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. We’re looking for more people like this to join our friendly and professional team.
Hotel Overview
An icon of refined Manhattan elegance, the InterContinental New York Barclay re‑opened in spring 2016 after an extensive renovation. Located off Park Avenue in Midtown East, the hotel features 702 guestrooms, 30 suites, a Presidential Suite and a Penthouse Sky Suite with 1,500 feet of outdoor space and Chrysler Building views. It offers 15,000 square feet of meeting space and two large ballrooms for weddings, galas and events, as well as a Club InterContinental® and a dynamic lounge for light dining.
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. Assume 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, focusing 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 and reviewing 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 designing and monitoring 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 the 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.
- Assume 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.
- 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.
- 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.
- 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 annual salary range is $120,000–$138,000.
Requirements
- Bachelor’s degree in Hospitality Management, Business, Sales, or a related field.
- 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.
- Fluent English speaking required; other languages preferred.
Physical Demands
- 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
- Strong communication skills necessary for interacting with leadership, clients, agency partners, and internal teams.
- Reading and writing skills required for sales proposals, contract reviews, management reports, and strategic planning documents.
- Mathematical skills for budgeting, forecasting, ROI analysis, profit/loss concepts, percentages, and variances.
- Expert proficiency in Delphi Salesforce, Opera PMS, CVENT, IHG Lead Share, and related sales technology platforms.
- Analytical skills to interpret market data, segmentation reports, and pace tracking; translate findings into actionable sales strategy.
- Proven ability to build, develop, and sustain 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.
- Ability to travel for 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.
Important Information
- The salary range listed is the lowest to highest pay scale the company believes it would pay for this role at the time of posting. The actual pay may be more or less and may be modified in the future. Pay positions within the range are based on education, qualifications, certifications, experience, skills, seniority, location, performance, shift, travel requirements, sales or revenue‑based metrics, and business or organizational needs.
- Any bonus, commission, or other compensation is at the company’s discretion until it is earned, vested, and determinable.