C&E Sales Executive

Role Overview

C&E Sales Executive at IHG Hotels and Resorts, InterContinental Doha Beach & Spa, located in Doha, Qatar.

Company Overview

IHG Hotels and Resorts is the world's largest family of luxury hotels. The InterContinental Doha Beach & Spa is located on Doha's longest private beach and nestled in landscaped gardens. The property features 12 restaurants, a range of recreational facilities, a free-form swimming pool, and the world-class Spa InterContinental. It is situated minutes from downtown Doha, major government and corporate offices, the Doha Exhibition and Convention Centre, City Center Mall, and Doha Golf Club.

Role Purpose

Support the commercial success of the hotel's Conference & Events business by managing event enquiries, developing client relationships, converting opportunities, and maximizing revenue across meetings, conferences, social events, weddings, and other functions.

Key Responsibilities

Sales Management & Client Acquisition

• Handle and respond to incoming Conference & Events enquiries in a timely, professional, and engaging manner.
• Qualify enquiries by understanding the client's requirements, event objectives, expected attendance, preferred dates, budget, and other relevant details.
• Conduct property and event space site inspections for prospective clients and event organizers.
• Present the hotel's meeting rooms, event venues, facilities, catering options, and other relevant services confidently and effectively.
• Negotiate rates and commercial terms within approved guidelines to secure business while protecting the hotel's revenue objectives.
• Convert qualified enquiries into confirmed business and ensure accurate documentation of all event details.
• Follow up proactively on enquiries and proposals to maximize conversion opportunities.
• Support proactive sales activities, including client visits, sales calls, networking events, trade shows, and industry activities.
• Identify potential business opportunities within the local corporate, social, government, association, and events markets.

Proposal & Sales Documentation

• Prepare and present tailored proposals, quotations, packages, and event solutions in line with the hotel's commercial strategy.
• Ensure all proposals, quotations, contracts, and correspondence are professionally prepared and accurately reflect agreed commercial terms.
• Prepare complete and accurate event documentation, including proposals, contracts, function details, and client requirements.
• Maintain accurate and up-to-date records of enquiries, accounts, opportunities, proposals, and confirmed events.
• Maintain accurate client and account information within the hotel's CRM and relevant systems.

Account & Relationship Management

• Develop and maintain relationships with existing corporate accounts, event organizers, agencies, wedding planners, associations, and other relevant partners.
• Identify opportunities for repeat business, additional events, referrals, and account development.
• Maintain regular communication with key accounts and ensure a strong understanding of their business and event requirements.
• Support the development of long-term client relationships that generate recurring Conference & Events business.
• Follow up with clients after events to obtain feedback, strengthen relationships, and identify future business opportunities.

Revenue & Pipeline Management

• Support the achievement of Conference & Events revenue, occupancy, and conversion targets.
• Monitor the sales pipeline and ensure opportunities are actively followed up and progressed.
• Maximize revenue through appropriate upselling and cross-selling of meeting spaces, accommodation, food and beverage, and other hotel services.
• Maintain awareness of demand patterns, market conditions, competitor activity, and relevant pricing trends.
• Provide feedback to the Sales and Revenue teams regarding market opportunities, lost business, competitor activity, and client expectations.

Operational Coordination & Handover

• Ensure all confirmed events are accurately captured and documented within the hotel's systems.
• Conduct an effective handover of confirmed business to the Conference & Events and Operations teams.
• Ensure all relevant commercial commitments, client preferences, special requests, and contractual requirements are clearly communicated.
• Work closely with Conference & Events, Banqueting, Culinary, Front Office, Reservations, Revenue Management, Finance, and other departments to ensure a seamless client journey.
• Maintain clear and timely communication with operational teams regarding confirmed events and client requirements.
• Participate in event planning and internal meetings where required to ensure alignment between the client's expectations and operational delivery.
• Support the team in resolving any commercial or client-related matters arising before, during, or after an event.

Policy & Reporting

• Ensure all commercial activity is conducted within the hotel's approved pricing, contracting, and credit policies.
• Monitor the status of enquiries and ensure appropriate follow-up is completed within agreed timelines.
• Prepare regular sales activity and pipeline reports as required.

Service Delivery

• Support the team in delivering a consistent luxury experience from the initial sales interaction through to event completion.

Qualifications & Experience

• Previous experience in Conference & Events Sales, hotel sales, catering sales, event management, or a related hospitality commercial role.
• Previous experience within a luxury hotel or five-star hospitality environment is an advantage.
• Strong understanding of the local corporate and events market is preferred.

Skills & Competencies

• Strong commercial awareness and the ability to identify opportunities to maximize revenue.
• Confident in conducting client meetings, site inspections, presentations, and commercial discussions.
• Customer-focused with a genuine passion for creating memorable event experiences.

Additional Information

Competitive salary and benefits offered. Applicants can visit www.careers.ihg.com for more information about IHG.