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Business Development Manager

1 month ago

Teddington, United Kingdom The Lensbury Resort Full time

Job Purpose


As an integral part of the commercial team, the Business Development Manager (MICE and Elite Sports)  will develop, lead and execute the strategic sales plan in order to drive new business across these key segments. Targeting new business through relationship building, effective use of CRM and analysis of all sales pipelines this role will help to grow these key business drivers, delivering additional revenues.

 


Reporting to: Commercial Director

Close working relationships: M&E Sales Manager, Elite Sports Coordinator, Marketing Director


Principal Accountabilities


  • Lead the creation, development and execution of the MICE and Elite Sports sales plans in-line with the wider commercial and marketing plans
  • Proactively seek new business opportunities at all times, identifying target organisations and key decision makers in order to deliver growth in the MICE and Elite Sports segments at The Lensbury
  • Working closely with the Resort Revenue Director and M&E Sales Manager to proactively target periods of risk to achieve and exceed revenue targets
  • Working closely with the M&E Sales Manager and Diary Manager to ensure proposals are tailored to clients requirements
  • Report on key sales KPIs on a weekly and monthly basis, suggesting areas for improvement to achieve and exceed budget and business objectives
  • Effectively manage and build database of corporate bookers, travel managers and event agencies
  • Use CRM to maintain regular contact with target bookers, travel managers and agencies, ensuring front-of-mind awareness at all times
  • Maintain regular contact with key existing clients, agencies and prospects ensuring positive working relationship is maintained and accounts are developed in-line with key account development plans
  • Attending and representing The Lensbury Resort at industry events, exhibitions, agency events that support the MICE and Elite sports sales plans
  • Arranging and hosting regular FAM trips, conducting site inspections and virtual tours to support the conversion of new business
  • Identifying and securing appointments with key event agencies 
  • Maintaining and maximising opportunities from MICE and sports online listings and associated account relationships including Venue Directory, CVENT and similar
  • Working closely with the Marketing Manager to ensure sales and marketing plans are aligned and sales activities are supported with associated marketing activities and collateral
  • Reporting on effectiveness of sales activities and new business with a drive for consistent improvement and data driven decision making
  • Proactively analyse and manage all aspects of the sales pipeline for each market segment, including rooms, meetings and events, membership and elite sports

·      Present, promote and sell products/services using solid arguments to existing and prospective customers performing cost-benefit and needs analysis of existing/potential customers to meet their needs

  • Conduct sales research, analysis and market research
  • Working closely with all heads of department to ensure that new business opportunities are maximised at all times
  • Attend regular commercial meetings to update on activity and aligning with commercial team on activity to drive revenue as required
  • Attend weekly M&E pick-up and demand meetings, devising promotional strategies to drive additional demand and conversion
  • Support other business development activities and team members as required (hotel accommodation, membership etc)



Knowledge, Skills and Experience


  • Excellent communicator and public speaker
  • 3-5 years’ experience in a similar sales/business development role ideally within the hotel/hospitality/leisure industry
  • A demonstrable network of corporate event bookers/event agency contacts
  • A passion for sports is highly desirable
  • A good knowledge of the local market (SW London/Home Counties) highly desirable
  • Excellent understanding of CRM management
  • Team player
  • Excellent time management skills with a natural ability to prioritise and manage workload
  • Ability to manage, analyse and present data effectively in order to make informed decisions on sales activity with a proven track record of demonstrating effectiveness of activities