Associate Director of Sales - InterContinental New York 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.

Duties and Responsibilities

Revenue & Market Strategy

• 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.

Team Leadership & Development

• 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.

Client Relationship Management

• 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.

Sales Tools & Systems

• 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.

Events, Sales Travel & Hotel Visibility

• Plan and execute individual sales trips, as well as oversee team visits to major market areas and industry events, with pre- and post-trip reviews, to support pipeline growth, enhance hotel and brand visibility, and generate sales opportunities.

• Organize, support, and lead showcase site inspections and client visits; attend major sales and public relations events hosted by the hotel or industry to promote hotel and brand visibility.

Budget & Administration

• Assist in developing and managing departmental budgets, including operational expenditures, to ensure the availability of supplies, services, and resources necessary to meet established standards.

• Perform duties and tasks as assigned by the Director of Sales & Marketing or General Manager.

Accountability

This is an exempt sales management position responsible for leading the hotel's Group and Transient Sales team strategy and overseeing all group sales operations, client relationships, and revenue performance in support of hotel budget and brand objectives. The Director of Group Sales / Associate Director of Sales works in close partnership with the Director of Sales & Marketing, Revenue Management, and Marketing leadership to drive topline performance and maintain brand standards. The annual salary range is commensurate with experience.

Requirements

Bachelor's degree in Hospitality Management, Business, Sales, or a related field, plus a minimum of three to five years of progressive hotel sales experience including demonstrated leadership in group sales. Prior luxury or full-service hotel experience preferred. Must speak fluent English. Other languages preferred.

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, supplies, and sales collateral.

Additional requirements:

• Communication skills are utilized a significant amount of time when interacting with others; demonstrated ability to interact with leadership, clients, agency partners, and internal teams that reflects highly on the hotel, the brand, and the Company.
• Reading and writing abilities are utilized extensively for sales proposals, contract reviews, management reports, and strategic planning documents.
• Mathematical skills, including budgeting, forecasting, ROI analysis, profit/loss concepts, percentages, and variances, are utilized frequently.
• Expert proficiency in Delphi Salesforce, Opera PMS, CVENT, IHG Lead Share, and related sales technology platforms.
• Strong analytical skills with the ability to interpret market data, segmentation reports, and pace tracking, translating findings into actionable sales strategy.
• Proven ability to build, develop, and sustain effective partnerships with key stakeholders including the General Manager, Director of Sales & Marketing, Revenue Management leaders, regional sales teams, and third-party agencies.
• Ability to manage multiple priorities simultaneously under competing deadlines while maintaining high quality of output.
• Problem solving, reasoning, motivating, organizational, and training abilities are used often.
• Ability to travel to attend sales trips, trade shows, client events, and industry functions.
• May require a valid Driver's License.

• May be required to work nights, weekends, and/or holidays.

The statements in this job description are intended to describe the essential nature and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees. Hotel discounts worldwide are available as well as the chance to work with a great team of people. Most importantly, we'll give you the room to be yourself. So, what's your passion?

The salary range for this role is $120,000 - $138.000 annual. This range is only applicable for jobs to be performed in New York City, NY. This is the lowest to highest pay scale we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the pay range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.

IHG is an equal opportunity employer: Minorities / Females / Disabled / Veterans

At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognized and respected – wherever they are in the world. Want to be part of the journey?

As the world’s first and most global luxury hotel brand, InterContinental Hotels & Resorts has pioneered international travel since the 1940s, we are passionate about sharing our renowned international know-how and cultural wisdom in truly impressive surroundings. We all take great pride in being genuine ambassadors of the InterContinental®️ brand and to be part of the brand you will have a thirst for travel, passion for culture and appreciation for diversity. We create inspiring experiences for those seeking a richer perspective on the world. If you’d like to embrace a world of opportunities, we’d like to welcome you to the world’s most international luxury hotel brand. Let’s Go Further Together.

At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognised and respected – wherever they are in the world. Want to be part of the journey?
As the world’s first and most global luxury hotel brand, InterContinental Hotels & Resorts has pioneered international travel since the 1940s, we are passionate about sharing our renowned international know-how and cultural wisdom in truly impressive surroundings. We all take great pride in being genuine ambassadors of the InterContinental®️ brand and to be part of the brand you will have a thirst for travel, passion for culture and appreciation for diversity. We create inspiring experiences for those seeking a richer perspective on the world. If you’d like to embrace a world of opportunities, we’d like to welcome you to the world’s most international luxury hotel brand.