Director of Group Sales

Role Purpose
Assists Director of Sales & Marketing in developing and implementing the total Group sales and marketing strategy of the InterContinental Dominica Cabrits Resort & Spa, Six Senses La Sagesse Grenada, and the InterContinental Grenada (opening 2026) to ensure that Group revenue and room night sales goals are achieved; revenue, sales and marketing strategies are set; tactical plans are created and implemented; and that results are monitored and achieved.

Sells within their respective assigned territory.

Your Day to Day

• Selling territory – NE/SE/Canada and select key vertical accounts.
  • Targets group accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals.  Builds and strengthens relationships with existing and new customers to include but not limited to sales calls, entertainment, FAM trips, roadshows/tradeshows.
  • Handles incoming calls for group requests within established guidelines
  • Active solicitation in the re-booking of established customers
  • Regularly scheduled sales/service contacts by telephone or correspondence with assigned accounts
  • Active participation in industry and civic organizations representing opportunities for business
  • Arranging and conducting key on-property site inspections with clients, including entertaining to showcase the resorts.
  • Closes the best opportunities for the hotel based on market conditions and hotel needs.
  • Understands the overall market in which they sell – competitors’ strengths and weaknesses, economic trends, supply and demand, airlift, etc.
• Direct the day-to-day activities of the group sales team, 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 staffing/human resources-related actions in accordance with Company rules and policies.  Alert management of potentially serious issues.
• Create, train, and motivate the group 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 in order 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, sales forecasts and other required reports.
• 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 banquet and catering 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 business and sales 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.
• https://careers.ihg.com/en/job-details/?jobref=Director+of+Group+Sales+-+Dominica+and+Grenada+Cluster%7cUS%7c149098#449899