Director of Business Travel Sales

Stonebridge Hospitality Associates • Atlanta, GA

9d • $90,000 - $100,000

About The Position

The Director of Business Travel Sales is responsible for generating business transient and luxury transient revenue by proactively seeking new business through outside sales calls, networking, luxury agency engagement, and strategic prospecting. This role focuses on maximizing profitability, increasing luxury transient production, and developing long-term relationships with corporate clients, luxury travel advisors, and key consortia partners to meet or exceed established sales goals while ensuring an exceptional guest experience. Business Transient Sales Responsibilities Prospect for new business through outside sales calls, solicitation, networking, and cold calling to generate business transient revenue. Utilize CI/TY and TravelClick’s Agency360 to manage accounts, analyze production trends, and identify opportunities for revenue growth. Increase hotel visibility through participation in sales blitzes, trade shows, and market segment-related events. Develop and execute marketing campaigns, including direct mail, social media, and targeted advertising, to promote the hotel to business travelers. Meet or exceed monthly, quarterly, and annual sales goals, focusing on maximizing profit margins and ADR growth. Maintain and update an active list of accounts, ensuring continuous relationship development and repeat business. Create and implement monthly action plans to drive targeted business growth in key feeder markets. Communicate effectively with internal teams regarding upcoming group needs, VIP clients, negotiated accounts, and special requests. Collaborate with Revenue Management to develop and adjust pricing strategies that align with market conditions and client demand. Monitor industry trends and competitor activity to remain informed of market shifts and opportunities. Build and maintain strong client relationships through regular follow-ups, site visits, and account reviews to ensure satisfaction and loyalty. Represent the hotel with professionalism, maintaining high standards of personal appearance and grooming in alignment with brand standards. Luxury Transient Sales Responsibilities Increase luxury transient production by gaining acceptance and participation in key luxury travel programs and consortia (e.g., Marriott STARS & Luminous, Virtuoso, Signature, Ensemble, Internova, etc.). Actively utilize Marriott luxury transient programs and brand resources to drive rate integrity, amenity inclusion, and value-add positioning. Develop and execute a strategic luxury transient sales plan targeting high-producing luxury travel advisors and agencies. Establish and maintain strong relationships with top-tier luxury travel advisors, consortia leaders, and host agencies to drive preferred placement and incremental bookings. Conduct personalized sales calls, educational presentations, and curated property tours tailored to luxury advisors and VIP clients. Develop and maintain a curated luxury traveler stay experience in collaboration with operations, ensuring elevated pre-arrival, on-property, and post-stay engagement. Partner with Guest Services, Front Office, and F&B to create bespoke VIP amenities, welcome experiences, and recognition programs for luxury guests. Monitor luxury transient production reports and agency performance metrics to identify growth opportunities and adjust strategies accordingly. Ensure rate parity, proper loading, and program compliance within all luxury consortia channels. Coordinate participation in luxury-focused trade shows, client events, and familiarization (FAM) trips. Maintain detailed account plans for luxury agencies, including production goals, booking patterns, and engagement touchpoints. Identify and target high-net-worth traveler segments and emerging luxury feeder markets. Collaborate with Marketing to develop luxury-focused collateral, digital content, and storytelling that supports the hotel’s positioning within the luxury market. Ensure consistent communication of luxury promotions, exclusive offers, and value-added amenities to luxury partners. Provide ongoing education to internal teams regarding luxury program benefits, service expectations, and guest recognition standards. Leadership & Strategic Responsibilities Develop annual sales strategies and budgets for both business and luxury transient segments. Provide forecasting and reporting on business transient and luxury transient performance. Analyze market share and penetration reports to identify opportunities for growth. Serve as the hotel’s ambassador within the luxury and business travel community. Support the overall commercial strategy in collaboration with the Director of Sales & Marketing and Revenue Management. The Business Travel Sales Manager is responsible for generating business transient revenue by proactively seeking new business through outside sales calls, networking, and cold calling. This role focuses on maximizing profitability and developing long-term relationships with clients to meet or exceed established sales goals and ensure client satisfaction. Essential Functions and Duties: Prospect for new business through outside sales calls, solicitation, networking, and cold calling to generate business transient revenue. Utilize CI/TY and TravelClick’s Agency360 to manage accounts and identify potential opportunities for increased revenue. Increase hotel visibility through participation in sales blitzes, trade shows, and market segment-related events. Develop and execute marketing campaigns, including direct mail, social media, and advertisements, to promote the hotel to business travelers. Meet or exceed monthly, quarterly, and annual sales goals, focusing on maximizing profit margins. Maintain and update an active list of accounts, ensuring continuous relationship development and repeat business. Create and implement monthly action plans to drive targeted business growth. Communicate effectively with internal teams regarding upcoming group needs, VIP clients, and meeting functions. Collaborate with Revenue Management to develop and adjust pricing strategies that align with market conditions and client needs. Monitor industry trends and competitor activity, staying informed on market developments. Build and maintain strong client relationships through regular follow-ups, ensuring client satisfaction and loyalty. Represent the hotel with professionalism, maintaining high standards of personal appearance and grooming in line with the dress code. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential duties.

