Note: The job is a remote job and is open to candidates in USA. Guest Supply, part of Guest Worldwide, provides hospitality and distribution solutions to hotel customers globally. The Business Development Manager will acquire new mid-size hotel group accounts, build and manage the sales pipeline, negotiate pricing and contracts, onboard new customers, and strengthen existing account relationships while traveling to prospective accounts, meetings, events, and trade shows.
Responsibilities
- Generates revenue from new accounts within mid-size hotel groups to meet or exceed the sales target determined for the region
- Development of an overall new business development plan and strategy that identifies the customers and products needed to deliver against sales targets (assigned sales goals and metrics)
- Identifies prospects and leads from a variety of sources, and vets them appropriately to maintain a robust sales pipeline
- Gather relevant information about accounts to be used in the selling process
- Collaborates with internal partners to customize solutions for successful new account acquisition
- Prepare presentations, negotiate/quote pricing and contract terms in collaboration with internal partners within the organization
- Manages the onboarding of new customers to effectively transition from prospect to customer
- Partner with Sales Consultants to conduct account reviews
- Maintain and strengthen relationships at multiple levels of the decision-making hierarchy
- Collaborates with field, virtual, and corporate accounts teams to establish and extend contractual terms, maximize category penetration, resolve issues, support initiatives such as group-wide property improvements, and new hotel openings/conversions
- Participate in regional and district meetings to support the territory sales team
- Participate as needed at Trade Shows and Company Events
- Uses a CRM system to promptly and accurately document sales activities, keep track of plans, pipeline development, and progress of prospective opportunities
- Generates reports and analytics to identify category opportunities, pricing strategies, corporate compliance, and progress towards revenue goals and objectives
- Participates on project teams, communicates cross-functionally with internal departments, and performs other duties as assigned
Skills
- Bachelor's Degree or equivalent experience
- • Minimum five years of successful sales experience
- • Minimum of two years of sales experience focused on New Business Development/New Account Acquisition
- • Experience with business travel and tradeshow representation
- • Strong Professional telephone presence
- • Polished professional presence and demeanor
- • Exceptional verbal and written communication skills
- • Proven relationship builder who proactively initiates connections with key stakeholders and team members
- • Ability to present information to multiple levels of decision makers effectively
- • Strong negotiation skills
- • Resilient and persistent with a hunter's mentality and strong new business development orientation
- • Ability to make decisions, exercise good judgement and work with limited supervision
- • Ability to work under pressure and balance multiple tasks
- • Strong proficiency with MS Office (Word, Excel, PowerPoint, Teams, and Outlook) as well as CRM (Salesforce.com) and analytical tools (Phocas, etc.)
- • Demonstrated success driving results, meeting deadlines, and achieving goals and objectives
- Business, Sales, Marketing, Hospitality preferred
Benefits
- Primarily work from a remote home environment
- Travel to prospective accounts, client meetings, company events, and trade shows, up to 40% of the time
Company Overview