Bachelor's degree in Hospitality or related field; Marketing/Sales qualifications a plus
5+ years' experience in resort sales, preferably with 4- or 5-star/diamond properties
Proven track record of meeting sales targets
Established client base in the designated market
Experience selling Caribbean destinations
Strong communication and interpersonal skills
Proficient in Microsoft Office and relevant software
Responsibilities
Assist in developing and implementing sales and marketing strategies for two luxury resorts
Proactively identify and solicit new business to achieve revenue goals
Direct day-to-day activities of the group sales team and develop strategies
Create and motivate the sales team to maintain and grow accounts
Achieve budgeted revenues and prepare financial plans supporting hotel objectives
Analyze market trends and coordinate activities to increase revenue and market share
Promote teamwork and quality service through communication with other departments
Benefits
Medical, dental, vision, life, and disability insurance
Matching 401(k) retirement plan
Generous paid vacation, holidays, and wellness days
Global hotel discounts with IHG Employee Room Benefit Program
Opportunities for professional growth and leadership development
Full Job Description
Job Description
Your Role:
Assists Director of Sales & Marketing in developing and implementing the total Group sales and marketing strategy of the Six Senses La Sagesse Grenada, and the InterContinental Grenada to ensure that Group & Leisure revenue and room night sales goals are achieved; revenue, sales and marketing strategies are set; tactical plans are created and implemented; and that results are monitored and achieved.
Sells within their respective assigned territory.
Your Day to Day:
Selling territory - NE/SE/Canada and select key vertical accounts.
Targets group accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Builds and strengthens relationships with existing and new customers to include but not limited to sales calls, entertainment, FAM trips, roadshows/tradeshows.
Handles incoming calls for group requests within established guidelines
Active solicitation in the re-booking of established customers
Regularly scheduled sales/service contacts by telephone or correspondence with assigned accounts
Active participation in industry and civic organizations representing opportunities for business
Arranging and conducting key on-property site inspections with clients, including entertaining to showcase the resorts.
Closes the best opportunities for the hotel based on market conditions and hotel needs.
Understands the overall market in which they sell - competitors' strengths and weaknesses, economic trends, supply and demand, airlift, etc.
Direct the day-to-day activities of the group sales team, plan, organize, and assign work, develop and communicate strategies and goals. Advise staff of formal policies and procedures.
Recommend and/or initiate salary, disciplinary, or other staffing/human resources-related actions in accordance with Company rules and policies. Alert management of potentially serious issues.
Create, train, and motivate the group sales team that is responsible for developing new accounts, maintaining existing accounts, and implementing sales strategies to achieve revenue goals and maximize profits for the hotel, while maintaining guest satisfaction.
Develop and maintain relationships with key clients in order to produce Group and/or convention business, to include room sales, food & beverage sales, and catering/banquet services.
Achieve budgeted revenues and maximize profitability within all areas of responsibility. Drive the preparation of the annual departmental operating budget, the hotel marketing plan and business plan, and financial plans which support the overall objectives of the hotel. Produce monthly reports, sales forecasts and other required reports.
Develop hotel-level tactical sales plans and special programs that drive measurable, incremental occupancy, increase average rates, increase business volume during off-peak periods, increase banquet and catering sales, and enhance the image of the hotel in the local community. Monitor sales activities/performance to ensure actual sales meet or exceed established revenue plan.
Identify operational problems that impact the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department heads on solutions.
Analyze current/potential market and sales trends and coordinate all activities to maintain and increase revenue and market share through added business volume and increased rate. Create and develop special events and sales blitzes to showcase the hotel to potential clients.
Direct the business and sales activities at the hotel and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.
Work closely with key contacts within the city to ensure constant, high-profile exposure of the hotel. Develop and maintain good relationships with officials and representatives of local community groups and companies, and attend out-of-town conventions to generate convention and group business.
Attend trade shows and major market events locally and nationally to promote new business and increase sales for the hotel.
Promote teamwork and quality service through daily communication and coordination with other departments. Key departmental contacts include all hotel departments, hotel Executive Committee, and corporate/regional sales group.
Interact with outside contacts:
Guests - to ensure their total satisfaction
Airlines, wholesalers, corporate accounts, travel agencies, ad agencies within local, domestic and international markets - to ensure repeat business, follow up on events and generate new business
Other contacts as needed (Professional organizations, private clubs, community groups, local media)
Accountability:
Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs and identify opportunities to up-sell products and services throughout the sales process.
Build the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Marketing. Identifies revenue opportunities for the hotel based on the event profile.
Entertainment and travel required.
Key Skills & Experience:
Delphi experience required
Bachelor's degree in Hospitality or related field; Marketing/Sales qualifications a plus
5+ years' experience in resort sales, preferably with 4- or 5-star/diamond properties
Proven track record of meeting sales targets
Established client base in the designated market
Experience selling Caribbean destinations
Demonstrated ability to drive revenue across resort operations
Strong communication and interpersonal skills, with professionalism in all interactions
Proficient in Microsoft Office (Word, Excel, PowerPoint) and relevant software
Technologically savvy; able to sell competitively in a luxury market
Ability to multitask in a fast-paced environment
Physically able to stand, move, lift up to 25 lbs, and handle objects as needed
Willingness to travel for tradeshows, conventions, etc.
May require a valid driver's license.
Availability to work nights, weekends, or holidays
The ideal candidate is based in a major city on the East Coast
What We Offer
At IHG, we recognize that our leaders are the heartbeat of our hotel's legacy. That's why we offer a robust benefits and compensation package tailored to high-impact professionals:
The salary range for this role is $100,000 - 125,000.+ Bonus Eligibility
Medical, dental, vision, life, and disability insurance
Matching 401(k) retirement plan
Generous paid vacation, holidays, and wellness days
Global hotel discounts with IHG Employee Room Benefit Program
Most importantly - Room to Lead with Purpose and Grow with Passion
About IHG
InterContinental Hotels Group (IHG) is a British multinational hospitality company that operates a portfolio of hotel brands, including InterContinental, Crowne Plaza, Holiday Inn, and Kimpton Hotels & Restaurants. The company was founded in 2003 as a result of the merger between British hotel company Six Continents and the hotel and restaurant business of the American conglomerate Bass. IHG is headquartered in Denham, England, and has operations in more than 100 countries. The company's brands cater to a range of travelers, from budget-conscious to luxury-seeking.
