Senior Group Sales Manager - InterContinental Houston

JOB OVERVIEW:

Responsible for using expertise in market trends, business cycles and other factors creating business challenges or opportunities to develop, drive, and oversee the hotel’s sales strategy and long-range planning. Also mentor, coach, and train other sales personnel, in addition to forging relationships with new group accounts, maintaining existing relationships, and creating and implementing sales strategies.

At InterContinental Hotels & Resorts® we want our guests to feel special, cosmopolitan and In the Know which means we need you to:

• Be charming by being approachable, having confidence and showing respect.
• Stay in the moment by understanding and anticipating guests’ needs, being attentive and taking ownership of getting things done.
• Make it memorable by being knowledgeable, sharing stories and showing your style to create moments that make people feel special.

DUTIES AND RESPONSIBILITIES:

FINANCIAL RETURNS

• Drive the achievement of sales goals by developing and implementing sales strategy and tactics, and ensure that these strategies and tactics are pursued and fulfilled by sales team members.
• Assume high level of responsibility in developing the hotel market plan, delivering owner and senior leader briefings, and preparing departmental budget.
• Analyze market trends, visibility, and other data points and factors in order to develop and improve sales and marketing strategies and to provide expert advice to hotel owner and other senior leaders. Also engage those leaders in order to further refine strategy and tactics to secure the hotel’s goals.
• Leverage work and experience in the market to identify group sales targets that fulfill criteria that they have played a key role in developing and that inure to the advantage and profitability of the hotel.
• Operate with autonomy and flexibility related to group client identification, generation, and goal achievement.
• Exercise discretion and judgment to create and implement tactical sales plans to achieve greater profitability through effectively driving group business, negotiating room rates and other financial and non-financial terms with group clients, increasing average rates and occupancy, and maximizing profitability of function space and other hotel services.

PEOPLE

• Exert a high level of leadership and influence in the sales department, including the training and mentoring of Sales Managers and other sales personnel and creating and embedding best practices.
• As a trusted partner of the Director of Sales & Marketing, build and facilitate employee engagement and synergy in the sales team, and act as the department leader in the absence of the Director of Sales.
• Represent the sales department as appropriate in various internal-and external-facing hotel programs and initiatives.
• Identify, develop, and maintain productive relationships with officials and representatives of local community groups and companies, and selectively identify and attend out-of-town conventions and trade shows to develop and promote the hotel’s image and, ultimately, drive profitability.
• Promote teamwork and quality service through regular communication and coordination with subordinates and other departments.
• Review daily business levels, anticipate critical situations or challenges, and plan effective solutions in conjunction with department heads to best expedite these situations.
• Interact with and serve as the “face of the hotel” with key outside contacts, such as corporate groups, trade associations, airlines, cruise lines, travel agencies, ad agencies, professional organizations, and local media.

GUEST EXPERIENCE

• May coordinate business group activities at the hotel and work closely with other departments to facilitate services agreed upon by the sales office and prospective clients.

RESPONSIBLE BUSINESS

• Actively participate in forecasting and goal setting
• Play a critical role in developing the annual budget and driving performance within budgeted goals
• Develop sales and marketing plans.
• Build creative proposals and achieve goals
• Produce monthly reports and sales forecasts
• May serve as “manager on duty” as required

QUALIFICATION AND REQUIREMENTS

Bachelor’s degree in sales, marketing or related field, and 5 years total experience working with a large or a variety of market segments, or an equivalent combination of education and experience in a hospitality or hotel sales and marketing setting. 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

Other:

• Communication, reading, writing, and critical thinking skills are utilized frequently, whether in establishing and communicating strategies, providing expert advice to hotel owner and senior leadership, or training and coaching other sales personnel and subordinates.
• Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances are utilized frequently.
• Problem solving, reasoning, motivating, organizational, and training abilities are used often.
• Travel to attend workshops, tradeshows, conventions, and similar functions may be required.
• May require a valid Driver’s License
• May be required to work nights, weekends, and/or holidays.