Director of Business Development

Hersha Hospitality Management LP•Boston, MA

31d•Hybrid

About The Position

Manage existing national and local accounts across Corporate, SMERF, Association, Tour & Travel, Group, and Business Travel segments while generating new business opportunities to meet or exceed regional revenue and room night goals. Drive incremental Group and Business Travel (BT) revenue to complement property-level sales efforts, lead shared portfolio segments managed at the regional level, represent the portfolio at trade shows and industry events, and provide sales leadership support during critical property vacancies to ensure business continuity.

Requirements

Associate or Bachelor’s degree in Hospitality or related industry preferred.
Proven track record in sales and a minimum of 3-5 years of previous experience in DOSM role.

Responsibilities

Take ownership of designated portfolio segments, developing and executing regional sales strategies that maximize market share and revenue across multiple hotels.
Secure new accounts and grow existing relationships while identifying macro-regional Group and Business Travel opportunities that complement property-level sales efforts.
Cross-sell the regional hotel portfolio to maximize customer value and revenue opportunities.
Develop and manage strategic business plans for assigned market segments and hotels.
Maximize revenue by selling all facets of the hotels to previous, current, and prospective clients.
Utilize professional sales techniques to negotiate agreements that achieve customer satisfaction while maximizing business results.
Conduct outside sales calls and develop persuasive presentations to promote assigned hotels and portfolio offerings.
Host familiarization trips and conduct site inspections across the portfolio.
Represent the portfolio at trade shows, brand conferences, client events, and industry functions to expand brand visibility and generate new business opportunities.
Meet and collaborate with travel agents, clients, and industry partners while providing market intelligence, competitive insights, and sales activity updates to Regional Directors of Sales & Marketing.
Deploy as a task force sales leader to regional properties during leadership vacancies, providing interim sales support, maintaining business continuity, and driving revenue performance.
Partner with Regional Directors of Sales & Marketing, Directors of Sales & Marketing, and General Managers to identify hotels requiring strategic sales support and develop targeted action plans.
Mentor and coach on-property sales associates during regional deployments, sharing best practices and strengthening overall sales effectiveness.
Interview, select, train, schedule, coach, and support associates, ensuring they perform in accordance with established brand standards and HHM core values.
Identify industry trends, competitive activity, and emerging opportunities to recommend and execute revenue-generating strategies.
Define and enhance the customer value proposition by evaluating market conditions and competitive positioning across assigned segments and hotels.
Provide leadership and education regarding assigned market segments while communicating new trends and strategic recommendations to regional and property sales leaders.
Maintain all account, contact, activity, pipeline, booking, and sales trace information within the sales system, ensuring accurate reporting and conducting sales audits during task force assignments.
Prepare and analyze weekly, monthly, and annual sales, revenue, and production reports.
Assist with maintaining sales files and supporting sales documentation as needed.
Perform other duties as assigned.