JOB OVERVIEW
Do you see yourself as an Associate Director of Sales? What's your passion? Whether you're into sports, shopping or just reading a good book, at IHG we're interested in YOU. At IHG we employ people who apply the same amount of care and passion to their jobs as they do their hobbies - people who put our guests at the heart of everything they do. And we're looking for more people like this to join our friendly and professional team.
An icon of refined Manhattan elegance since 1926, the InterContinental New York Barclay re-opened in spring 2016, following an extensive renovation as the city's luxury hotel of choice. Located off Park Avenue in Midtown East, The Barclay features 702 beautifully-designed guestrooms with 30 suites, an opulent Presidential Suite and Penthouse Sky Suite with 1,500 feet of outdoor space and Chrysler Building views. The hotel boasts 15,000 square feet of meeting space and two large ballrooms for New York's most memorable weddings, benefits, and galas. The Barclay offers a Club InterContinental. It's Parlour bar and lounge with light dining is a dynamic social hub in the hotel's expansive lobby. The "new" Barclay embraces the hotel's distinctive legacy, while modernizing every detail.
Duties and Responsibilities
Lead the hotel's Group and Transient sales team strategy by integrating sales plans to achieve budget targets and align with strategic business priorities. Oversee group sales operations, client relationships, and revenue performance while maintaining IHG brand standards. Serve as a key leader within the Sales & Marketing department, partner closely with Revenue Management, Marketing, and Events teams, and coach and develop team members to drive performance and support professional growth. Assumes the Director of Sales & Marketing's leadership responsibilities in their absence.
Revenue & Market Strategy
* Maximize the hotel's visibility and market presence in designated markets, as assigned by the Director of Sales & Marketing, with particular focus on managing group and transient segment teams.
* Analyze current and emerging market trends and coordinate strategies to maximize revenue in the group segment through increased business volume, optimized pricing, and hotel positioning.
* Negotiate rates within predefined budget and revenue guidelines while maintaining fast response times and consistently meeting team targets.
* Achieve individual and team monthly quota objectives by monitoring weekly sales activity targets and reviewing actual segmentation reports for the Group & Transient Sales Segment & Market; ensure tracking accuracy in Delphi Salesforce and alignment with budget P&L for assigned market segments.
* Collaborate with the Marketing team to develop, implement, and execute special programs and promotional initiatives; focus on optimum average daily rate, occupancy, and overall business volume during periods of lower demand.
Team Leadership & Development
* Oversee all group sales team goals, scheduling, reporting, and sales deployment; assist in the development, implementation, and monitoring of sales team action plans to ensure the Group & Transient Sales Team consistently meets or exceeds revenue targets.
* Coach and mentor team members to drive performance, support professional development, and foster career growth; conduct periodic check-ins and calls to monitor progress, provide guidance, and promote continuous learning.
* Attend weekly sales meetings with preparation to lead discussions and address group-related topics pertaining to Group and Transient segments.
* Organize and lead weekly GRC (Group Rooms Control) meetings to review performance against budget, lead status, conversion ratios, and Group Pace Tracker, identifying trends and anomalies.
* Assumes a leadership role in the absence of the Director of Sales & Marketing.
Client Relationship Management
* Manage both new and repeat business for the hotel; monitor and maintain regular contact with all assigned customer and industry segments. Oversee team contracts, renewals, addendums, and turnovers to ensure smooth operations and adherence to hotel policies.
* Maintain regular contact with group planners, corporate accounts, incentive buyers, and third-party agencies, providing personalized service to support group sales objectives.
* Collaborate with neighborhood hotels, fostering strong business relationships with sales counterparts across competitive properties and the IHG brand family.
* Personally meet with key clients and event organizers onsite during their programs to ensure exceptional customer service; address concerns and enhance the overall experience. Provide feedback to the DOSM, team, and hotel senior management regarding client interactions and event outcomes.
Sales Tools & Systems
* Demonstrate expert-level understanding of all sales tools, including Delphi Salesforce, Opera PMS, CVENT RFP, and industry intelligence tools, to drive data-informed decision making.
* Demonstrate proficiency in the IHG Lead Share system, generating qualified sales leads and supporting revenue growth opportunities across multiple IHG properties.
Events, Sales Travel & Hotel Visibility
* Plan and execute individual sales trips, as well as oversee team visits to major market areas and industry events, with pre- and post-trip reviews, to support pipeline growth, enhance hotel and brand visibility, and generate sales opportunities.
* Organize, support, and lead showcase site inspections and client visits; attend major sales and public relations events hosted by the hotel or industry to promote hotel and brand visibility.
Budget & Administration
* Assist in developing and managing departmental budgets, including operational expenditures, to ensure the availability of supplies, services, and resources necessary to meet established standards.
* Perform duties and tasks as assigned by the Director of Sales & Marketing or General Manager.
ACCOUNTABILITY
This is an exempt sales management position responsible for leading the hotel's Group and Transient Sales team strategy and overseeing all group sales operations, client relationships, and revenue performance in support of hotel budget and brand objectives. The Director of Group Sales / Associate Director of Sales works in close partnership with the Director of Sales & Marketing, Revenue Management, and Marketing leadership to drive topline performance and maintain brand standards. The annual salary range is $120 - $138K.
Requirements
Bachelor's degree in Hospitality Management, Business, Sales, or a related field, plus a minimum of three to five years of progressive hotel sales experience including demonstrated leadership in group sales. Prior luxury or full-service hotel experience preferred. Must speak fluent English. Other languages preferred.
This job requires ability to perform the following:
* Frequently standing up or moving within and outside of the facility.
* Carrying or lifting items weighing up to 25 pounds.
* Handling objects, supplies, and sales collateral.
Additional requirements:
* Communication skills are utilized a significant amount of time when interacting with others; demonstrated ability to interact with leadership, clients, agency partners, and internal teams that reflects highly on the hotel, the brand, and the Company.
* Reading and writing abilities are utilized extensively for sales proposals, contract reviews, management reports, and strategic planning documents.
* Mathematical skills, including budgeting, forecasting, ROI analysis, profit/loss concepts, percentages, and variances, are utilized frequently.
* Expert proficiency in Delphi Salesforce, Opera PMS, CVENT, IHG Lead Share, and related sales technology platforms.
* Strong analytical skills with the ability to interpret market data, segmentation reports, and pace tracking, translating findings into actionable sales strategy.
* Proven ability to build, develop, and sustain effective partnerships with key stakeholders including the General Manager, Director of Sales & Marketing, Revenue Management leaders, regional sales teams, and third-party agencies.
* Ability to manage multiple priorities simultaneously under competing deadlines while maintaining high quality of output.
* Problem solving, reasoning, motivating, organizational, and training abilities are used often.
* Ability to travel to attend sales trips, trade shows, client events, and industry functions.
* May require a valid Driver's License.
* May be required to work nights, weekends, and/or holidays.
The statements in this job description are intended to describe the essential nature and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job.
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