Experience 2013 re-cap Print

Educational Conference

Experience!  2013  |  Shelley Pedersen, CPCE

Report on governance meetings  |  Sunday July 14, 2013  |  Chicago

After a served lunch in the meeting room, the Joint Meeting between the Chapter Presidents’ Council and the Board of Directors was called to order.  Due to limited hotel space, the customary gallery seating area for up-and-coming leaders – and geezers - was not a feature of this session.  Some highlights of the discussion and presentations are:

  -a task force of the Business Development and Finance Committee will revisit the structure of the Experience! Conference, to deconstruct and reassemble it, with the objective:

 ~ of delivering the best education/net event and

  ~ to define what’s best and the systems to maintain it

   -the maximum age for the ‘young professional’ category is age 30, not age 25

  -corporate member category:  the number will decrease from 4 to 2 members at the same property, with membership rates at $395, then $345 for second member and $365 thereafter.

 --the most recent NACE industry survey was sent out to 9,881 individuals, with 731 responses.  That is a 7.4% return.  One key piece of information gleaned is that 28% of the respondents have been in the industry over 20 years.

 -The Foundation of NACE is looking at a bylaws revision project, and President Gary Baumann will keep the membership apprised

The Joint Meeting was then adjourned, and the CPC meeting was called to order.  Some highlights of the discussion and presentations are:

 -there is a move to alter representation by chapter size instead of member discipline, and more interested persons are needed

 -the new website will ask members for one login, not multiples

 -MyNACE online community – members only benefit

Shelley Pedersen, CPCE


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CULINAIRE is a national food service company based in Dallas, and we have arrived in Atlanta!  We are thrilled to be the new food and beverage partner at The Woodruff Arts Center. Please come join our fast-growing team at The Woodruff Arts Center as Director of Catering.

We are seeking a self-motivated, service-oriented catering professional with a true passion for the hospitality industry and exceeding guest expectations. Are you looking to join a nationally recognized, innovative, stable company that offers a creative and entrepreneurial work environment with opportunities for career growth and advancement? If this describes you, apply now! Bring your determination, creativity, and catering sales management skills and lead our catering team today!

CULINAIRE provides upscale food and beverage management services to a diverse collection of national accounts which include celebrated museums, hotels, upscale catering venues, and world class performing arts centers. While our portfolio is diverse, the one constant in every operation that we manage is our total commitment to our associates’ success and to provide high quality food and beverage services to our clients.

Your responsibilities will include:

  • Conducting site visits and closing business for the entire complex, which consists of the High Museum, Alliance Theater and the Atlanta Symphony Orchestra.
  • Developing and leading a team of catering sales professionals to sell special events throughout the complex.
  • Representing the Woodruff Arts Center’s special events department at networking and industry-related gatherings.
  • Developing and maintaining a positive working relationship with our client and building staff.
  • Producing a monthly forecast of revenue.
  • Achieving the catering revenue budget.
  • Submitting monthly reports.
  • Maintaining the highest level of customer satisfaction.
  • Ensuring our company policies and procedures are enforced in a fair and consistent manner.


What we're looking for:

  • Five years prior experience with proven record of accomplishment in a similar facility.
  • College Degree
  • Willing to work flexible hours (i.e. weekends, evening).
  • Must be extremely organized.
  • Strong communication skills and be able to speak, read and write English fluently.
  • Possess excellent supervisory skills
  • Computer proficient


CULINAIRE offers our associates an entrepreneurial atmosphere with continued growth and leadership opportunities along with a competitive base salary and commission structure. Our benefits include medical, dental, vision, life and disability insurance, 401K with company match and paid time off.


Please forward your resume and cover letter with your desired compensation to [email protected]

CULINAIRE are a drug free environment, EOE and E-Verify Employer.



The Ramada Plaza Atlanta Downtown Capitol Park

REPORTS TO (TITLE):Director of Sales & Marketing

Basic Function:
The Catering Sales Manager is responsible for effectively selling the public space, food and beverage, and function planning services of the hotel to maximize revenues and profits for the hotel. The Catering Sales Manager establishes new accounts, generates revenues, monitors booking pace, and books repeat business while keeping quality consistently high.

