Business Development Manager

MAIN OBJECTIVES & JOB ROLE:

The Business development manager role is central to the revenue generation for this high-profile independent company. A strategic contributor of the Whittlebury Hall & Spa Ltd (WHS) sales team, responsible for developing sales growth, penetrating new markets, driving incremental revenue and increasing the hotel/company profile within segments as defined by Head of Event Sales.

The job holder will need to deliver challenging revenue targets across a number of business segments in a diverse and fast-moving market place through strategic planning & execution of a well thought through sales plan.

·Deliver revenue growth in line with the Hotel budget & Hotel Business Plan, including personal as well as team sales targets

·Research and analyse market trends and commercial opportunities to enable the sales and operations teams to deliver competitive packages and constantly benchmark the competition

·Develop effective networks within the industry, locally, regional & nationally

·Contribute to the Revenue Performance Meeting by providing information on enquiries vs “on the books (OTBs), conversion to contracted events and insights into industry trends

MAIN AREA OF RESPONSIBILITY:

·Develop and implement a sales plan that will deliver or exceed the annual budget and plan to drive performance – with a focus on growing existing accounts and generating NEW accounts

·Develop and implement a Christmas sales plan that will deliver or exceed the annual budget and plan to drive performance with a focus on growing existing accounts and generating NEW accounts

·Conduct sales calls and appointments in line with targets and expectations set out by Head of Event Sales

·Work closely with the marketing & revenue team(s) to identify appropriate PR & Marketing channels that pro-actively position WHS as a domestic & international leading venue and price strategically in line with competitors & opportunity

·Set and achieve personal as well as team sales targets with contingency planning to close revenue gaps

·Carry out specific campaigns & promotions to drive revenue and profile the hotel, in conjunction with other departments of the commercial function

·Input to annual budgets for the areas of responsibility and subsequent execution of agreed budgets; including managing resource costs and effectively drive return on investment against spend

·Keep up to date with Market innovation and trends and instigate regular benchmarking with the competition. Involve and inform commercial and operational teams to ensure up to date awareness

·Interface with local, regional & national industry associations and relevant bodies to generate new business/commercial partnerships

·Contribute to client satisfaction by ensuring you provide timely, accurate communication, and follow-up for potential and confirmed business

·Pro-actively communicate with key individuals across the company network

·Support the management of credit control and bad debt as appropriate

·Monthly financial and statistical reporting and input to the CD

·Contingency planning to ensure targets are met or exceeded

·Maintain an up to date knowledge and application of all relevant legislation and industry practices and update procedures as necessary

·Input to departmental policies & procedures and make sure monitoring systems are in place to ensure compliance

·Responsible for Health & Safety compliance and risk management within the sales office environment and on sales visits

·Fulfil such other duties or projects as required by the company within the scope of the post

·Develop and qualify a sales pipeline who have requirements to establish their potential, negotiate preferred rates and monitor development

·Create a weekly report of sales and marketing activities to Head of Event Sales

·Represent Whittlebury Park at trade exhibitions and sales promotions as required

·Carry out regular competitor analysis

Person Specification -Qualifications/Knowledge/Experience

·Minimum of 2 years proactive experience in the events industry

·Educated to a university degree – doesn’t have to be event specific

·Highly professional and committed to the industry

·Good working knowledge of Microsoft packages particularly Word, Outlook and Excel

·Availability to work late nights and weekends on a regular basis, but realistically linked to contracted hours

·Excellent telephone and message taking etiquette

·Focused on delivering a high level of customer/ client service

·Confident and professional approach when dealing with clients and event suppliers

·Able to work under pressure and multi task particularly during the peak seasons

·Understanding of the relevant social media stream

·Able to work under pressure and multi task particularly during the peak seasons

·Understanding of the relevant social media streams

Personal behaviour

·Team player

·Self-motivator and starter

·Ambitious

·Results driven

·Focussed

·Hands on

·Focussed on customer service

·A creative streak to make Whittlebury stand out

Inter personal/Relationship behaviour

·Relationship builder with key stake holders

·Excellent communicator

KPI’s

·Weekly Appointment Targets

·Weekly NEW business call Targets

·Conversion Targets

·P&L Performance