Director of Business Development (Catering and Events)
Overview:
Arlington based Full Service Catering company is seeking a talented Director of Business Development to lead its outside sales organization and event managers. Our client is seeking a leader with expertise developing long-term relationships with businesses, networking groups, not-for-profit organizations, and event planners in the DMV with the goal of growing the business while selling meaningful and creative food-focused events to a wide variety of customers.
With nearly a quarter century of success in the DMV, the company is embarking on a new phase of growth. In this key leadership role, you will lead a team of 12 people to engage new commercial event venues to bring new, long-term business to the company.As a member of the senior leadership team, this position reports to senior leadership and interfaces and collaborates with other departments as needed.
In this client-focused role, you will have daily involvement with companies and partners across the region making this role an exciting opportunity to have an impact on how their customers present themselves to their clients and constituents.
This position is accountable for the development and execution of a strategic sales plan that delivers on the brand promise of the organization while driving its business development t objectives.
Responsibilities:
- Business Development:
- Acquire and maintain relationships with venues; attend industry events; represent the company with industry and business organizations in the area (Greater Washington Board of Trade, Women in Tech, others).
- Develop sales plans, track performance, and ensure monthly and annual sales goals are met.
- Lead weekly meetings to review progress and close business.
- Review repeat business opportunities and ensure proactive outreach to clients.
- Provide coaching and guidance to improve individual and team sales performance. Oversee proposal reviews, prospecting strategies, and identify new opportunities.
- Attend and assign team members to prospecting and networking events.
- Drive initiatives to penetrate new market segments and foster long-term partnerships.
- Conduct research to stay ahead of industry trends and adapt strategies accordingly.
- Grow the number of non-weekend/B2B events that the company supports.
- Customer Relationship Management/Venue Management:
- Assign salespeople to venues, approve contracts, and bring in new venue partnerships.
- Regularly visit venues and ensure consistent relationship-building with venue contacts.
- Negotiate venue contracts to maximize value for both parties.
- Evaluate performance and profitability of existing venue relationships.
- Lead Management:
- Ensure timely follow-up on inbound leads and determine if the lead fits client “ideal customer profile”.
- Manage CRM reporting.
- Monitor the quality and conversion of leads-to-bookings.
- Assign and track the progress of leads across sales teams for accountability.
- Continuously refine lead management processes for efficiency and effectiveness.
- Training:
- Coach the sales team, conduct role-plays, and implement ongoing sales training programs.
- Monitor and provide feedback on client interactions to enhance service delivery.
- Develop and lead team-building exercises to strengthen collaboration.
- Engage external resources for specialized sales training when necessary.
- Creative Contributions:
- Collaborate on creative proposals and marketing initiatives.
- Partner with operations to tailor events that reflect client needs and branding.
- Innovate new service offerings and concepts to differentiate client in the market.
- Contribute to marketing campaigns that elevate the company's presence.
- Financial Oversight:
- Manage sales commissions, reimbursements, and monthly billing.
- Track and report sales data for leadership review.
- Work closely with accounting to ensure timely and accurate invoicing.
- Monitor the financial performance of sales initiatives to align with company goals.
- Leadership:
- Foster a collaborative, positive work environment.
- Participate in leadership meetings, ensure policy adherence, and address employee concerns.
- Promote a culture of accountability and excellence within the sales team.
- Lead cross-functional collaboration with staffing and operations teams to ensure event success.
Qualifications:
- 5+ years in sales leadership, with 3+ years in event-driven catering or related industries.
- Strong project management, communication, and leadership skills.
- Proven success in outbound sales and new business development.
- Experience with CRM systems and sales reporting.
- Ability to work collaboratively in a team-oriented environment.