Essential Job Function:
 Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
 Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
 Must be able to multi-task and prioritize departmental functions to meet deadlines.
 Must work well in stressful, high pressure situations
 Maintain high standards of personal appearance and grooming, which include nametags & Suit Jacket
 Must be effective in handling problems, including anticipating, preventing, identifying and solving problems
 Must be able to understand and evaluate complex information, data, etc. from various sources.
 Must be able to show initiative, including anticipating guest or operational needs
 Prepare Banquet Event Orders and attend BEO meetings

Fundamental Job Requirements:
 Selling social catering events, servicing accounts, developing and following up on leads for assigned markets.
 Negotiates and finalizes contracts and banquet event orders (BEO) by meeting with and/or telephoning clients.
 Planning and detailing each event booked and oversee of the entire function.
 Keeps abreast of budgeted revenue goals and assists in putting together plans and actions to generate business
 Ensures that all guest checks, payments, master folios and advanced deposits are submitted to accounting; ensures that any other information, which is necessary and/or helpful for successful catering business, is submitted to appropriate departments.
 Represents company at trade association meetings to promote property.
 Communicates directly with Executive Chef, Banquets, and Conference Services regarding all changes to set-up and final counts.
 Belongs to associations that influence and aid in continuing education and securing future business.
 Anticipates (or reacts to) group problems and provides solutions in a timely manner.
 Approach all encounters with guests and employees in an attentive, friendly, courteous and service oriented manner.
 Work with other F&B managers and keep them informed of F&B issues as they arise
 Keep immediate supervisor fully informed of all problems or matters requiring his/her attention.
 Monitor quality of service in Banquets.
 Know meeting room sets and capabilities.
 Re-solicit past local accounts, and generate new business.
 Set solicitation goals with the Director of Sales & Marketing, and meet or exceed solicitation goals and revenue goals.
 Meet and greet-in-house guests upon arrival, review the course of events and introduce other staff members (banquet manager, captain, etc.)
 Attend Banquet Event Order Meetings and distribute BEO's and other necessary information on a daily basis.
 Disseminate BEOs for group and affiliates 10-14 days before events.
 Relay last minute changes/additions to BEO's either in person or by phone to all departments effected.
 Call Client for Credit information and payments.
 Call client for guarantees 72 hours prior to event.
 Develop menus and agendas, ensure BEO’s are issued, and complete all pertinent correspondence with outside vendors to finalize programs.
 Maintain current information and monitor booking trends to produce forecast figures and month-end reports.
 Manage booking pace.
 Maintain pricing integrity and propose upscale menus for all groups.
 Interact with outside planners and vendors for special events.
 Ensure compliance with all local liquor laws, and health and sanitation regulations.
 Comply with weekly and monthly forecasting procedures.
 Assist in planning and executing holiday brunches and other special events.
 Use feedback from Meeting Planner Evaluations to improve service quality.
 Participate in daily business review meeting, pre-convention meetings, training and other catering sales related meetings as required.

Education: A four year college degree or equivalent education/experience
Experience: 2-7 years of experience in sales management.
Associate degree with 3 or more years of related experience
 Must have knowledge of F&B preparation techniques, health department rules and regulations, liquor laws and regulations
 Physical requirements:
 Long hours sometimes required.
 Medium work - Exerting up to 50 pounds of force occasionally, and/or up to 20 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

Skills and Abilities:
 Must possess communications skills in terms of the ability to negotiate, convince, sell and influence professionals and hotel guests.
 Experience with DELPHI software
 Advanced knowledge of sales/hospitality principles and practices.
 Ability to investigate and analyze current activities or information in the sales/marketing field and make logical conclusions and recommendations.
 Ability to make decisions based on established policies and procedures.
 Strong understanding of customer and market dynamics and requirements.
 Proven leadership and ability to drive sales teams.

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