Sales Manager, Business Travel | InterContinental New York Barclay
IHG · United States
DUTIES AND RESPONSIBILITIES
SALES & ACCOUNT MANAGEMENT
- Manage and grow a client base of individuals, buyers, booking agents, organizations, and associations in the local corporate business sector and Consortia TMC partnerships through direct outside and inside selling to secure business for the hotel and ensure that room night sales and revenue goals are met or exceeded. Manage the existing partnership portfolio and actively prospect and qualify new business opportunities.
- Achieve personal and team goals as assigned.
- Negotiate guest room rates, added amenities, and hotel services within approved booking guidelines. Accurately produce and review all sales contracts, plan face-to-face client appointments and sales visits accompanied by pre/post reports, rate agreements, and global/local requests for proposals through the Lanyon RFP system.
- Monitor and handle inquiry calls and provide client proposals in accordance with established departmental policies and procedures.
- Prospect new contacts and relationships through available sales tools, including IHG database and reporting, Opera PMS, Hotelligence 360 (Amadeus Hospitality), Consortia/Business Travel agencies, and web-based search tools.
- Follow up with clients regularly during and after departure to ensure satisfaction and secure future bookings.
- Oversee the Good Neighbor / IHG Business Edge Programs; maintain an up-to-date membership list, frequently requalify member access, and actively sign new members.
MARKET PRESENCE & PARTNERSHIPS
- Arrange and conduct special events, site inspections, and off-site presentations for potential clients. Entertain clients in accordance with established company and hotel policies and guidelines.
- Attend and represent the hotel at trade shows and conventions and/or participate in sales trips to key feeder markets, and host FAM Trips as needed.
- Initiate creative marketing materials to promote and aid growth in hotel positioning and reputation, grow market share, and stand apart from the competition.
- Work with and grow sales and professional relationships with IHG Global Sales Teams, primarily within the Leisure & Lifestyle and Business Travel sectors.
VIP SERVICES & OPERATIONS COORDINATION
- Work closely with other hotel departments to facilitate services agreed upon by the sales office and with prospective clients. Disseminate sales-related information to other departments as appropriate. Educate the Operations team on administering VIP services through departmental SOPs and host training at Departmental Meetings.
- VIPs (Pre-arrival / Upon Arrival): oversee and ensure all Business Travel and Leisure VIPs arriving receive welcome notes, welcome amenities, and requested amenities; correct room assignments; personal meet and greet as required; up-to-date profiles; updated housekeeping status; and accommodations walked if necessary.
- Review the Daily Arrivals Report, overseeing the administrative support team to identify new leads and maintain the No Walk List on nights the hotel is overbooked.
- Promote teamwork and quality service through daily communication and coordination with other departments. Key departmental contacts include all hotel departments.
REPORTING, PLANNING & ADMINISTRATION
- Maintain client files and update information daily in accordance with established departmental policies and procedures. Produce monthly sales-related reports and sales forecasts for the assigned area of responsibility.
- Manage monthly and quarterly reporting responsibilities, such as Account Production Reports (Top Producers for Corporate Negotiated and Preferred/Consortia) and Hotelligence 360 (Amadeus Hospitality) reports, including PACE reports.
- Assist in developing and implementing sales plans. May also participate in the annual budgeting and planning process.
- Perform other duties as assigned.
- May serve as “manager on duty” as required.
ACCOUNTABILITY
This job is a sales professional with established sales goals. The hourly pay range is $40.86 - $45.67 with overtime eligibility.
REQUIREMENTS
College degree plus 2–3 years of sales or marketing-related experience, or an equivalent combination of education and experience. Related degree preferred. Prior hotel sales experience preferred. Must speak fluent English. Other languages preferred.
This job requires the 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.
Additional requirements:
- Communication skills are utilized a significant amount of time when interacting with others; demonstrated ability to interact with guests, employees, and third parties that reflects highly on the hotel, the brand, and the Company.
- Reading and writing abilities are utilized often when completing paperwork and management reports, interpreting results, giving and receiving instructions, and training.
- Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances, are utilized frequently.
- High level of competency in using data management systems, preferably Delphi or a similar sales database tool.
- Problem-solving, reasoning, motivating, organizational, and training abilities are used often.
- Ability to travel to attend workshops, trade shows, conventions, etc.
- 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.