Requirements

• Minimum of 2 years of progressively responsible management experience in Business Transient Sales.
• OR a 4-year degree in Hotel and Restaurant Management, Hospitality, Business Administration, or a related field with 1 year of experience in Sales.
• Experience with CI/TY and TravelClick’s Agency360 is preferred.
• Strong sales and negotiation skills, with proven experience in developing and maintaining client relationships.
• Proficiency in creating and executing marketing campaigns, including direct mail, social media, and digital ads.
• Excellent communication skills for collaborating with clients, team members, and hotel leadership.
• Ability to analyze market trends and competitor activity to adjust strategies accordingly.
• Highly organized and able to manage multiple priorities and deadlines.

Nice To Haves

• Experience with CI/TY and TravelClick’s Agency360 is preferred.

Responsibilities

• Prospect for new business through outside sales calls, solicitation, networking, and cold calling to generate business transient revenue.
• Utilize CI/TY and TravelClick’s Agency360 to manage accounts, analyze production trends, and identify opportunities for revenue growth.
• Increase hotel visibility through participation in sales blitzes, trade shows, and market segment-related events.
• Develop and execute marketing campaigns, including direct mail, social media, and targeted advertising, to promote the hotel to business travelers.
• Meet or exceed monthly, quarterly, and annual sales goals, focusing on maximizing profit margins and ADR growth.
• Maintain and update an active list of accounts, ensuring continuous relationship development and repeat business.
• Create and implement monthly action plans to drive targeted business growth in key feeder markets.
• Communicate effectively with internal teams regarding upcoming group needs, VIP clients, negotiated accounts, and special requests.
• Collaborate with Revenue Management to develop and adjust pricing strategies that align with market conditions and client demand.
• Monitor industry trends and competitor activity to remain informed of market shifts and opportunities.
• Build and maintain strong client relationships through regular follow-ups, site visits, and account reviews to ensure satisfaction and loyalty.
• Represent the hotel with professionalism, maintaining high standards of personal appearance and grooming in alignment with brand standards.
• Increase luxury transient production by gaining acceptance and participation in key luxury travel programs and consortia (e.g., Marriott STARS & Luminous, Virtuoso, Signature, Ensemble, Internova, etc.).
• Actively utilize Marriott luxury transient programs and brand resources to drive rate integrity, amenity inclusion, and value-add positioning.
• Develop and execute a strategic luxury transient sales plan targeting high-producing luxury travel advisors and agencies.
• Establish and maintain strong relationships with top-tier luxury travel advisors, consortia leaders, and host agencies to drive preferred placement and incremental bookings.
• Conduct personalized sales calls, educational presentations, and curated property tours tailored to luxury advisors and VIP clients.
• Develop and maintain a curated luxury traveler stay experience in collaboration with operations, ensuring elevated pre-arrival, on-property, and post-stay engagement.
• Partner with Guest Services, Front Office, and F&B to create bespoke VIP amenities, welcome experiences, and recognition programs for luxury guests.
• Monitor luxury transient production reports and agency performance metrics to identify growth opportunities and adjust strategies accordingly.
• Ensure rate parity, proper loading, and program compliance within all luxury consortia channels.
• Coordinate participation in luxury-focused trade shows, client events, and familiarization (FAM) trips.
• Maintain detailed account plans for luxury agencies, including production goals, booking patterns, and engagement touchpoints.
• Identify and target high-net-worth traveler segments and emerging luxury feeder markets.
• Collaborate with Marketing to develop luxury-focused collateral, digital content, and storytelling that supports the hotel’s positioning within the luxury market.
• Ensure consistent communication of luxury promotions, exclusive offers, and value-added amenities to luxury partners.
• Provide ongoing education to internal teams regarding luxury program benefits, service expectations, and guest recognition standards.
• Develop annual sales strategies and budgets for both business and luxury transient segments.
• Provide forecasting and reporting on business transient and luxury transient performance.
• Analyze market share and penetration reports to identify opportunities for growth.
• Serve as the hotel’s ambassador within the luxury and business travel community.
• Support the overall commercial strategy in collaboration with the Director of Sales & Marketing and Revenue Management.

Benefits

• Stonebridge offers comprehensive benefits including medical, dental, vision, PTO, 401(k) matching, wellness support, life and disability coverage, savings accounts, tuition aid, and travel and lodging perks.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager