Director of Sales & Marketing - InterContinental Boston

Do you see yourself as a Director of Sales & Marketing?

What's your passion?  Whether you're into scuba diving, chess games or just raising your children, at IHG we're interested in YOU.  At IHG we employ people who apply the same amount of care and passion to their jobs as they do their hobbies - people who put our guests at the heart of everything they do. And we're looking for more people like this to join our friendly and professional team.

HOTEL OVERVIEW:

For 70 years, the InterContinental® Brand has been writing the story of international travel and showing guests the InterContinental Life through personalized service, memorable, one of a kind experiences and global etiquette.  As part of the largest luxury hotel brand in the world, InterContinental® Boston is a landmark of luxury; rated in the top five on Trip Advisor for Boston hotels, named one of the 'Best Hotels in the World' by Condé Nast Traveler magazine and featuring a Forbes Four-Star, 4 Diamond AAA rated hotel experience. The property overlooks Boston's historic waterfront, featuring 424 luxurious ultra-modern accommodations with distinctive style and breathtaking waterfront or downtown city views, a full service spa and fitness club, 32,000 square feet of premier meeting and event space, and an array of restaurants and bars influenced by a variety of international flavors. We are looking for passionate people who are charming, confident and internationally-minded to ensure we continue the story of making great things happen at InterContinental® Boston.

ORGANIZATIONAL STRUCTURE:

The Director of Sales & Marketing reports to the General Manager and oversees the Sales/Marketing/Catering/Conference Services department, which consists of the Director of Catering & Conference Services, Director of Group Sales, several managers and coordinators.

POSITION OVERVIEW:

The Director of Sales & Marketing will serve as a member of the Hotel’s Executive Committee and is responsible for developing and implementing the total sales and marketing strategy of the hotel to ensure that revenue and room night sales goals are achieved; revenue, sales and marketing strategies are set; tactical plans are created and implemented; and those results are monitored and achieved. Maintain consistent quality service, and operating standards as established by the InterContinental® Brand and Forbes Travel Guide. This is the top sales and marketing job in a large full service, luxury hotel with multiple banquet spaces and facilities, high volume catering/conference facilities, and a large number of VIP and special service guests. A large location with extensive competitive pressure and may operate in all market sectors.

DUTIES & RESPONSIBILITIES:

• Direct and manage the day-to-day activities of the sales department, plan, organize, and assign work, develop and communicate strategies and goals. Advise staff of formal policies and procedures. 
• Recommend and/or initiate salary, disciplinary, or other human resources-related actions in accordance with Company rules and policies. Alert management of potentially serious issues.
• Create, train, and motivate a sales team that is responsible for developing new accounts, maintaining existing accounts, and implementing sales strategies to achieve revenue goals and maximize profits for the hotel, while maintaining guest satisfaction.
• Develop and maintain relationships with key clients to produce group and/or convention business, to include room sales, food & beverage sales, and catering/banquet services. 
• Achieve budgeted revenues and maximize profitability within all areas of responsibility.  Drive the preparation of the annual departmental operating budget, the hotel marketing plan and business plan, and financial plans which support the overall objectives of the hotel.  Produce monthly reports and sales forecasts.
• Develop hotel-level tactical sales plans and special programs that drive measurable, incremental occupancy, increase average rates, increase business volume during off-peak periods, increase local food and beverage and banquet sales, and enhance the image of the hotel in the local community. Monitor sales activities/performance to ensure actual sales meet or exceed established revenue plan. 
• Identify operational problems that impact the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department heads on solutions.
• Analyze current/potential market and sales trends and coordinate all activities to maintain and increase revenue and market share through added business volume and increased rate.  Create and develop special events and sales blitzes to showcase the hotel to potential clients.
• Direct the scheduling of conventions and/or business group activities at the hotel and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.
• Work closely with key contacts within the city to ensure constant, high-profile exposure of the hotel.  Develop and maintain good relationships with officials and representatives of local community groups and companies, and attend out-of-town conventions to generate convention and group business.  In coordination with General Manager, serve as hotel representative for media related inquiries and refer sensitive matters to the corporate Public Relations Department if necessary.
• Review advertising, print and other media for the hotel. Work with advertising agencies, consulting firms and vendors to maximize advertising investments and ensure ads represent brand identity and are appropriate for target audience.
• Attend trade shows and major market events locally and nationally to promote new business and increase sales for the hotel.
• Promote teamwork and quality service through daily communication and coordination with other departments.  Key departmental contacts include all hotel departments, hotel Executive Committee, and corporate/regional sales group. 
• Interact with outside contacts:
  • Guests – to ensure their total satisfaction
  • Airlines, wholesalers, corporate accounts, travel agencies, ad agencies within local, domestic and international markets – to ensure repeat business, follow up on events and generate new business 
  • Other contacts as needed (Professional organizations, private clubs, community groups, local media) 
• Perform other duties as assigned.
• May serve as “manager on duty” as required.

QUALIFICATIONS & REQUIREMENTS

• 10+ years of sales and marketing related experience
• Bachelor’s degree in sales, business administration, marketing or communications
• Possess prior leadership experience in directly managing a department within similar hotel scope. Display strong leadership competencies: Be Brand hearted, Think Ahead, Champion Change, Lead People, Develop People, Drive Results and Work Collaboratively 
• Possess strong creative and analytical skills to create and assess impact of sales and marketing programs. Must be detail-oriented.
• Must be able to travel to attend workshops, tradeshows, conventions, etc. and may be required to work nights, weekends, and/or holidays.
• Computer proficiency is required. Must possess experience with Microsoft Office systems, Delphi, Concerto, and access database tools
• Highly developed written and verbal English communication skills to effectively negotiate, persuade, influence, and sell are critical
• Ability to perform the following: carrying or lifting items up to 50 pounds, moving about the function areas, handling objects, bending, stooping and kneeling
• Proven track record of business milestones

What We Offer

At InterContinental Boston, our colleagues are the heartbeat of our success. We are proud to offer:

• Competitive salary and comprehensive benefits package including medical, dental, vision, life and disability insurance
• The salary range for this role is $200,000 - $220,000. This job is also eligible for a bonus pay. 
• Matching 401(k) plan
• Paid time off and wellness programs
• Complimentary dry cleaning and employee meals
• Global hotel discounts across IHG’s 6,000+ hotels and exclusive access to additional perks
• A supportive and collaborative work environment committed to your personal and professional growth
• Most importantly — the freedom to be yourself and thrive in an environment that celebrates individuality

Join Us — Lead with Passion. Inspire with Excellence.

At IHG Hotels & Resorts, we believe in True Hospitality for Good — making our guests and colleagues feel welcome, cared for, recognized, and respected.

As ambassadors of the InterContinental brand, we take pride in our passion for culture, our global perspective, and our ability to create enriching experiences in inspiring surroundings. If you are ready to share your expertise and grow within the world’s most international luxury hotel brand, we welcome you to go further together with us.