Senior Sales Manager, Business Travel & Consortia - InterContinental New York Barclay

IHG • New York, NY

5h • $45 - $51

About The Position

At InterContinental New York Barclay, we don’t just offer a place to stay — we create timeless luxury experiences in the heart of Manhattan. As a Senior Sales Manager, BT & Consortia, you will be responsible for driving revenue through the development and management of Business Travel (BT) accounts and luxury consortia partnerships. This role is ideal for a dynamic and relationship-driven sales professional who thrives in a fast-paced environment, is passionate about delivering exceptional service, and is eager to contribute to the continued success of a globally recognized luxury brand.

Job Overview:

Oversee and implement all sales activities for a specific areas of responsibilities and market segment(s), including managing team, developing new accounts, maintaining existing accounts and implementation of sales strategic actions.

Requirements

• College Degree plus 2-3 years sales or marketing related experience, or equivalent combination of education and experience.
• Related degree preferred.
• Prior hotel sales experience preferred.
• Must speak fluent English.
• Other languages preferred.
• Frequently standing up or moving within and outside of the facility
• Carrying or lifting items weighing up to 25 pounds
• Handling objects
• 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.
• High level of competency in using data management systems preferably with Delphi or similar sales database tool.
• Problem solving, reasoning, motivating, organizational and training abilities are used often.
• Ability to travel to attend workshops, tradeshows, conventions, etc.
• May require a valid Driver’s License.
• May be required to work nights, weekends, and/or holidays.

Responsibilities

• Research, identify, develop and secure new and existing local, national and global corporate and consortia partnerships, consistently exceeding targets for revenue, room nights and average daily rate (ADR) goals.
• Manage a portfolio of 100+ local and key corporate accounts and consortia programs, ensuring strong client relationships and driving consistent revenue growth.
• Retain and expand existing accounts through in-depth competitive, market and industry research.
• Identify customer and partner needs to develop and implement creative strategies and effective problem-solving.
• Lead and develop the business travel and luxury leisure sales team, including sales manager and coordinators, by providing clear strategic direction, coaching and performance oversight; ensure alignment with overall sales objectives and hotel revenue goals while integrating IHG brand training programs into weekly reviews, actionable plans and continuous development.
• Achieve individual and team performance goals across assigned segments.
• Manage the hotels’ RFP process / rate negotiations according to hotel rate structure and guidelines.
• Negotiate and present premium optimum guest room rates, curated amenities, hotel services and upsell opportunities in alignment with approved booking guidelines.  Collaborate with customers, representatives, and partners to deliver seamless, high-value, and elevated buyer experience.
• Maintain and active schedule of phone solicitation, prospecting, outside sales calls and industry networking activities.  Accurately produce, review and manage all sales contracts, plan and conduct face to face client appointments and sales visits, including preparation of pre/post visit reports, manage rate agreements and respond to global and local requests for proposals (RFPs) using the Lanyon RFP system.
• Monitor and manage current and incoming partner inquiries, providing tailored client proposals in alignment with established departmental policies and procedures.
• Collaborate closely hotel operational and reservations departments to ensure seamless delivery of services agreed upon by the sales office and with prospective clients. Communicate sales-related information to relevant departments in a timely effective manner.  Train and guide the operations team on executing VIP services according to departmental SOPs, and conduct training session ns during departmental meetings.
• Arrange and conduct special events, site inspections, and off-site presentations for prospective clients.  Entertain and engage clients following company and hotel policies and guidelines.      Plan & execute sales trips and missions in alignment with sales and marketing plan. Participate in trade shows, conventions and promotional events within the hotel, the industry and partner organizations.
• Develop internal standard operating procedures (SOPs) for handling business travel and consortia operations to ensure consistent practices across all hotel departments.
• Initiate and collaborate with marketing team on creative materials that enhance the hotels positioning and reputation, drive market share growth, optimizing pricing strategies, and differentiate the property from competition.
• Maintain and expand sales and professional relationships with IHG Global Sales teams, focusing on the Leisure & Lifestyle and Business Travel sectors.
• Maintain and update client files daily in Salesforce, ensuring compliance with departmental policies and procedures. Generate monthly sales reports and forecasts for assigned territories to support decision making.
• Represent the hotel at trade shows and conventions, participate in sales trips to key feeder markets, and organize or host FAM (familiarization) trips as needed.
• Ability to travel as role requires up to 20% including both Domestically & Internationally.
• Monitor daily hotel arrivals and maintain regular follow-up with clients during and after stay to ensure satisfaction and encourage repeat bookings, for managed segments.
• Prospect and cultivate new business contacts and relationships, maintaining expertise in key sales tools including hotel database & reporting systems, Tableau, ZoomInfo, Opera PMS, Amadeus Agency & Demand, Consortia / Business travel agency information, and web-based search tools.
• Foster teamwork and ensure high-quality service by maintaining daily communication and coordination with all hotel departments.
• Assist in developing and implementing sales plans. May also participate in the annual budgeting and planning process.
• Oversee and ensure all Business Travel and Leisure VIPs are properly attended to upon arrival.  Confirming that welcome notes and amenities are delivered as requested, correct room assignments, personal meet and greet as required, profiles are up to date, housekeeping status is updated & accommodations walked to meet guest expectations.
• Oversee with support of Sales Manager local courtesy loyalty programs are maintained and up to date with membership list, regularly requalify member access and proactively recruit new members.
• Monthly and Quarterly Reports Responsibilities such as Account Production Reports – Top Producers for Corporate Negotiated and Preferred/Consortia, Amadeus Hospitality Agency & Demand 360 Reports, including PACE Reports and Forecasting.
• Perform other duties as assigned.
• May serve as “manager on duty” as required.

Benefits

• comprehensive package of benefits including paid time off
• medical/dental/vision insurance
• 401(k)
• Hotel discounts worldwide are available as well as the chance to work with a great team of people.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level