Business Travel (BT) Sales Manager

StepStone Hospitality•Tampa, FL

About The Position

Four Points by Sheraton Tampa Airport Westshore, managed by StepStone Hospitality, is seeking a motivated, results-driven, and relationship-focused Business Travel Sales Manager to join its Sales & Marketing team. The role develops, manages, and grows the hotel's corporate transient business through proactive sales, strategic account management, and relationships with local, regional, and national corporate clients. The manager identifies new business opportunities, secures negotiated corporate accounts, increases room-night production, and maximizes revenue from business travelers. The position works with the Director of Sales & Marketing, Revenue Management, and hotel operations to develop corporate sales strategies, respond to corporate inquiries and RFPs, manage account production, and support the hotel's revenue goals. It also involves maintaining sales records and forecasts, representing the hotel at client and networking events, and ensuring corporate clients' expectations are met.

Requirements

Minimum 2–3 years of hotel sales experience preferred, focused on corporate transient or business travel sales.
Strong understanding of corporate negotiated rates, business travel programs, and corporate account management.
Knowledge of hotel revenue management principles, including ADR, occupancy, RevPAR, and account production.
Ability to prospect, develop new accounts, negotiate agreements, and achieve revenue goals.
Strong communication, presentation, negotiation, and relationship-building skills.
Excellent organizational and time-management skills.
Self-motivated, goal-oriented, and comfortable conducting outside sales calls.
Proficiency in Microsoft Office, including Excel, Word, Outlook, and PowerPoint.
Ability to work independently and collaborate with hotel Sales and Operations teams.
Flexibility to attend occasional evening or weekend client events and networking activities.

Nice To Haves

Previous experience as a Business Travel Sales Manager, Corporate Sales Manager, Sales Manager, or in a similar hospitality sales role.
Marriott or other branded hotel sales experience.
Experience with corporate RFPs and negotiated-rate processes.
Experience with Marriott sales tools, hotel CRM systems, or similar hospitality sales platforms.
Knowledge of the Tampa Bay corporate travel market.

Responsibilities

Identify, solicit, and secure new corporate transient business, including through prospecting, outside sales calls, client appointments, and networking.
Develop and maintain relationships with corporate travel managers, local businesses, travel agencies, business travel decision-makers, and existing corporate clients.
Identify potential corporate accounts in the Tampa International Airport and Westshore business districts and surrounding markets.
Negotiate corporate room rates and agreements in line with hotel revenue strategies and approved pricing guidelines.
Grow corporate account production, room-night volume, average daily rate, room revenue, and corporate market share; pursue business from competing hotels.
Respond promptly to corporate inquiries, RFPs, and negotiated-rate opportunities, and participate in corporate travel programs and RFP processes as assigned.
Identify opportunities in extended-stay, project, relocation, and other business travel segments, and meet sales activity, account production, and revenue goals.
Manage assigned accounts, maintain regular communication, monitor booking and production trends, conduct account reviews, and develop action plans to maximize account growth.
Conduct property tours, client presentations, and familiarization visits; explain the hotel's accommodations, amenities, meeting space, and services.
Maintain accurate account profiles, contact details, negotiated agreements, production records, prospecting reports, and client communications.
Work with the Director of Sales & Marketing and Revenue Management to develop corporate sales strategies and action plans aligned with hotel revenue goals.
Analyze local market trends, competitive hotel performance, and business travel demand; identify high-potential accounts and industries and support strategies for need periods.
Participate in revenue meetings, sales strategy discussions, and business development planning; stay informed about Marriott programs and negotiated-rate processes.
Track corporate account production, sales goals, and pipeline; prepare weekly activity reports, account updates, and revenue forecasts as required.
Use hotel sales systems, CRM platforms, and Marriott tools to document account activity and manage opportunities; follow up on leads, inquiries, and RFPs promptly.
Maintain compliance with Marriott brand standards, StepStone Hospitality policies, and sales procedures.
Coordinate with Front Office, Reservations, Revenue Management, and hotel operations to communicate negotiated rates, account preferences, and special arrangements.
Assist in resolving corporate client concerns and maintaining positive business relationships.
Represent the hotel professionally at business meetings, networking events, trade functions, and community activities.
Support hotel sales initiatives, special projects, and other responsibilities assigned by the Director of Sales & Marketing.