SUMMARY
The Business Development Manager (BDM) is responsible for driving revenue growth by identifying, developing, and securing new business opportunities across key market segments. This role combines strategic prospecting, relationship building, and market intelligence to position the hotel(s) as a preferred partner for corporate, group, and travel industry clients. The BDM will collaborate closely with Sales, Marketing, Revenue Management, and Operations to create and execute strategies that expand market share and deliver sustainable top-line results.
ESSENTIAL DUTIES AND RESPONSIBILITIES
New Business Acquisition
- Proactively identify and secure new accounts in targeted verticals (corporate, group, association, SMERF, entertainment, government, travel trade, etc.).
- Conduct outbound prospecting through cold calls, email campaigns, industry networking, and client visits.
- Develop partnerships with local businesses, chambers, tourism boards, CVBs, and community organizations.
Account Management & Relationship Building
- Build and maintain strong relationships with key decision-makers and influencers.
- Conduct regular account reviews, sales calls, site tours, and client entertainment to maximize engagement and retention.
- Ensure seamless handoff to Sales Managers and Operations teams to support service delivery and account growth.
Market Intelligence & Revenue Strategy
- Analyze market trends, competitor activities, and demand patterns to identify emerging opportunities.
- Work with Revenue Management to recommend pricing strategies, value-adds, and targeted promotions.
- Prepare regular pipeline, activity, and performance reports for leadership review.
Sales Strategy & Execution
- Contribute to annual sales plans, budgets, and segment strategies.
- Support creation of tailored proposals, presentations, and RFP responses.
- Attend tradeshows, conferences, networking events, and client functions to expand brand visibility.
Cross-Functional Collaboration
- Partner with Marketing to develop campaigns, sales collateral, and digital initiatives aligned with targeted business segments.
- Collaborate with Operations to ensure delivery of brand-aligned experiences that meet client expectations.
- Work with the Sales & Events teams to transition new business into long-term, repeat accounts.
Key Performance Indicators (KPIs)
- New account acquisition and revenue contribution.
- Pipeline growth and conversion rates.
- Market share growth in assigned segments.
- Achievement of quarterly and annual sales targets.
QUALIFICATIONS
- Bachelor's degree in Business, Hospitality Management, Marketing, or related field preferred.
- 3-5+ years of hotel sales or hospitality business development experience.
- Proven track record of achieving sales targets and securing new business
LANGUAGE AND MATHEMATICAL SKILLS
- Ability to read and speak English and comprehend simple instructions, short correspondence, and memos
- Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees
- Ability to effectively communicate with employees, guests and supervisors for optimum operation of the property
- Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals.
- Ability to compute rates, ratio, and percent and to draw and interpret bar graphs
REASONING ABILITY
Demonstrate the ability to anticipate and solve practical problems or resolve issues.
CERTIFICATES, LICENSES, REGISTRATIONS
None required at this time.
PHYSICAL DEMANDS/ WORK ENVIRONMENT
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel objects, tools, or controls; and talk or hear
- Frequently required to reach with hands and arms
- Occasionally required to stoop, kneel, or crouch
- Occasionally lift and/or move up to 30 pounds
- Specific vision abilities required by this job include close vision, distance vision, color vision, and the ability to adjust focus
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