Business Development Manager

Title: Business Development Manager

To actively promote the Hotel(s) on a local and national level by continuing to secure new business and retain existing accounts, while maximising revenue growth from each individual account and enquiry; and capitalise on every opportunity.

To achieve budgeted occupancy and average room rate in each respective market segment for the Hotel and maintain number ONE market share in RevPAR access all areas, while achieving a reputation as market leader in accommodation, conference and F&B products and services.

Our Purpose is to make the day better for ourselves, each other, our group, our customers and communities. We do this by living our values of empowerment, possibilities and community.

We achieve our Vision and Purpose by delivering on our goals and values.

• Growing revenue above market
• Maximise assets
• Business transformation Our Values
• Empowerment: We make it happen
• Possibilities: We evolve and innovate
• Community: We make the connection

Key Accountabilities:

• Take charge and lead proactive sales for the hotel to assist in driving demand
• Minimum 10 sales calls, site inspections or face-to-face calls per week to existing/new clients of the Hotel or on behalf of the Event Hotels group.
• A requirement that 5-10 sales calls per quarter (existing or new accounts) should be jointly conducted with General Manager to increase the hotel presence to Key Account or New Accounts.
• Maintain regular transparent lines of communication with the General Manager regarding current work being undertaken and future initiatives.
• Be familiar with VIP and Group arrivals and departures and ensure that all preparations are ready for them and all appropriate team members are briefed on all special requests and circumstances.
• Review daily arrivals reports for relevant VIP’s, identify any potential new accounts and any rates discrepancies.
• Actively pursue opportunities to convert MICE & Room Night leads, and successfully shift business from the competition through active engagement with the customer via face to face or voice conversations
• Manage attracting new business for corporate room night business
• Promote and encourage new revenue generating initiatives and new sales or loyalty concepts to all applicable hotel staff.
• Assist national sales with the tender & contracting of rates throughout the year and maintain an up to date tender listing of relevant business won, lost or pending.
• In conjunction with the General Manager, develop a range of initiatives and products that differentiates the hotels in the market place.
• Provide feedback and input for proposed Sales & Marketing plans and promotions.
• Participate in weekly Sales & Marketing meetings to provide a synopsis of the previous week’s activities and forthcoming events and opportunities to target.

• Assist in training of team members to make sure they deliver with compliance and to the standards we expect and have the tools they need to work efficiently
• Proactively manage key relationships with General Manager, HOD Team, Revenue Management, Financial Controller, National Sales Team, and other areas
• Embrace the EVT Vision, Purpose, Brands, and overarching EVT Sales Flow and ways of working

• Thoroughly review P&L reports at the end of moth and report in a business-like manner on results as per the template and Event Hotels group minimum guidelines.
• The results should also be discussed in detail with General Manager and any revenue concerns be targeted to improve in the following months.
• Report monthly on sales activities and conversions against targets for proactive sales
• Identifying trends in movement of market mix, pricing, and competition to target prospects and the right business mix, and develop mitigation plans
• Assist in the implement prevention measures and contingency plans to keep sales results from falling below plan
• Assist in driving low demand periods, seasonal and tactical revenue by creating, implementing, and managing targeted sales campaigns
• Monitor competitor practices and strategies in order to understand competitor trends and ensure the Hotel product and services are ahead of the competition. If necessary, refine sales strategies accordingly
• Provide input to Hotel business plan and vision regarding market segment and accounts
• Pay particular attention to forecast revenue shortfalls for managed market segments and work with team to combat the shortfall in revenues
• In conjunction with the Revenue Manager, General Manager and Front Office Manager understand the long range forecast of the business and what tactical measures and pricing strategies are required to meet budgeted revenue targets

• Support sales initiatives with site inspections, client entertainment, familiarisations, and other events that form part of the sales and marketing plan
• Develop and maintain contact with key decision makers, key influencers, meeting planners, professional conference and event organisers, and other producers closely aligned to each business unit
• Develop and maintain strong relations with stakeholders whose support, cooperation, and services are critical to the success of sales
• Communicate client requirements and other relevant account / segment information to all relevant departments to ensure their expectations are exceeded
• Ensure that all stakeholders are made aware of systems, procedures, and information relating to the delivery of all revenue from sales market segments
• Act as a trusted business advisor and champion by clients; ensure that commitments are met and value is delivered
• Maintain strong presence in the local community by participating in business / industry organisations, associations and developing a broad external network
• Update iVvy, Tableau & use to its full capability, following all conversations and meetings with clients

• Strictly adhere to EVT policy concerning the Trade Practices Act, Gifts & Bribery and Data Privacy
• Demonstrate an awareness of OHS&W policies and procedures
• Actively report workplace hazards, injuries and accidents arising from workplace activities, providing recommendations for corrective actions to prevent or minimise the chance of recurrence
• Support the EVT Community Engagement program
• To conduct any other duties as requested by the General Manager
• This position description is not an exhaustive list of tasks that may be required. All other reasonable requests or duties may be required to be performed from time to time

• To manage and maintain the hotel assets in all areas so as to protect their long term investment value.
• To ensure that the hotel is a safe environment at all times.
• Be fully conversant with regard to all aspects of the hotel’s computer system.
• To manage all Hotel equipment to ensure that maximum efficiency is achieved and guest service is not affected.
• To provide leadership to all hotel personnel and ensure all staff attain and portray the highest standard of professionalism.
• To complete Hotel Information requests/questionnaires/surveys in a timely and correct manner

• To check and respond to emails in a timely fashion.
• To log and inform IT of any system problems. Suggest any improvements that could be made to improve existing systems and procedures.
• To scan on and off for each shift using the Emplive wall clock.
• To apply for annual leave using Emplive App and log in to Preceda regularly to access payslips and update personal details.
• To follow policies and procedures outlined in the EVT Brand Standards Manual and Departmental Service Standards / Procedures Manuals

• All Expenditure must be approved by the General Manager, prior to commitment.
• All proposed employee appointments and terminations must be approved by the General Manager before actioning.