Job Overview Lead the hotels 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 Marketings leadership responsibilities in their absence Duties and Responsibilities Revenue Market Strategy Maximize the hotels 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 PL 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 checkins and calls to monitor progress provide guidance and promote continuous learning Attend weekly sales meetings with preparation to lead discussions and address grouprelated 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 thirdparty 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 expertlevel understanding of all sales tools including Delphi Salesforce Opera PMS CVENT RFP and industry intelligence tools to drive datainformed 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 posttrip 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 hotels 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
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