Business Development Manager

Travel is a journey. We help make it a joy.

Starting with a warm, inviting welcome for all guests, whether traveling on business or for fun, enjoying a quick night, or relaxing for the week. We thrive on making our guests stays brighter, helping them create memories that will last a lifetime. Irresistible smiles are our specialty. We should know, we’ve been on our journey since 1952. So, if you can help us spread the joy of travel to all, we’d love to give you a warm welcome to the Holiday Inn® family.

What’s the job?

The Business Development Manager is responsible for qualifying conference and event leads, tailoring winning proposals and conducting winning negotiations to ensure the best business is converted at the right time. To ensure a high level of repeat business for the hotel, you’ll also focus on proactively targeting new and existing clients and strategically source new business from them.

Your day-to-day

• Follow up and negotiate on sales leads and business quoted to ensure business is secured. Demonstrate understanding of client needs whilst optimising Hotel revenue through yield management and up selling of hotel facilities or service.

• In conjunction with the Director of Sales, understand long range forecast of the business and what tactical measures and pricing strategies are required to meet budgeted revenue targets.

• Employ appropriate actions to exceed Hotels’ revenue budgets and forecasts.

• Tailor RFPs/proposals to meet client needs.

• Actively pursue opportunities to enlarge the sales base, create an ongoing pipeline, and successfully shift business from the competition through active engagement with the customer via voice conversations.

• Monitor progress towards sales goals and adjusts actions, as necessary.

• Report monthly on sales activities and conversions against targets.

• Monitor competitor practices and strategies in order to understand competitor trends and ensure each properties product and services are ahead of the competition.

• Attend team meetings and C&E revenue/yield meetings with input on leads secured and under negotiation.

• Develop a thorough understanding of all processes and systems utilised by IHG to include but not restricted to Delphi, I- Know reporting, Meeting Broker and Sales Source.

• Understand competitor’s product and service delivery.

• Support sales initiatives for each property with client entertainment, familiarisations, and other events that form part of the sales and marketing plan.

• To ensure a high level of repeat business for the hotel, you’ll also focus on proactively targeting new and existing clients and strategically source new business from them as required.

What we need from you

• Full, unrestricted working rights in Australia are essential. Sponsorship is not available.

• Minimum two years of experience in a sales capacity in hotels within Australasia

• Bachelor’s degree or equivalent degree in Marketing, Business or Hospitality Management

• Undertaken formal Sales Management training

• Comprehension of Hotel systems and revenue management principles

• Proactive approach to developing and maintaining strong relations with clients and stakeholders including customers’ senior management

• In-depth knowledge of sales principles and techniques; new business hunting and strategies for key account management

• Strictly adhere to IHG policy concerning responsible business

• Strong presentation, commercial and communication skills; must be a strong influencer and persuader

• Demonstrated ability to interact with customers, employees and third parties to reflect well on the Hotel, the brand and IHG

• Proven track record of results, stimulation of higher performance standards and vigorous pursuit of organizational and personal goals

• Confidence in negotiating to achieve best outcome for hotel, client and third party stakeholders

• Flexible work approach     

What you can expect from us

We give our people everything they need to succeed. From a competitive salary that rewards all your hard work to a wide range of benefits designed to help you live your best work life – including laundry for business attire, impressive room discounts, competitive products & services discounts program and some of the best training in the business.

Our mission is to welcome everyone and create inclusive teams where we celebrate difference and encourage colleagues to bring their whole selves to work. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We promote a culture of trust, support, and acceptance. Always welcoming different backgrounds, experiences, and perspectives.

IHG gives every member of the team the room they need to belong, grow and make a difference in a collaborative environment. We know that to work well, we need to feel well – both inside and outside of work – and through our myWellbeing framework, we are committed to supporting wellbeing in your health, lifestyle, and workplace. 

We are proud to be IHG and we know you will be too.  Visit http://careers.ihg.com/ to find out more about us.

Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.