Director of Business Development

Job Overview

The Director of Business Development will oversee and expand both established national and local accounts across various segments including Corporate, SMERF (Social, Military, Educational, Religious, Fraternal), Association, Tour & Travel, Group, and Business Travel. The role aims to generate and exceed regional targets relating to revenue and room night bookings. This includes driving additional group and business travel earnings that build upon individual hotel sales efforts, managing regional shared portfolio segments, representing the hotels at trade events and industry functions, and delivering sales leadership to support properties during critical vacancies ensuring seamless business operations.

Growth Path

Progression from Area Director of Sales to Regional Director of Sales is supported through this role.

Core Responsibilities

• Lead specific portfolio segments by crafting and implementing regional sales plans to boost market share and revenue across multiple hotel properties.
• Identify and secure new clients while nurturing existing partnerships; target group and business travel opportunities that fit regional market strategies alongside property-level sales.
• Maximize portfolio value through cross-selling initiatives.
• Formulate strategic business plans for assigned market segments and properties.
• Drive revenue by promoting various hotel services to a wide client base.
• Execute professional negotiations to balance customer satisfaction with business objectives.
• Engage in outside sales activities including client calls and delivering compelling presentations.
• Host familiarization trips and conduct site visits across the portfolio.
• Represent the hotel group in trade shows, brand meetings, client events, and industry gatherings to increase visibility and foster new business leads.
• Collaborate with travel agents, clients, and industry stakeholders providing insights on market trends and competition.
• Step in as a sales leader at regional properties during leadership gaps to ensure continuity and sustained revenue performance.
• Work in partnership with sales and general management leadership to identify properties needing targeted sales strategies and action plans.
• Coach and mentor on-site sales teams during regional support deployments, sharing strategies to enhance sales effectiveness.
• Handle recruitment, training, scheduling, and performance management of sales associates in line with brand standards and company values.
• Monitor industry trends, competitive moves, and emerging opportunities to recommend effective revenue-generating approaches.
• Assess market conditions to refine the customer value proposition across portfolio segments.
• Provide leadership and educational support on market segment developments to regional and property sales leaders.
• Maintain detailed and accurate sales system records including accounts, contacts, pipeline activities, bookings, and ensure data integrity through audits.
• Compile and analyze sales and revenue performance reports on a weekly, monthly, and yearly basis.
• Support sales documentation management and perform other assigned duties as required.

Qualifications

• An Associate or Bachelor's degree in Hospitality or a related field is preferred.
• A demonstrated successful background in sales with a minimum of 3 to 5 years experience in a Director of Sales and Marketing role.

Benefits and Perks

• Medical, dental, and vision health insurance coverage.
• Paid time off for rest and personal needs.
• 401(k) plan with company matching contributions.
• Basic life insurance provided at no cost.
• Access to confidential 24/7 work-life assistance resources via TELUS Health.
• Travel discounts available for employees.
• Commuter transit and parking benefits.
• Employee assistance and wellness programs.
• Support for educational and professional development endeavors.
• Reimbursements for technology expenses.
• Referral bonus incentives.
• Quarterly bonuses and other performance rewards.

Work Environment and Conditions

• Flexible work hours that may include holidays and weekends.
• Physical requirements include prolonged sitting, occasional lifting up to 10 pounds, bending, reaching, and keyboard use.
• Moderate travel is necessary between hotel locations and client sites.

Company Values

The company ethos prioritizes people and service excellence with values summarised as: People Are Our Capability, Hearts That Serve, Only Excellence, Stay Nimble, and Own It.