Senior Director, Catering Sales, Meetings, & Special Events

About the Milken Institute

The Milken Institute is a globally minded, publicly supported, non-partisan, and nonprofit think tank headquartered in Santa Monica, with offices in Washington, DC, New York, London, Abu Dhabi, and Singapore. For the past three decades, the Milken Institute has served as a catalyst for practical, scalable solutions to global challenges by connecting human, financial, and educational resources to those who need them. Guided by a conviction that the best ideas, under-resourced, cannot succeed, we conduct research and analysis and convene top experts, innovators, and influencers from different backgrounds and competing viewpoints. We leverage this expertise and insight to construct programs and policy initiatives. These activities are designed to help people build meaningful lives, in which they can experience health and well-being, pursue effective education and gainful employment, and access the resources required to create ever-expanding opportunities for themselves and their broader communities.

The Milken Institute’s events and programmatic activities, involve the exchange of ideas with leaders from around the world. The Institute hosts more than 200 events each year, with our annual flagship event, Global Conference, bringing together 4,500+ participants from around the world, featuring more than 900+ speakers throughout 200+ sessions over the course of the event.

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.

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. Qualifications* 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). Working Conditions & Travel Requirements

This position will work in a professional office environment five days a week, with flexibility to work evenings, weekends, and holidays as needed for event execution. Please understand, this schedule is subject to change at the Institute’s sole discretion. Note

The statements herein are intended to describe the overall nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

We are interested in qualified candidates who are eligible to work in the United States. Please note, we are not sponsoring visas at this time, being authorized to work in the U.S. is a precondition of employment.

Please submit resume and cover letter illustrating how your experience and skills will contribute to the department and any unique qualities you bring to the position. If applying via Indeed, please upload your resume and any supporting documentation as one attachment. Any application that does not include both a resume and cover letter will be rejected. If you are unable to complete this application due to a disability, contact our Human Resources department to ask for an accommodation or an alternative application process. Our Culture

The Milken Institute is proud to provide equal employment opportunities to all employees and qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national or ethnic origin, age, disability or status as a veteran.

Every person at the Milken Institute is treated with respect, supported with resources and training, and exposed to a broad range of experiences. We foster a space for growth with opportunities to share knowledge and passion with both clients and colleagues. We are committed to building a diverse workforce and creating an inclusive environment where everyone can thrive. Our leadership is actively involved in our commitment to diversity and inclusion, and fostering a culture that creates opportunities for everyone.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan - 403b (5% match)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Personal, Vacation, Sick & Public Holidays)
• Family Leave (Maternity & Paternity)
• Fertility Support
• Short-Term & Long-Term Disability
• Flexible Spending Account (FSAs)
• Pet Insurance Discount
• Training & Development:
• LinkedIn Learning – over 15,000 self-guided classes offered
• Annual Mentor Program
• Wellness Resources:
• Employee Assistance Program
• CALM app membership