Sales Manager, Business Travel & Luxury Leisure - IC New York Barclay - IHG

Since first opening its doors in 1926, the InterContinental New York Barclay has welcomed countless guests to enjoy a luxurious residential-style experience in the heart of the city. Originally constructed as part of the Grand Central Terminal expansion, our luxury hotel in Manhattan became one of four notable railroad hotels built to service the well-heeled men and women travelling to New York City. Its convenient location, directly above the railroad tracks, permitted the hotel the unique distinction of having its own platform in the basement, ideal for the upscale rail traveler who occasionally arrived by private train car. In addition to its Midtown East location, the hotel made an immediate impact with tenants and critics alike for its characteristic atmosphere of comfort and elegant domesticity. From that moment, The Barclay began to write its history as the hotel of choice for those looking to take respite in this stately residential hotel of international prestige.

Today, the InterContinental New York Barclay remains Manhattan’s preeminent luxury hotel in New York City after undergoing the most ambitious restoration in its history. Combining sophistication and contemporary design, while staying true to its original Federalist style details, The Barclay exudes confidence and warmth, delivering the same residential feel with modern comfort and flexibility introduced to the world in 1926.

Our hotel boasts over 700 guest rooms, including 32 unique suites, and 20,000 square feet of meeting space. Our Club InterContinental combines personal service and exclusive privileges to make our guests stay extra special. And as the city continues to evolve, so does The Barclay, with spectacular renovations and sustainability initiatives. 

About InterContinental at IHG: 

As the world’s largest family of luxury hotels, we all take great pride in being genuine ambassadors of the InterContinental® brand. Shaped by decades of international know-how and local insights, our passion for luxury travel spans cultures and customs. Inspiring us to create warm and sophisticated experiences for those seeking a richer perspective on the world.

Each of our hotels cultivates a distinctive style and ambience where we embrace every opportunity to give our guests a personal and enriching experience. If you’d like to embrace a wider world of experiences and opportunities, we’d like to welcome you to the world’s most international luxury hotel brand.

Be a part of New York City history. Be a part of InterContinental New York Barclay. 

JOB OVERVIEW:

Develop business through direct sales solicitation for an assigned territory or market segment(s). 

DUTIES AND RESPONSIBILITIES:

• Manage and grow a client base of individuals, buyers, booking agents, organizations, associations in the local corporate business sector & consortia TMC partnerships through direct outside and inside selling to secure business for the hotel to ensure that room night sales and revenue goals are met or exceeded.  Managing existing partnership portfolio and actively prospect and qualify new business opportunities. 
• Achieve personal and team goals as assigned.
• Negotiate guest room rates, added amenities and hotel services within approved booking guidelines. Accurately produce and review all sales contracts, plan face to face client appointments and sales visits accompanied with pre/post reports, rate agreements, and global / local request for proposals through Lanyon RFP system. 
• Monitor and handle inquiry calls and provide client proposals in accordance with established departmental policies and procedures.
• Work closely with other hotel departments to facilitate services agreed upon by the sales office and with prospective clients. Disseminate sales-related information to other departments as appropriate.  Educate Operations team on administering VIP services through departmental SOPs and host training at Departmental Meetings. 
• Arrange and conduct special events, site inspections, and off-site presentations for potential clients.  Entertain clients in accordance with established company and hotel policies and guidelines.
• Initiate creative marketing materials to promote and aide growth in increasing hotel positioning and reputation, growth in market share and to stand-apart from competition. 
• Work with and grow sales and professional relationships with IHG Global Sales Teams, primarily within Leisure & Lifestyle and Business Travel sectors. 
• Maintain client files and update information daily in accordance with established departmental policies and procedures. Produce monthly sales-related reports and sales forecasts for assigned area of responsibility.
• Attend and represent hotel at trade shows and conventions and/or participate in sales trips to key feeder markets and host FAM Trips as needed.
• Ability to travel as role requires up to 20% including both Domestically & Internationally. 
• Follow up with clients regularly during and after departure to ensure satisfaction and secure future bookings.
• Prospect new contacts and relationships through available sales tools including IHG database & reporting, Opera PMS, Hotelligence 360 (Amadeus Hospitality) Consortia / Business travel agencies, and web-based search tools. 
• Promote teamwork and quality service through daily communication and coordination with other departments.  Key departmental contacts include all hotel departments. 
• Assist in developing and implementing sales plans. May also participate in the annual budgeting and planning process.
• VIP’s (Pre-arrival / Upon Arrival) Oversee & ensure all BT and Leisure VIP’s arriving are receiving welcome notes, welcome amenities, requested amenities, correct room assignments, personal meet and greet as required, profiles are up to date, housekeeping status is updated & accommodations walked if necessary. 
• Oversee the Good Neighbor / IHG Business Edge Programs, maintain up to date membership list, frequently requalify member access and actively sign new members.
• Monthly and Quarterly Reports Responsibilities such as Account Production Reports – Top Producers for Corporate Negotiated and Preferred/Consortia, Hotelligence 360 (Amadeus Hospitality) Reports, including PACE Reports and etc.
• Review Daily Arrivals Report, overseeing administrative support team to ensure to identify new leads and No Walk List on nights the hotel is overbooked.
• Perform other duties as assigned.
• May serve as “manager on duty” as required.

ACCOUNTABILITY: 

This job is a sales professional with established sales goals. 

Qualifications and 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.

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.
• 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.

IHG is proud to have an award-winning workplace culture ranking named to Fortune 100 Best Companies to Work For in 2024. 

What’s more, because your career will be as unique as you are, we’ll give you all the tailored support you need to make a great start, be involved and grow. And because the InterContinental Hotels & Resorts brand belongs to the IHG® family of brands, you’ll also benefit from all of the opportunities that come from being part of a successful, global hospitality company with over 6000 hotels in over 100 countries around the world.

So whoever you are, whatever you love doing, bring your passion to the InterContinental Hotels & Resorts brand and IHG and we’ll make sure you’ll have room to be yourself. 

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 $80,000 USD - $100,000 USD 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.

**This job is also eligible for bonus pay.

You can apply for this role through https://careers.ihg.com/en/ or through https://careers.ihg.com/en/internal-careers if you are a current employee.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

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