Director of Sales & Marketing
Hotel Brand: InterContinental Hotels
Location: United States, Illinois, Chicago
Hotel: InterContinental - Chicago Magnificent Mile (ORDHA)
Job number: R185604
About UsFINANCIAL RETURNS • Produces the annual Revenue Plan in conjunction with the Executive Committee, sales and marketing budgets and forecasts. • Produces, implements and monitors action plans to ensure Revenue Plan objectives are achieved. • Analyzes current and potential markets/trends, coordinates all activities to maintain and increase revenue through added business volume and increased rate. • Procures new and repeat business for the hotel by monitoring contact with airlines, travel agencies, commercial houses, private clubs and professional associations within local, domestic and international markets. Maintains contact with planners, corporate accounts, incentive buyers, airlines and wholesalers, through personal sales calls, telephone contacts and written communication. • Negotiate food and beverage prices, function space, and hotel services within approved departmental booking guidelines. • Produces monthly sales reports and forecasts. PEOPLE • 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. • Promote teamwork and quality service through daily communication and coordination with other departments. Key departmental contacts include Sales Staff, Executive Chef, Banquet Manager and convention services staff, and hotel Executive Committee. • Ensures training needs analysis of sales staff is carried out and training programs are designed and implemented to meet needs. • Conducts weekly reviews of sales personnel activity to ensure targets and sales objectives are being met. • Interact with outside contacts: o Guests – to ensure their total satisfaction o Vendors – to arrange services Other contacts as needed (Professional organizations, community groups) GUEST EXPERIENCE • Leads and assists catering sales and conferences services teams with clients in menu planning, food and beverage coordination, table arrangements, decoration options, etc. Arrange all details of conventions to include room set-ups, staging, lighting, audiovisual, traffic flow, menus, décor, entertainment, group room blocks, VIP services and approved method of payment. Review daily posting of charges, resolve any discrepancies in a timely manner. Follow-up to ensure client satisfaction. • Meets with guests from major producers/organizers of big events staying in the hotel to ensure guest satisfaction. • Ensures that client contacts and distribution lists are regularly updated for future business. RESPONSIBLE BUSINESS • Direct the day-to-day activities of the sales, catering sales and conference/convention services teams to plan, organize, and assign work and communicate goals. Advise staff of formal policies and procedures. • Ensures the hotel is represented as an active member of the local community through association membership. • Coordinates sales and promotes business for other IHG hotels within the portfolio. Interacts with the corporate leadership team and related support sales offices within the company. • Plans and executes sales trips to major market areas. • Attends major travel functions to promote sales for the hotel. • Directs all sales activities for sales managers to ensure they meet the goals of the Revenue Plan. • Ensure all staff is properly trained and have the tools and equipment needed to effectively carry out their job functions. • Schedule conventions and business group activities and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients. • Plan and conduct pre-event and post-event meeting with clients and catering staff. Ensure forecasts, plans, and sales production reports are completed for management. • May perform other duties as assigned.
Your day to dayManages the sales managers and employees within the sales, catering sales, conference services and marketing areas of the discipline. Is responsible for the overall direction, coordination, and evaluation of this unit at the direction of the General Manager and corporate support structure. Carries out supervisory responsibilities in accordance with the organization’s polices and applicable laws. Responsibilities to include interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing and resolving problems.
What we need from youBachelor's Degree in marketing or related field or equivalent, and 3+ years total experience in a catering setting or related field, with direct supervisory experience over a sales/catering team, or an equivalent combination of education and work experience. Must speak fluent English. 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 skills are utilized a significant amount of time when interacting with others; demonstrated ability to interact with guests, employees and third parties that reflects highly on the hotel, the brand and the Company. • Reading and writing abilities are utilized often when completing paperwork and management reports, interpreting results, giving and receiving instructions, and training. • 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. • Ability to travel to attend workshops, tradeshows, conventions, etc. • May be required to work nights, weekends, and/or holidays. • Alcohol awareness certification and/or food service permit or valid health/food handler card as required by local or state government agency.