Business Development Manager
About The Position
1)Plan your market + build pipeline •Develop and maintain a personal territory/segment plan (top accounts, calendars, outreach cadence). •Prospect using tools such as Knowl and, CVENT, Delphi, etc. to help broaden scope of potential business – provide detailed summaries of current business mix and future opportunities in presentation-style formats to executive teams. •Proactive outreach (email/phone/social) to targeted organizations and planners; book qualified meetings and site visits. •Build relationships with third-party meeting planners and local partners; create repeatable referral streams. •Attend select trade activity and feeder-market roadshows; convert activity into meetings and signed business. 2)Qualify and shape the opportunity •Conduct discovery calls to understand what matters most to the group (agenda, room needs, meeting flow). 3)Propose and sell the experience •Turn qualified leads into clear proposals within 24 hours; tailor benefits and space to the client’s goals. •Host persuasive site tours and virtual walk-throughs; confidently handle objections and next steps. •Identify add-on opportunities that enhance the stay (room upgrades, VIP amenities, AV packages, recreation, spa/golf passes). •Package experiences (seasonal activities, waterpark/golf/simulator bundles, welcome receptions)to increase per-group value. 4)Negotiate, contract, and close •Negotiate within pricing/concession guardrails; escalate exceptions in the brief bi-weekly deal review, or as needed if client has quick turnaround requirements. Be sure to trade value before discounting; validate the ask from the client. •Close multi-day events and room blocks; secure multi-year or repeat agreements where appropriate. •Maintain contract and deposit timelines; ensure terms are documented and approved. 5)Manage rooms inventory + block performance •Manage room blocks: set up holds, track pick-up, manage cut-off dates, and adjust blocks as needed with assistance from Revenue Management Team. 6)Track, forecast, and communicate performance •Maintain accurate CRM notes, stages, close dates, and next actions; forecast 30/60/90 days realistically. •Assist in evaluation of ROI of bookings/events/functions as it relates to overall resort profitability; learn and understand mix of business. 7)Document, protect, and stay compliant •Keep files organized: contracts, addendums, insurance certificates, event specs, billing instructions. •Follow brand standards, legal requirements, and data/privacy practices. 8)Post-event retention and growth •Post-event: thank the client, capture a testimonial, and pitch the re-book (events team handles operations
Requirements
- 3–5+ years in hotel/resort group sales or venue sales with a track record of winning new business.
- Confidence running discovery calls, site tours, proposals, and contract negotiations.
- Clear, concise writing and presentation skills; client‑ready emails and proposals.
- CRM discipline (keep notes, stages, and next steps current).
- Existing relationships in your top feeder markets or key associations/corporate groups.
- Experience collaborating with Revenue and Events teams to shape attractive, profitable packages.
- Familiarity with group‑sales tools such as Delphi.fdc / Tripleseat / Knowland / etc.
Responsibilities
- Plan your market + build pipeline
- Qualify and shape the opportunity
- Propose and sell the experience
- Negotiate, contract, and close
- Manage rooms inventory + block performance
- Track, forecast, and communicate performance
- Document, protect, and stay compliant
- Post-event retention and growth
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
