Director - Sales

Summary

Responsible for generating new business leads and converting existing opportunities into contracted catered

events and group hotel event sales. Additionally, manages banquet operations and oversees the beverage

department as well as working closely with the culinary team across all our venues.

Supervisory

Responsibilities

● Will be responsible for overseeing the Sales, Banquet and Beverage departments

Duties/

Responsibilities

 Reports directly to the VP of Food and Beverage regarding policy, purpose, responsibilities, authority, and administrative matters.

 Formulate, administer, and enforce departmental policies, performance standards, standard operating procedures, and long- and short-term profit objectives.

 Ensure departmental compliance with all applicable federal, state, and regulatory requirements, including state ABC laws, health department standards, and the Virginia Lottery Gaming Commission regulations.

 Maintain complete and accurate departmental records, files, and reports to ensure seamless operational continuity in any absence.

 Act as an accessible operational leader (24/7 accountability), maintaining professional grooming and serving as a role model across the property.

 Drive catering sales growth across group, wedding, and social markets through active prospecting, networking, site inspections, trade show participation, and client presentations.

 Convert incoming inquiries and internal referrals into contracted business, overseeing proposals, bookings, confirmations, and billing.

 Develop pricing structures, event packages, and targeted marketing plans to maximize revenue, venue yield, and profit margins.

 Analyze market trends, competitor pricing, and product offerings to continuously refine sales strategy and maintain market competitiveness.

 Work directly with group contacts from inception to completion, managing specific event requirements, audio/visual needs, signage, and real-time operational adjustments.

 Oversee beverage service operations across all casino floor bars, lounges, restaurants, and banquet spaces.

 Oversee front-of-house banquet execution, ensuring high service standards.

 Conduct continuous inspections of all assigned operational areas to ensure strict adherence to quality, high sanitation, and safety standards; issue maintenance work orders as needed.

 Manage vendor relationships, beverage procurement, inventory controls, loss prevention, and product security across all storage and service areas.

 Authorize complimentary services in accordance with the property's approved compensation matrix.

 Work closely with the Culinary team across all venues to design innovative, trend-conscious banquet menus and custom specialty pricing.

 Partner with the Marketing team to develop promotional events and integrated beverage programs.

 Collaborate with internal departments to coordinate logistics, review scheduled function details, and ensure flawless event execution.

 Promote property services, promotions, and private events to optimize cross-departmental coordination and guest engagement.

 Develop and manage annual operating and revenue budgets for Banquet Sales, Banquet Operations, and Beverage Operations.

 Analyze sales performance metrics, beverage cost percentages, and labor efficiencies to drive data-driven operational decisions and achieve financial goals.

 Monitor expenditure to meet or exceed budgeted targets for labor, inventory, and operational expenses.

 Hire, train, schedule, coach, and evaluate a multi-disciplinary team.

 Foster a collaborative sales culture across banquet personnel and provide ongoing mentorship to team members to drive career success and retention.

 Ensure fair and consistent treatment of all team members in alignment with organizational standards.

 Perform all other duties as assigned by Executive Management.

Minimum Education and Experience

Requirements

 Must be 21 years of age or older.

 Bachelor’s degree is preferred

 Minimum of 4 years of progressive leadership experience in banquet sales, catering operations, and beverage management within a high-volume hospitality or casino environment.

 Proven management skills, including a track record of hiring, training, and developing large operational teams.

 Strong administrative and operating skills, with experience managing multi-departmental budgets, labor modeling, and beverage cost control.

 Proficiency in point-of-sale (POS) systems, catering management software (e.g., Delphi), and beverage inventory software

 Proficiency in database, spreadsheets, word processing and presentation software.

Certifications, Licenses, and/or Registrations:

 Gaming license/registration as required by jurisdiction(s).

 Responsible Alcohol Service Certification (e.g., TIPS or ServSafe Alcohol).

 ServSafe Food Handler/Manager Certification preferred.

 Ability to obtain and maintain all necessary licensing and regulatory permits.

Knowledge, Skills, and Abilities:

 Must have strong leadership skills with a clear focus on guest service, high-end event execution, and Team Member relations.

 Excellent negotiation, sales closing, and client relation skills.

 Ability to read, analyze, and comprehend complex event contracts, banquet event orders (BEOs), and financial reports.

 Ability to write clear business correspondence, sales proposals, and departmental operating guidelines.

 Ability to effectively present information in one-on-one and group settings to clients, executive leadership, and staff.

 Ability to prioritize problems that have immediate revenue or guest experience impact.

 Ability to calculate margins, food/beverage cost percentages, yield management metrics, and budgetary variances.

 Ability to be a TEAM player and work collaboratively with Culinary, Marketing, and Gaming teams.

 Excellent verbal and written communication skills.

 Proactive and independent with the ability to take initiative in driving revenue.

 The ability to maintain discretion in handling confidential financial and client information.

 Proficient in operating personal computer systems, spreadsheet software, and hospitality management software.

 Ability to successfully fulfill the pre-employment process.

 Able to work with others while maintaining a positive and professional demeanor.

 Ability to follow directives and instructions from the leadership team.

Physical

Requirements

 The team member is frequently required to use hands to handle or feel objects, tools, or controls, and reach with hands and arms.

The team member is required to lift, carry, push, pull, or move objects up to 25 pounds on a regular basis and up to 50 pounds occasionally, with assistance.

Ability to work in an environment with moderate to loud noise, bright lights, smoke, and dust.

 Ability to work flexible shifts and days of the week, including holidays.