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Director Entertainment and Specialty Markets

Company: InterContinental Hotels Group
Location: Atlanta
Posted on: March 20, 2023

Job Description:

Director Entertainment and Specialty MarketsHotel: Corp Atlanta Ravinia, Three Ravinia Drive, Suite 100, 30346Direct all regional sales activity focused at a specific market segment (Entertainment, Sports, Affinity, Specialty)and the supporting intermediaries. Focus on the overall sales effort and specifically, but not exclusively, on the Key Account Program and Management of the sales platform to meet brand, hotel and management Company contribution goals. Direct the efforts of the sales team in assigned area; guide and assist in the activities of other sales assets in the region. Act as primary point of contact on the assigned market segment to brand management and management companies and serve as the acknowledged expert on market and customer issues within this market sector to Company entities.Key Accountabilities

  • Direct the planning and implementation of the key client program with all market segment sales personnel throughout the territory. Manage performance-to-plan and market opportunity at all levels.
  • Responsible for goal setting and performance optimization of customer revenue, room night and share of spend targets for the corporate sales team and segment clients.
  • Introduce and promote to client base, major programs and promotions as directed. This may include all loyalty programs.
  • Act as a "Brand Partner" to the respective area/brand teams for sales activity in assigned market segment. Provide segment expertise to management company's O/M/L management and franchise support.
  • Assist in the revenue plan process in hotels within the Americas region and assist the revenue planning group with specific tasks related to planning.
  • Recommend and implement sales training requirement within the segment.
  • Actively participate in the assigned market segment's industry affairs associations and events.
  • Record, review and maintain appropriate sales reports for senior management.
  • Coordinate with Director of Corporate Sales in all reasonable ways and regularly contribute to departmental and divisional strategy.
  • May ensure sales personnel work with the principle (i.e. corporate account) and their intermediaries, (i.e. Business Travel Agents (BTA's)) as applicable.
  • Plan, organize, control and lead subordinate functions within established budgetary and manpower plans; establish goals, performance standards, and operating procedures for assigned functions. Participate in creation of department staffing and capital budgets. Responsible for cost center management within the segment.
  • Coach and develop team members; hire, fire, assess, discipline, document performance, recommend salary and classification changes. Act as an advisor to subordinate managers or staff to help meet established schedules and/or resolve technical or operational problems.Key Skills & ExperiencesEducation -Bachelor's or Master's Degree in Marketing, Management, or other relevant field of work or an equivalent combination of education and work-related experience.Experience -10+ years progressive work related experience with demonstrated proficiency in multiple disciplines/technologies/processes related to the position as well as 5 to 7 years managing teams and/or significant complex projects, including a minimum of 3 years in hotels with multi unit and/or corporate roles, involving significant people management responsibility across multiple and remote locations.Technical Skills and Knowledge -
    • Demonstrated project management experience in organizing, planning and executing large-scale projects from conception through implementation.
    • Demonstrated experience in leading and developing people.
    • Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff.
    • Demonstrated experience managing a sales function in the assigned market segment or a similar area of business.
    • Demonstrated knowledge of hotels and hotel sales and marketing, and business planning.
    • Demonstrated business/financial negotiation and influencing/consensus building skills, including demonstrated closing ability and demonstrated ability to motivate a large sales staff
    • Demonstrated ability to manage multiple projects in remote locations and partially structured environments.
    • Demonstrated experience with franchise organization preferredDon't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today and let's #GoFurtherTogether.

Keywords: InterContinental Hotels Group, Atlanta , Director Entertainment and Specialty Markets, Executive , Atlanta, Georgia

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