Associate Director of Sales - InterContinental Barclay

Job Overview

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.

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.

• Maximize the hotel's 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 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.

• 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 check-ins and calls to monitor progress, provide guidance, and promote continuous learning.
• Attend weekly sales meetings with 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.
• Assumes a leadership role in the absence of the Director of Sales & Marketing.

• 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 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.

• 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.
• Demonstrate proficiency in the IHG Lead Share system, generating qualified sales leads and supporting revenue growth opportunities across multiple IHG properties.