Director of Group Sales - Dominica and Grenada Cluster

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. 
• 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) 

Accountability:

• Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs and identify opportunities to up-sell products and services throughout the sales process. 
• Build the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Marketing and Director of Group Sales. Identifies revenue opportunities for the hotel based on the event profile.
• Entertainment and travel required. 

Key Skills & Experience

• Delphi experience required
• Bachelor’s degree in Hospitality or related field; Marketing/Sales qualifications a plus
• 5+ years’ experience in resort sales, preferably with 4- or 5-star/diamond properties
• Proven track record of meeting sales targets
• Established client base in the designated market
• Experience selling Caribbean destinations
• Demonstrated ability to drive revenue across resort operations
• Strong communication and interpersonal skills, with professionalism in all interactions
• Proficient in Microsoft Office (Word, Excel, PowerPoint) and relevant software
• Technologically savvy; able to sell competitively in a luxury market
• Ability to multitask in a fast-paced environment
• Physically able to stand, move, lift up to 25 lbs, and handle objects as needed
• Willingness to travel for tradeshows, conventions, etc.
• May require a valid driver’s license.
• Availability to work nights, weekends, or holidays

The ideal candidate is based in a major city on the East Coast

How Do I Deliver This?

We genuinely care about people and we show this through living out our promise of True Hospitality each and every day. It’s what connects every colleague in all IHG^® hotels.

Each IHG® hotel brand delivers True Hospitality in their own way, and at the heart of it all are specific, core service skills.

• True Attitude: being caring, wanting to make a positive difference, and building genuine connections with guests 
• True Confidence: having the knowledge and skills to perform your role, and giving guests the confidence that they can trust you, to help and support them during their stay
• True Listening: focusing on what your guest is saying, picking up on body language that is often overlooked, and understanding what the guest wants and needs
• True Responsiveness: is about providing guests with what they need, and doing so in a timely and caring manner

What You Can Expect From Us:

The salary range for this role is $115,000 – 125,000. This job is also eligible for bonus pay. 

We offer a comprehensive package of benefits, including paid time off, medical/dental/vision insurance, 401k, and many other benefits to eligible employee.

Our mission is to welcome everyone and create inclusive teams where we celebrate differences and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives. 

IHG gives every member of the team the room they need to belong, grow and make a difference in a collaborative environment. We know that to work well, we need to feel well – both inside and outside of work – and through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. So, join us and you’ll become part of our ever-growing global family.