The Director of Sales – Groups & Meetings is responsible for driving revenue through the development and execution of strategic sales initiatives focused on the groups, meetings, conferences, and events segments.

This role leads the proactive sales effort to identify, qualify, and secure group business opportunities while maximizing hotel revenue and maintaining strong relationships with corporate clients, event planners, travel agencies, and key industry partners.

The position ensures that all sales activities align with IHG brand standards, hotel objectives, and revenue strategies.

DUTIES AND RESPONSIBILITIES

Sales Strategy & Revenue Generation

• Develop and implement strategic sales plans to achieve group and meetings revenue targets.
• Identify and pursue new business opportunities within the corporate, MICE, and group segments.
• Conduct regular sales calls, presentations, and client meetings to promote the hotel’s meeting and event facilities.
• Maintain strong relationships with corporate clients, travel agents, event planners, and industry partners.
• Negotiate contracts and pricing to maximize revenue while maintaining competitiveness.

Business Development

• Proactively source new accounts and expand existing client relationships.
• Participate in sales missions, trade shows, networking events, and industry activities.
• Monitor market trends, competitor activities, and industry developments.
• Identify potential markets and develop targeted sales initiatives.

Client Management

• Serve as the main contact for key group and event clients.
• Ensure smooth coordination between clients and internal departments such as Events, Banquet, Front Office, and Operations.
• Oversee the planning and execution of group bookings and events to ensure client satisfaction.
• Address client concerns and ensure timely resolution of issues.

Revenue Management & Reporting

• Work closely with the Revenue Management and Reservations teams to optimize group rates and availability.
• Track and analyze sales performance, booking pace, and revenue results.
• Prepare and submit regular sales reports, forecasts, and performance updates.

Leadership & Collaboration

• Support the Director of Sales & Marketing in achieving overall sales targets.
• Collaborate with internal departments to ensure seamless guest experiences.
• Participate in departmental meetings, training programs, and sales planning sessions.

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QUALIFICATIONS

• Bachelor’s degree in Hospitality Management, Business Administration, Marketing, or related field.
• Minimum 5–8 years of sales experience in hospitality, with strong exposure to groups and meetings sales.
• Proven track record in achieving sales targets and revenue growth.
• Excellent communication, negotiation, and presentation skills.
• Strong client relationship management and networking abilities.
• Knowledge of IHG systems and brand standards is an advantage.

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COMPETENCIES

• Strategic Thinking
• Sales & Negotiation Skills
• Relationship Building
• Revenue Optimization
• Leadership & Team Collaboration
• Customer Focus