Associate Director of Sales - InterContinental New York Barclay

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    "ShortDescriptionStr": "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.",
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    "ExternalDescriptionStr": "<div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>JOB OVERVIEW</strong></span></p><p>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. &nbsp;</p><p><br>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. &nbsp;The Barclay offers a Club InterContinental®. &nbsp;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.</p></div><div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>Duties and Responsibilities</strong></span></p><p class=\"ICcontentheading\"><span lang=\"EN-GB\">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 &amp; 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 &amp; Marketing's leadership responsibilities in their absence.</span></p><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>Revenue &amp; Market Strategy</strong></span></p></div><ul style=\"list-style-type: disc; padding-left: 48px;\"><li><span style=\"font-size: 11pt;\">Maximize the hotel's visibility and market presence in designated markets, as assigned by the Director of Sales &amp; Marketing, with particular focus on managing group and transient segment teams.</span></li><li><span style=\"font-size: 11pt;\">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.</span></li><li><span style=\"font-size: 11pt;\">Negotiate rates within predefined budget and revenue guidelines while maintaining fast response times and consistently meeting team targets.</span></li><li><span style=\"font-size: 11pt;\">Achieve individual and team monthly quota objectives by monitoring weekly sales activity targets and reviewing actual segmentation reports for the Group &amp; Transient Sales Segment &amp; Market; ensure tracking accuracy in Delphi Salesforce and alignment with budget P&amp;L for assigned market segments.</span></li><li><span style=\"font-size: 11pt;\">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.</span></li></ul><p>&nbsp;</p><div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>Team Leadership &amp; Development</strong></span></p></div><ul style=\"list-style-type: disc; padding-left: 48px;\"><li><span style=\"font-size: 11pt;\">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 &amp; Transient Sales Team consistently meets or exceeds revenue targets.</span></li><li><span style=\"font-size: 11pt;\">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.</span></li><li><span style=\"font-size: 11pt;\">Attend weekly sales meetings with preparation to lead discussions and address group-related topics pertaining to Group and Transient segments.</span></li><li><span style=\"font-size: 11pt;\">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.</span></li><li><span style=\"font-size: 11pt;\">Assumes a leadership role in the absence of the Director of Sales &amp; Marketing.</span></li></ul><p>&nbsp;</p><div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>Client Relationship Management</strong></span></p></div><ul style=\"list-style-type: disc; padding-left: 48px;\"><li><span style=\"font-size: 11pt;\">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.</span></li><li><span style=\"font-size: 11pt;\">Maintain regular contact with group planners, corporate accounts, incentive buyers, and third-party agencies, providing personalized service to support group sales objectives.</span></li><li><span style=\"font-size: 11pt;\">Collaborate with neighborhood hotels, fostering strong business relationships with sales counterparts across competitive properties and the IHG brand family.</span></li><li><span style=\"font-size: 11pt;\">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.</span></li></ul><p>&nbsp;</p><div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>Sales Tools &amp; Systems</strong></span></p></div><ul style=\"list-style-type: disc; padding-left: 48px;\"><li><span style=\"font-size: 11pt;\">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.</span></li><li><span style=\"font-size: 11pt;\">Demonstrate proficiency in the IHG Lead Share system, generating qualified sales leads and supporting revenue growth opportunities across multiple IHG properties.</span></li></ul><p>&nbsp;</p><div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>Events, Sales Travel &amp; Hotel Visibility</strong></span></p></div><ul style=\"list-style-type: disc; padding-left: 48px;\"><li><span style=\"font-size: 11pt;\">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.</span></li><li><span style=\"font-size: 11pt;\">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.</span></li></ul><p>&nbsp;</p><div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>Budget &amp; Administration</strong></span></p></div><ul style=\"list-style-type: disc; padding-left: 48px;\"><li><span style=\"font-size: 11pt;\">Assist in developing and managing departmental budgets, including operational expenditures, to ensure the availability of supplies, services, and resources necessary to meet established standards.</span></li><li><span style=\"font-size: 11pt;\">Perform duties and tasks as assigned by the Director of Sales &amp; Marketing or General Manager.</span></li></ul><p>&nbsp;</p><div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>ACCOUNTABILITY</strong></span></p></div><p><span style=\"font-size: 11pt;\">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 &amp; Marketing, Revenue Management, and Marketing leadership to drive topline performance and maintain brand standards. The annual salary range is $120 - $138K.</span></p><div style=\"border: none; padding: 0in 0in 4pt;\"><p class=\"ICcontentheading\"><span lang=\"EN-GB\"><strong>Requirements</strong></span></p></div><p><span style=\"font-size: 11pt;\">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.</span></p><p><span style=\"font-size: 11pt;\">This job requires ability to perform the following:</span></p><ul style=\"list-style-type: disc; padding-left: 48px;\"><li><span style=\"font-size: 11pt;\">Frequently standing up or moving within and outside of the facility.</span></li><li><span style=\"font-size: 11pt;\">Carrying or lifting items weighing up to 25 pounds.</span></li><li><span style=\"font-size: 11pt;\">Handling objects, supplies, and sales collateral.</span></li></ul><p><span style=\"font-size: 11pt;\">Additional requirements:</span></p><ul style=\"list-style-type: disc; padding-left: 48px;\"><li><span style=\"font-size: 11pt;\">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.</span></li><li><span style=\"font-size: 11pt;\">Reading and writing abilities are utilized extensively for sales proposals, contract reviews, management reports, and strategic planning documents.</span></li><li><span style=\"font-size: 11pt;\">Mathematical skills, including budgeting, forecasting, ROI analysis, profit/loss concepts, percentages, and variances, are utilized frequently.</span></li><li><span style=\"font-size: 11pt;\">Expert proficiency in Delphi Salesforce, Opera PMS, CVENT, IHG Lead Share, and related sales technology platforms.</span></li><li><span style=\"font-size: 11pt;\">Strong analytical skills with the ability to interpret market data, segmentation reports, and pace tracking, translating findings into actionable sales strategy.</span></li><li><span style=\"font-size: 11pt;\">Proven ability to build, develop, and sustain effective partnerships with key stakeholders including the General Manager, Director of Sales &amp; Marketing, Revenue Management leaders, regional sales teams, and third-party agencies.</span></li><li><span style=\"font-size: 11pt;\">Ability to manage multiple priorities simultaneously under competing deadlines while maintaining high quality of output.</span></li><li><span style=\"font-size: 11pt;\">Problem solving, reasoning, motivating, organizational, and training abilities are used often.</span></li><li><span style=\"font-size: 11pt;\">Ability to travel to attend sales trips, trade shows, client events, and industry functions.</span></li><li><span style=\"font-size: 11pt;\">May require a valid Driver's License.</span></li><li><span style=\"font-size: 11pt;\">May be required to work nights, weekends, and/or holidays.</span></li></ul><p>&nbsp;</p><p><span style=\"font-family: Calibri, sans-serif;\"><span style=\"font-size: 11pt; line-height: 107%;\">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.</span></span></p>",
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