Senior Director, Catering Sales, Meetings, & Special Events

MILKEN INSTITUTE•Washington, DC

12h•Onsite

About The Position

The Senior Director of Catering Sales, Meetings & Special Events oversees the daily operations of the catering and event planning division, ensuring the highest levels of customer satisfaction, service excellence, and compliance with local and corporate standard operating procedures. This leader is responsible for driving the overall catering sales strategy, including prospecting, contracting, and closing local catering and social business, while ensuring seamless and timely turnover to operations for exceptional event execution. The role carries direct accountability for achieving and exceeding catering revenue goals through proactive selling and strategic up-selling of all business opportunities. Additionally, the position leads the capture, planning, and coordination of catering functions and conferences, ensuring flawless execution and alignment with brand and client expectations.

Requirements

Bachelor’s degree in Hospitality Management, Business, or a related field—or equivalent professional experience.
Minimum of 10 years of progressive experience in Sales, Catering, and Special Events leadership, ideally within luxury hospitality (hotels, resorts), high-profile institutions, or similarly guest-centric environments.
Proven track record of leading high-performing teams with an entrepreneurial mindset and a strong focus on service excellence.
Demonstrated experience in managing third-party partners, including food and beverage providers, production companies, and rental vendors.
Exceptional organizational and time management skills, with the ability to prioritize tasks and perform effectively in a fast-paced, high-pressure environment.
Physical ability to stand and walk for extended periods (up to 8 hours per shift) as required by event operations.
Outstanding verbal and written communication skills, with the ability to engage professionally with clients, colleagues, vendors, and executive leadership.
Comprehensive knowledge of banquet and catering food and beverage service standards, operational procedures, and event logistics.
Proficiency in computer systems and industry-standard sales and catering software (e.g., Delphi, TripleSeat, or similar platforms).

Responsibilities

Lead the development, implementation, and execution of sales and marketing strategies for the Center, including internal functions, local corporate events, and social functions.
Respond to incoming catering inquiries while proactively identifying, qualifying, and soliciting new business opportunities to achieve and exceed revenue targets.
Ensure the highest level of guest satisfaction by training, mentoring, and supporting team members in delivering service excellence and flawless event execution.
Maintain deep knowledge of the Washington, D.C. market, including competitive landscape, economic trends, and supply and demand dynamics; leverage this knowledge to position the Center competitively.
Utilize strong negotiation and consultative selling skills to secure business, close deals, and finalize contracts.
Design and sell creative, high-impact events that incorporate food and beverage, audiovisual services, décor, and other experiential elements.
Maximize event revenue through effective up-selling of premium packages, enhancements, and unique food and beverage offerings.
Oversee catering sales revenue, operational budgets, and forecasting, ensuring alignment with financial goals and performance metrics.
Manage all aspects of event documentation, including proposals, contracts, correspondence, and Banquet Event Orders (BEOs), ensuring accuracy and timeliness.
Develop a deep understanding of the Center’s target clientele, anticipating needs and tailoring offerings to exceed guest expectations and achieve program success.
Foster strong partnerships with internal teams, including Operations and key stakeholders across the Center’s pillars, to ensure seamless execution of strategies and events.
Conduct detailed client meetings to plan events, showcase facility features, and communicate available services and customizations.
Duties as assigned.