VP, Catering

Job Summary

The Vice President of Catering is the general manager of GoTo Foods' catering business across all seven brands. This role owns the full catering P&L and is accountable for growing catering into a meaningful revenue driver for the portfolio, with a particular focus on first-party digital catering as the long-term growth channel.

About the Role

This leader owns the strategic direction for the business, leads enterprise B2B sales centrally, enables franchisees to win local catering deals, and manages key platform partnerships including ezCater. The external scope is as important as the internal one. This leader owns relationships with enterprise customers, negotiates platform partner agreements, engages directly with franchisees on catering unit-level economics, and serves as the primary catering counterpart to brand Chief Business Officers across the portfolio.

Essential Functions

• Owns the catering P&L across all seven GoTo Foods brands, including revenue targets, cost structure, contribution margin, and long-term growth strategy.
• Led enterprise B2B business development centrally, targeting high-value verticals including corporate accounts, pharma, schools, and healthcare; owns enterprise customer relationships from acquisition through retention.
• Manages key platform partner relationships including ezCater, including commercial negotiations, pricing parity obligations, and performance management; evaluates third-party catering platform partnerships and recommends where to invest, renegotiate, or exit.
• Builds the franchisee catering playbook, including go-to-market guidance, lead generation support, CSM hiring and compensation frameworks, and sales collateral; partners with franchisees directly on catering unit-level economics to build investment conviction.
• Defines the operating model for accounts that span central enterprise and local franchisee teams, including clear handoff protocols and joint account management where needed.
• Partners with the digital product team to define and prioritize the catering product roadmap, with a focus on features that are currently limiting enterprise growth and first-party adoption.
• Owns the B2B requirements and segmentation inputs for catering loyalty; partners with the central loyalty and growth team on program design, platform delivery, and measurement to ensure catering loyalty is competitive with marketplace alternatives without fragmenting the customer data spine.
• Partners with brand CBOs to embed catering into brand-level go-to-market plans and creates visible wins that build franchisee confidence and system-wide momentum.
• Builds and maintains performance reporting that tracks catering channel health across enterprise, local, and platform channels, and translates data into actionable recommendations for brands and franchisees.
• Leads and develops the existing catering team, including the central BD function; defines future hiring needs and builds the organizational model that supports the next phase of growth.

Education & Work Experience

• Bachelor's degree required; field of study in Business, Marketing, Hospitality, or related discipline preferred.
• MBA preferred.
• 10+ years of experience in catering, off-premise, or a comparable revenue function, with direct experience at a QSR or fast casual restaurant company.
• Demonstrated track record of building and scaling a catering business as a system, including dedicated intake, staffing models, and operational standards.
• Proven experience running enterprise B2B sales in a food or restaurant context, including building vertical account strategies, winning and retaining corporate clients, and managing a customer success or sales team.
• Full P&L ownership experience: has set revenue targets, managed cost structure, and been held accountable to margin outcomes.
• Experience shaping a B2B or catering loyalty offer in partnership with a central loyalty or marketing team; understands the catering loyalty dynamic including policy-restricted buyers and segmentation requirements.
• Experience operating in a franchise system, including influencing franchisees through data, playbooks, and economic proof points rather than direct authority.
• Experience managing platform partner relationships commercially, including third-party marketplace negotiations.
• 5+ years of people management experience.

Skills

• Deep understanding of catering as an operational system; knows what separates a purpose-built catering business from an add-on and can diagnose gaps quickly.
• Strong enterprise sales and B2B commercial skills, including the ability to build a vertical account strategy, structure introductory incentives, and convert first orders into long-term relationships.
• Franchisee engagement skills: able to earn franchisee trust through data and operational credibility, build the business case for catering investment, and drive adoption without mandating it.
• Platform partner management skills: can negotiate commercially with third-party marketplace partners and balance short-term volume against long-term 1P channel ownership goals.
• Ability to influence and drive alignment across brand, product, growth, and franchise teams without direct authority; builds credibility through preparation, follow-through, and results.
• Strong cross-functional collaboration skills, including experience working with product and technology teams to define requirements and prioritize roadmap investments.
• Financial acumen: able to model catering ROI, connect channel decisions to P&L outcomes, and make a compelling investment case to senior leadership and franchisees.
• Exceptional communication and stakeholder management skills across executive, brand, franchisee, and enterprise customer audiences.
• Proficiency in Microsoft Office Suite; familiarity with CRM platforms, digital ordering systems, and catering or delivery marketplace platforms.