IHG Sales Manager - InterContinental Muscat in Muscat, Oman


Job overview

The Sales Manager will be responsible for managing an

account portfolio with the aim to generate and maximise hotel revenue and

market share. Key to this role is building relationships and developing

networks within the accounts portfolio in order to increase revenue and

conversion. Where applicable, this role will also involve the management and

coaching of a team of Sales Executives and Sales Coordinators.

At InterContinental Hotels & Resorts ® we

want our guests to feel special, cosmopolitan and In the Know which means we

need you to:

· Be charming by being

approachable, having confidence and showing respect.

· Stay in the moment by understanding

and anticipating guests’ needs, being attentive and

taking ownership of getting

things done.

· Make it memorable by being

knowledgeable, sharing stories and showing your style to

create moments that

make people feel special.

Duties and Responsibilities:


· Validate of the

potential of assigned accounts and create account plans as per the IHG hotels

standard operating procedures

· Develop the assigned

account portfolio to meet set goals and maximise profitability

· Gather information on current and prospective clients / contacts

to generate incremental


· Maintain effective

control of sales expenses


· Use both account

interaction and publicly available tools to monitor competitors' activities as

it relates to both the hotel and the portfolio of accounts and share relevant

information with

key stakeholders in line with hotel procedures

· Provide feedback to

management on changing market conditions, including competition and



· Involve Ass Director of

Sales and or DOSM where appropriate on sales calls and sales


· Communicate to his/her

superior any issues encountered and other relevant information

· Attend and participate

in and where appropriate, organise training sessions, daily briefings

and other

meetings as required

· Where applicable,

supervise, manage and train Business Development Executives and

Business Development

Coordinators in carrying out their responsibilities


· Network within one’s

portfolio of accounts to build relationships with key decision makers and


relevant staff

· Conduct client meetings

as well as planning and coordinating site introduction tours and


· Handle and manage

clients’ queries or issues

· Be proactive and

responsible for the follow up of new sales leads to enhance guest


· Develop and maintain

contact with business generators (MICE Planners; travel agents; Corp




· Ensure accurate and

timely updating of an accurate record of all relevant activities in the

provided Sales System (i.e. Delphi; Opera; etc.) for future reference and control


· Update Account and

Contact profiles, attach Account plans, ensure ‘live’ information for


· Develop awareness and

reputation of the hotel and the brand in the local community.

Perform other duties as assigned.


This is middle level sales and marketing position in a

full or limited service hotel and may include meeting space and/or catering


Performance of this role should be measured by the

following key metrics:

· Key Performance Objectives

set annually (as per IHG policy)

· Individual Account Plans

· No. of sales meetings

· No. of leads from new


· No. of leads from

existing accounts

· Value of definite leads

from new accounts

· Value of definite leads

from existing accounts

· Process compliance as

the indicated compliance in the Standard Operating



Degree or Diploma in Marketing, Business or

Hospitality Management desired, and 2 – 4 years of relevant Sales experience in

Hospitality or a related service industry.

Expected to possess the following skills:

· In-depth knowledge of

sales principles and techniques

· Effective communication

and negotiation skills

· Strong knowledge of

hotel products, rates and marketing programmes

· Excellent PC skills

(including MS Office)

· Ability to develop

strong relationships with customers and other stakeholders

Knowledge and experience of Sales Systems (i.e. Delphi; Opera;

etc.) is advantageous

Job: Sales

Location: Oman-Muscat

Requisition ID: MUS001082