Sales Manager

Job Summary 

Develops and maintains Global Sales activity within the Corporate market segment focusing primarily, but not exclusively, on the Key Client Program and maintenance of the sales platform to meet agreed contribution goals.

Essential Duties and Responsibilities 

• To achieve personal room night and revenue targets as established in the IHG Revenue Plan.
• Attend and represent hotel at trade shows and conventions and/or participate in sales trips to key feeder markets.
• Follow up with clients regularly during and after departure to ensure satisfaction and secure future bookings.
• Promote teamwork and quality service through daily communication and coordination with other departments.  Key departmental contacts include all hotel departments.  
• Interact with outside contacts and guests – to ensure their total satisfaction
• Group business up to 125 guestrooms on peak night – to ensure repeat business, follow up on events, and generate new business 
• Other contacts as needed (Professional organizations, community groups)
• Develop and maintain accurate knowledge of assigned clients within the Corporate segments or assigned client profile to include business economics and travel needs; identify potential new clients; know competitors’ sales strategies, relative sales position and initiatives; and provide input that match customers’ growth patterns and travel needs.
• Actively solicit meeting business from the assigned corporate accounts.
• Utilize planning tools such as the potential analysis and Strategic Sales Path documents to plan individual client brand share growth for IHG
• Responsible for developing revenue and room night goals for the clients within their portfolio and working within set parameters for “cost per room night”.
• Actively participate in professional and industry groups and be recognized internally within IHG and externally in the market place as an “expert” in the designated market segment.
• Provides input on co-op marketing opportunities with appropriate industry partners and work with the Director of Sales & Marketing to ensure execution
• Responsible for representing the IHG brands at major industry tradeshows and events to elevate brand profiles.
• Submit monthly and regular reports on a timely basis utilising the standard worldwide reporting package.
• Identify and recommend opportunities to gain a competitive advantage over the competitors in the designated market segment.

2. REQUIRED QUALIFICATIONS

Salary Range: $70,000 - $85,000.

Skills:

● In-depth knowledge of sales principles and techniques.

● Strong client management, problem solving and organization skills.

● Effective communication and negotiation skills.

● Strong knowledge of IHG products, rates and marketing programs.

● Good PC skills (words, excel, powerpoint and mircosoft outlook)

● Ability to develop strong relationships with customers’ senior management

Qualifications 

● College Degree or Diploma in Hotel Management

Experience 

● Minimum 3 years sales experience preferably with one year in a multi-unit capacity.

● Experience within more than one hotel brand would be preferred.