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IHG Sales Manager - Corporate and MICE at InterContinental Hotels Group Dubai Festival City in Gurgaon, India

Sales Manager - Corporate and MICE at InterContinental Hotels Group Dubai Festival City

Job Number EMEAA09312

Hotel Brand:

Europe, Middle East, Asia & Africa - India - Haryāna - Gurgaon


About us

Do you see yourself as a Sales Manager Corporate and MICE?

What's your passion? Whether you're into triathlon, exploring new restaurants or dancing the tango, at IHG® we're interested in you. We love people who apply the same amount of passion and precision to their jobs as they do to their hobbies. Imagine working for a company that gives you Room to be yourself. Our commitment to our people is to deliver room to have a great start, to learn and grow, to perform, to be recognized and rewarded, to be involved and to take the initiative and lead.

The InterContinental Hotels Group (IHG®) properties in Dubai Festival City consist of four hotel brands. These include the luxury brand InterContinental, the superior upscale Crowne Plaza, the lavish long-stay InterContinental Residence Suites and the vibrant mid-scale Holiday Inn. In addition to over 1000+ bedrooms, the four properties boast a selection of high quality restaurants and bars, an impressive 3,800 square meter Event Centre across two levels, the 5,000 square meters Festival Arena by InterContinental, the luxurious Spa InterContinental, state-of -the-art gymnasium facilities, and swimming pool facilities

We are looking for confident, sophisticated and internationally-minded people to join over 1200 colleagues who are committed to maintaining the highest standards of luxury, quality and service which define our company. We value the passion and enthusiasm of our colleagues, and encourage you to share your passion when you work with us.

At the moment we're looking for a Sales Manager Corporate and MICE to join our energetic, enthusiastic and passionate team at InterContinental Hotels Group® Dubai Festival City .

As the Sales Manager – Corporate and MICE, you will proactively create and convert revenue opportunities for the IHG Dubai Festival City from assigned Account portfolio and by sourcing new business. You will also plan and execute sales activities based on strategies and financial targets (hotel revenue, room night goals) outlined in the Hotel’s annual Integrated Business Plan (IBP).

Your day to day

The key responsibilities are:

  • Drive Total Revenue (Room, MICE, C&B, F&B ) and sell to new, existing and prospective customers considering goals set forth in the sales strategy, negotiating optimum rate for the benefit of the business.

  • Receive, respond and contract residential group business within the set Sales and Service Standards.

  • To utilize IHG sales tools in an appropriate manner to ease work processes and make the same more efficient and transparent - IBP, Delphi, I-RFP, IHG Merlin, IHG Sales Source, SSP.

  • Consistently communicate “within” to share market intelligence, provide feedback and ensure customer awareness with the Hotels and to ensure planning and coordination of sales.

  • Develop relationships across all business units in the Dubai market and beyond - in the key feeder markets well as well as driving IHG Global Sales network.

  • Responsible for key account management on an assigned account base or geographic area, ensuring revenue maximization, achievement of personal targets and increasing fair market share versus competitor set.

  • Actively solicit and book business following hotel standards.

  • Service client requests and inquiries up to the contract signing stage, after which the client file is handed over to the Conference Management Team

  • Attend Industry Exhibitions to represent the hotels in front of prospect clients.

  • Grows existing business and establishes and pursues leads which will develop business

  • Initiates and prepares tenders for business

  • Monitors and contributes to the weekly Event Centre forecast figures based on the business situation and in line with the Hotel’s forecast estimations. The weekly forecast figures to be updated in IBP (Integrated Business Plan).

  • Actively participates, and effectively contributes in the weekly C&E Yield Meeting.

  • Contributes and inputs feedback on the MAR (Minimum Available Rate) based on the booking situation and in line with the competitors’ rating structures.

  • Manage Accounts and ensure the constant generation of new DMC, Event Agency, Corporate Event Management teams and Corporate client prospects for self

  • Travel when required to promote the hotel and develop potential business in other markets.

  • Per month 50 sales calls, 20 Telemarketing activities, 4 Fam Trips/Site inspections, 8 GSO and 4 DTCM interactions tracked as per Delphi activities.

  • Where appropriate, entertain clients in nearby IHG hotel outlets to sell the hotel facilities. Make reservations at non-peak times in order to allow the outlet to provide the best service. Adhere to all Accounting policies regarding payment.

  • To progress into an “In The Know” product specialist for InterContinental Dubai Festival City (IC DFC) including the Event Centre and to become a product expert for Crowne Plaza Dubai Festival City (CP DFC) including the entire portfolio of services across these business units.

