Business Development Manager – Corporate and Commercial Markets
Salary £30-35k dependant on experience
Business Development Manager - Corporate & Commercial Markets
About the Role
We are seeking a highly motivated, commercially driven Business Development Manager to lead proactive sales activity and drive new corporate revenue for our hotel operation.
This is a predominantly field and business development-focused role, responsible for identifying, targeting and securing new corporate accounts, developing strategic partnerships, and increasing market share across accommodation, corporate events, dining and wider hotel services.
The successful candidate will be a proactive sales professional with a passion for generating new business opportunities, building relationships with decision-makers, and converting prospects into long-term clients.
Whilst Meetings & Events form part of the role, the primary focus is on corporate business development, account acquisition and revenue growth through direct sales activity.
Key Responsibilities
New Business Development
- Identify, target and secure new corporate accounts across local, regional and national markets
- Develop and execute proactive sales plans to generate corporate accommodation, business travel and ancillary revenue
- Build and maintain a robust pipeline of qualified opportunities through outbound prospecting, networking and lead generation
- Conduct regular sales appointments, site visits and client presentations
- Generate new business through telephone prospecting, LinkedIn outreach, networking events and face-to-face meetings
- Identify opportunities for preferred supplier agreements and corporate rate partnerships
- Establish relationships with key decision-makers including Managing Directors, HR Directors, Sales Directors, Procurement Teams and Executive Assistants
Account Growth & Relationship Management
- Develop existing corporate accounts to maximise revenue opportunities across all hotel services
- Create structured account development plans for key clients
- Conduct regular account reviews and identify opportunities for incremental business
- Ensure high levels of customer engagement and retention
Meetings, Events & Commercial Revenue
- Identify opportunities to secure meetings, conferences, training events and corporate hospitality business
- Promote corporate golf days, client entertaining packages and team-building events
- Work closely with operational teams to ensure successful delivery of contracted business
- Support wider commercial initiatives to drive overall hotel revenue
Market Presence & Networking
- Represent the hotel at local business events, exhibitions, networking forums and industry functions
- Build relationships with Chambers of Commerce, business networks and local economic partnerships
- Host client showcases, familiarisation visits and corporate events
- Act as a brand ambassador for the hotel within the local business community
Reporting & Performance Management
- Maintain accurate sales activity, pipeline management and forecasting through Salesforce
- Track prospecting activity, conversion rates and revenue performance
- Provide regular market intelligence and competitor insights
- Contribute to annual sales planning and budgeting processes
About You
- Minimum 3-5 years' experience in proactive business development, corporate sales or hotel sales
- Proven track record of winning new business and delivering revenue growth
- Demonstrable experience of building and managing a healthy sales pipeline
- Strong commercial awareness with a focus on results and return on investment
- Excellent communication, negotiation and presentation skills
- Comfortable engaging with senior decision-makers and business leaders
- Self-motivated, resilient and driven by achieving and exceeding targets
- Strong networking and relationship-building abilities
- Experience using Salesforce or similar CRM platforms
- Full UK driving licence, access to own car and willingness to travel as required
Key Competencies
- Hunter mentality with a strong new business focus
- Commercially astute and target driven
- Confident and professional communicator
- Highly proactive and self-motivated
- Strong negotiation and influencing skills
- Resilient, persistent and results focused
- Excellent organisational and time management skills
- Collaborative approach with internal stakeholders
What Success Looks Like
Performance will be measured against:
Business Development Activity
- Number of new prospect meetings secured
- Weekly sales calls and proactive outreach activity
- New business opportunities generated
- Pipeline value and progression
Revenue Performance
- New corporate account revenue
- Corporate accommodation revenue growth
- Meetings and Events revenue generated
- Golf and corporate hospitality revenue
- Overall contribution to hotel revenue targets
Account Growth
- Number of new accounts won
- Retention and growth of key accounts
- Preferred supplier agreements secured
- Client engagement and satisfaction
CRM & Reporting
- Salesforce compliance and data quality
- Pipeline accuracy and forecasting
- Timely reporting of sales activity and opportunities
Bonus structure available as well as IHG employee benefits
Pay: £30,000.00-£35,000.00 per year
Benefits:
- Company events
- Company pension
- Employee discount
- Free parking
- Gym membership
- On-site parking
Application question(s):
- You must own your own car.
Experience:
- corporate sales or hotel sales: 3 years (required)
- Salesforce or similar CRM platforms: 2 years (required)
Work Location: In person
