor booking pace, sales performance, forecasting, lead conversion, proposal activity, and overall revenue trends.
- Collaborate with Ownership to prepare and respond to Requests for Proposals (RFPs), Government Bids, Private Bids, School Food Service Contracts, Venue Management Opportunities, and other business development initiatives.
- Collaborate with Ownership, Culinary Leadership, and Operations Leadership to develop menus, pricing strategies, service packages, and business development opportunities.
- Continuously monitor competitors, market trends, and emerging business opportunities to strengthen the Company's market position.
- Collaborate with Ownership and Marketing to evaluate website content, digital marketing, social media, SEO initiatives, print advertising, and promotional campaigns.
- Identify opportunities to improve operational efficiencies, sales processes, and revenue generation strategies.
Team Performance Management
- Monitor individual and team sales performance to ensure company goals and expectations are achieved.
- Ensure all sales personnel effectively utilize company software systems, CRM platforms, and established sales procedures.
- Ensure collaborative communication between Sales, Operations, Culinary Leadership, Venue Management, and Executive Leadership throughout the sales process.
- Ensure client expectations, menu details, staffing requirements, equipment needs, operational requirements, and event specifications are communicated accurately and in a timely manner.
- Maintain visibility into company sales pipelines, forecasting activities, lead conversion rates, booking pace, and overall team productivity.
- Ensure company standards, operational expectations, and client commitments are consistently maintained throughout the sales process.
- Conduct post-event and post-contract reviews as appropriate to improve future performance and client satisfaction.
- Support major client presentations, contract negotiations, tastings, site visits, and strategic accounts as needed.
- Assist with event operations and management during periods of high business volume, staffing shortages, emergencies, or special circumstances.
Client and Relationship Management
- Build and maintain strong relationships with key clients, venues, hotels, schools, corporate partners, government agencies, tourism organizations, community organizations, vendors, and other strategic business partners.
- Promote long-term client relationships that encourage repeat business and referrals.
- Represent Messina's Catering & Events in a professional manner at networking events, trade shows, hospitality functions, chamber events, tourism organizations, and community events.
- Establish and maintain a consistent company image through professional communication, appearance, leadership, and conduct.
- Ensure the highest level of customer service is provided throughout the sales process.
- Serve as a brand ambassador for Messina's Catering & Events within the hospitality industry and the communities in which the Company conducts business.
Leadership Competencies
- Demonstrate strong leadership, professionalism, accountability, integrity, and ethical decision-making.
- Maintain the ability to read, understand, and interpret recipes, menus, ingredient specifications, and food preparation methods.
- Possess a working knowledge of dietary accommodations and menu restrictions, including vegan, vegetarian, gluten-free, allergen-sensitive, religious, and specialty dietary requests.
- Maintain a working knowledge of catering equipment, venue requirements, operational logistics, labor requirements, and service capabilities necessary to accurately represent and sell company services.
- Demonstrate strong communication, organizational, problem-solving, negotiation, and relationship-building skills.
- Maintain financial awareness by understanding budgets, pricing strategies, profitability, forecasting, and revenue management.
- Demonstrate adaptability while effectively managing multiple priorities in a fast-paced environment.
- Promote collaboration, continuous improvement, and a positive work environment throughout the organization.
Job Qualifications
Experience/Knowledge
- Bachelor's Degree in Hospitality Management, Business Administration, Marketing, Sales, or a related field preferred. Equivalent work experience may be considered.
- Minimum of seven (7) years of progressive sales leadership experience within catering, hospitality, food service, venue management, restaurant operations, hotel sales, school nutrition programs, government contracting, or related industries.
- Minimum of Five (5) years of management experience leading revenue-producing employees.
- Proven track record of developing sales teams, increasing revenue, and achieving company growth objectives.
- Experience managing multiple locations, venues, territories, or business units preferred.
- Excellent communication, leadership, presentation, and negotiation skills.
- Demonstrated ability to work in a fast-paced environment while managing multiple projects simultaneously.
- Strong financial acumen with the ability to manage budgets, forecasts, profitability, and sales performance metrics.
Skills/Aptitude
- Presents self in a highly professional manner and understands that honesty and ethics are essential.
- Ability to maintain a positive attitude.
- Ability to communicate with co-workers and other departments with professionalism and respect.
- Maintains professional relationships with employees, vendors, clients, community partners, and ownership.
- Proficiency in Caterease, CRM software, Microsoft Office, and other business software applications.
- Strong sales, leadership, coaching, and negotiation skills.
- Ability to manage multiple priorities and deadlines.
- Strategic thinker with strong problem-solving abilities.
- Ability to travel between company locations and venues as required.
- Ability to think creatively and provide innovative solutions to clients and business challenges.
Physical Requirements
- Close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus, with or without corrective lenses.
- Significant walking or other means of mobility.
- Ability to work in a standing position for extended periods of time.
- Ability to travel regularly between company locations, client meetings, and event sites
- Ability to reach, bend, stoop, push and/or pull, and frequently lift up to 35 pounds and occasionally lift/move up to 50 pounds.
- Ability to work both in office environments and active event settings.
Working Conditions
- Generally works in office, venue, restaurant, hotel, school, warehouse, and event environments.
- Frequent travel between company locations and business units is required.
- Varying schedule to include evenings, holidays, weekends, and extended hours based on business needs.
- May supervise indoor and outdoor activities and events.
- While performing the duties of this position, the employee may be exposed to varying temperatures, weather conditions, kitchen environments, loading areas, and active event settings.
- The noise level in the work environment may range from moderate to loud depending upon location and event activity.
Pay: $90,000.00 - $110,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Work Location: In person