  • To grow into a “Destination Dubai and UAE market expert” for the Meetings, Incentives, Congress, Exhibitions, Events by acquiring knowledge about the Hotels competitive sets, the STR performance of the Hotel as well as its competitive sets and the socio-economic developments in Dubai, UAE and worldwide affecting the hotel business. The information should be used when developing promotions and sales strategies.

  • Builds profile within local market place through attendance at various events and local market place

What we need from you

Ideally, you'll have some or all of the following qualifications and experience we're looking for:

  • Minimum of 2 years experience in the service industry and Sales & Marketing environment or minimum of 2 years experience within an Account Management / Development role

  • Good communication and administrative skills

  • Ability to be self-motivated, organized and demonstrate good team work

  • Fluency in English

  • Computer literacy (Microsoft applications and Opera, Delphi)

  • Pro-active approach, and the ability to meet deadlines

What we offer

In return we'll give you a competitive benefit package including accommodation, hotel discounts worldwide and the opportunity to progress your career with IHG®. Most importantly, we'll give you the room to be yourself.

At IHG® we are committed to developing our team and managing our talent and would encourage internal as well as external candidates to apply for any of our vacancies.

So what's your passion? Please apply on-line and tell us how you can bring your individual skills to IHG®.

To find out more about us or any other jobs with IHG® please look at www.ihg.com/careers

  • Major Brad D. Anderson

    United States Army

    Major (Ret) Brad Anderson is the Human Resources Manager at IHG Army Hotels – Fort Benning, Georgia. He retired out of the U.S. Army after 23 years of service with combat tours in Iraq (Operation Iraqi Freedom) and Afghanistan (Operation Enduring Freedom).

    Brad enlisted in the U.S. Army in August 1992, and was assigned as an infantryman at Fort Lewis, Wash., where he served six years in 9th Infantry Regiment and 25th Infantry Division. In 1999, he was assigned to Fort Benning, Ga., where he completed Drill Sergeant School and then served with the Infantry Training Brigade. He was next assigned to Officer Candidate School in 2003 and earned his commission as a second lieutenant in the Adjutant General Corps. Major Anderson’s previous assignments as an officer include Camp Casey, South Korea, where he served as a postal platoon leader; Iraq, where he served as deputy plans and operations officer, III Corps; Fort Benning, where he served with 30th Adjutant General Reception Battalion, as Headquarters and Headquarters Company commander; Eglin Air Force Base, Fla., where he served with 7th Special Forces Group (Airborne), as battalion and group human resources officer and Fort Lee where he served his final assignment as the Military Entrance Processing Station (MEPS) commander.

    Brad’s professional military education includes the Adjutant General Corps Officer Basic and Advanced Courses, Airborne School, Air Assault School, Drill Sergeant School, Pathfinder Course, and Rappel Master School. He also earned a Bachelor of Arts Degree in Interdisciplinary Studies from Eastern Washington University, Cheney, Wash.

    Brad’s military awards and decorations include a Joint Service Achievement Medal, 2 Meritorious Service Medals, 4 Army Commendation Medals, 3 Army Achievement Medals, and 4 Army Good Conduct Medals. He has also been awarded a variety of unit and service medals & ribbons, in addition to earning the Expert Infantryman Badge.

    On his first day of military retirement (October 1st, 2015) we proudly welcomed Brad to the IHG family. It was then, that Brad began his career with us as the HR Manager of the IHG Army Hotels on Fort Benning, a role he continues to thrive in today.

  • Michael Bayerl

    United States Air Force

    “My experience with IHG has been nothing short of awesome and I have learned so much.  Soon I will be the GM of the World’s Largest Holiday Inn Express (currently the IHG Army Hotels on Fort Lee) with 1,000 rooms.”

    Senior Master Sergeant (Ret.) Michael Bayerl joined the U.S. Air Force in 1979. Throughout 20 years of active duty, he served as an Air Force Services Specialist and Inspector General for Services-Air Mobility Command. From the moment he started with the USAF Michael was immersed with hospitality experience, starting out in Food in Beverage before working his way through the ranks and functioning in virtually every position available within military restaurants & hotels.

    In 2002, Michael took on a General Manager position at an Air Force Inn, and since that time, he has managed hotel complexes with over 2000+ rooms, on 3 different properties. Michael found his way to IHG when he intentionally took on a role with Army Lodging, knowing that the hotel would soon be privatized into an IHG hotel.

    Today, Michael is the General Manager at IHG Army Hotels on Fort Lee (soon to be re-branded as the World’s largest Holiday Inn Express).

  • Teresa “Sarge” Colatarci


    Meet Teresa “Sarge” Colatarci, general manager/regional director of operations for six IHG Army Hotels at Fort Sam Houston in San Antonio. Following her service in the U.S. Navy, she continues to serve by providing True Hospitality through the IHG Teen Academy.