Director Catering & Outlet Sales

Job Description

We invite you to join the world of luxury hospitality at Fairmont Southampton as our new Director, Catering & Outlet Sales. The Director, Catering & Outlet Sales is responsible for driving revenue, market share and profitability across Fairmont Southampton’s local catering, destination weddings, social events, private dining, restaurant and outlet sales channels. Reporting to the Director of Events, this role is the commercial lead for the development of the Bermuda catering and destination wedding markets, responsible for building a strong pipeline of new and repeat business, developing key client and partner relationships, and positioning Fairmont Southampton as a market leader for luxury events, weddings and food & beverage experiences.

Key Responsibilities

Sales & Business Development

• Develop and execute the commercial strategy for local catering, destination weddings, social events, private dining and outlet sales to achieve revenue, market share and profitability objectives.
• Lead development of the Bermuda catering market, proactively generating business across corporate, financial services, insurance, association, government, community and social segments.
• Lead the resort's destination wedding sales strategy, developing business from Bermuda and key international source markets.
• Build strong relationships with corporate decision-makers, event and wedding planners, travel advisors, DMCs, wedding specialists and other referral partners.
• Lead the sales process from prospecting and site inspections through proposals, negotiation, contracting and conversion.
• Maximize total wedding revenue across guestrooms, suites, ceremonies, receptions, welcome events, rehearsal dinners, farewell events and resort experiences.
• Partner with Food & Beverage and Marketing to develop and sell private dining, restaurant buyouts, celebrations, seasonal experiences and other outlet revenue opportunities.
• Develop creative packages, promotions and experiences that differentiate the resort and generate incremental revenue.
• Lead catering and outlet sales activation through the resort's reopening, re-establishing previous relationships while developing new accounts and partnerships.
• Maintain strong market intelligence on competitors, pricing, trends and emerging opportunities across catering, weddings and social events.

Revenue & Financial Performance

• Own catering and outlet sales forecasts, budgets and revenue performance.
• Monitor prospecting activity, leads, conversion, pace, average spend, business mix, account production and repeat/referral business.
• Develop strategies to maximize revenue across peak, shoulder and seasonal periods.
• Partner with Revenue Management, Food & Beverage and Marketing on pricing, positioning, promotions and revenue opportunities.
• Provide regular performance updates and recommendations to the Director of Events and resort leadership.

Leadership & Collaboration

• Lead, coach and develop the Catering & Outlet Sales team, establishing clear sales targets, account strategies and performance expectations.
• Collaborate closely with Events, Food & Beverage, Culinary, Banquets, Sales & Marketing, Revenue Management and resort operations to maximize cross-selling and total resort revenue.
• Ensure a seamless transition from sales to event planning and execution, maintaining strong communication throughout the client journey.
• Promote a culture of proactive selling, accountability, collaboration and exceptional Fairmont service.

Client & Guest Experience

• Serve as the senior relationship leader for key clients, partners and high-value opportunities.
• Conduct client presentations, site inspections, tastings and property tours as required.
• Ensure proposals and sales solutions reflect Fairmont Southampton's luxury positioning and unique resort offerings.
• Proactively seek client feedback and develop repeat, referral and long-term business.
• Act as a highly visible ambassador for Fairmont Southampton within Bermuda and key destination wedding markets.

Qualifications

What will you bring to this role?

Experience

• Minimum 5 years of progressive catering, wedding, event or food & beverage sales experience, preferably within a luxury hotel or resort.
• Proven success in proactive business development, achieving revenue targets and converting opportunities.
• Experience developing local catering, luxury social and/or destination wedding business strongly preferred.
• Previous sales leadership experience preferred.
• Established relationships within Bermuda and/or key destination wedding markets are an asset.

Education

• Bachelor's degree in Hospitality Management, Business Administration, Sales & Marketing or a related field preferred.

Competencies, Knowledge & Skills

• Strong sales, negotiation, networking and relationship-building skills.
• Commercially driven with strong financial acumen in forecasting, budgeting, pricing and revenue optimization.
• Excellent communication, presentation, organizational and problem-solving skills.
• Strong knowledge of luxury catering, weddings, events, restaurants and food & beverage operations.
• Proficiency with Microsoft Office, Opera/OSEM or comparable hotel sales and catering systems.
• Entrepreneurial, highly collaborative and guest-focused, with the ability to build business and inspire a sales-driven team.

Personal Attributes, Culture & Values

• Embrace the Fairmont brand promise and luxury in your role and in all your interactions.
• Foster an inclusive environment where every individual feels valued and respected
• Create an environment where colleagues are empowered, supported and recognized

Other Requirements

• Flexibility to work evenings, weekends, holidays and special events as required.
• Ability to travel for client development, industry events and key market activities as required

Additional Information

Employee Benefits:

Join our team and enjoy a range of exclusive colleague perks, including complimentary upgrades, extended stays, discounted stays across Fairmont & Raffles properties, special dining and wellness discounts, and added luxuries to enhance your experience. We believe in taking care of our team, ensuring that your hard work is rewarded with exceptional benefits. Add any other benefits relevant to your property.

What’s in it for you?

As part of Accor, a global hospitality leader with over 5,500 hotels worldwide, you’ll enjoy:

• Opportunities for growth and development, mentorship, and international mobility
• Health insurance, retirement savings plans, and comprehensive wellness programs
• Worldwide travel discounts and preferred rates across the Accor portfolio
• A supportive, inclusive culture grounded in respect, teamwork, and professional development

Start your journey with us today and explore the possibilities! #BeLimitless

Our Values

Respect: We value the needs, ideas and individuality of others. We treat everyone with fairness and dignity.

Excellence: We make genuine connections, and we cherish every opportunity to make the people around us feel special.

Belonging: We celebrate our differences. We support each other and we always stand together.

Empowerment: We have authority to take initiative and anticipate moments that create unforgettable experiences.

Integrity: We build trust through mutual respect and being authentic.

Your team and working environment:

Fairmont Southampton is a premier luxury resort and regarded as a leader in the hospitality industry.  Our mission is to turn moments into memories for our Guests.  An exciting hospitality career awaits you if you are committed to providing our Guests with an authentically local experience through providing warm and engaging service.

Our Heartists work cohesively as part of the team in a demanding, multi-cultural diverse environment.

Our commitment to Diversity & Inclusion:

Fairmont is committed to creating an inclusive environment where diverse talent thrives. We welcome candidates from all backgrounds to join our team.