Business Development Director (Leisure, Sales, Entertainment)

Montcalm Collection; Camden Town; On-site; GBP 70,000 - 90,000; Full time

Job summary

A prominent hotel group in London is seeking a Business Development Director for Leisure Sales to devise and execute sales strategies, manage client relationships, and achieve revenue goals. The position requires extensive experience in hospitality management and sales. Candidates must demonstrate strong analytical and negotiation skills. Competitive salary and benefits are offered, including 28 holidays and professional development opportunities.

Benefits

Competitive salary

28 holidays including bank holidays

Cash-back health benefits

Discounted gym membership

Leadership workshops

Paid day off for birthday

Qualifications

• Minimum of 3 years management experience in hospitality.
• At least 5 years of direct sales experience.
• Experience within 4- and 5-star hotels in London.
• Proven track record in luxury markets.
• Familiarity with revenue management principles.

Responsibilities

• Develop and execute strategic plans for leisure sales.
• Build and maintain relationships with clients.
• Set and achieve revenue targets.
• Conduct thorough market analysis.
• Negotiate contracts and agreements.

Skills

Management experience

Sales experience

Analytical skills

Excellent communication

Negotiation skills

Interpersonal skills

Education

Experience in hospitality management

Understanding of revenue management

Tools

Data analysis tools

Excel

Job description

Overview

In the role of Business Development Director for Leisure Sales at Montcalm Collection, you will report directly to the Commercial Director. Your key responsibilities include devising and executing leisure sales strategies, fostering client relationships, and achieving revenue goals. You will contribute to the overall sales vision and ensure alignment with organizational objectives. Your role involves market analysis, contract negotiation, and maintaining a high level of client satisfaction. Effective communication and a proactive approach are crucial as you work within the broader leisure sales team.

Responsibilities

• Strategic Planning: Develop and execute strategic plans for leisure sales and align with overall business objectives.
• Client Relationship Management: Build and maintain strong relationships with clients, partners, and key stakeholders to enhance business opportunities and customer satisfaction.
• Revenue Growth: Set and achieve revenue targets by implementing effective sales strategies based on pricing models and promotional leisure campaigns.
• ADR Strategy: Develop and implement strategies to maximize Average Daily Rate, considering market conditions, competitor pricing, and customer demand.
• Leisure Client Acquisition: Identify, target, and acquire leisure clients to increase high ADR bookings and revenue.
• Market Analysis: Conduct thorough market analysis to identify opportunities for ADR enhancement, staying informed about industry trends and competitor pricing strategies.
• To actively convert customer enquiries into confirmed sales to develop future and repeat business contributing to the profitability of the hotels within the Montcalm Collection.
• Identifying and pursuing new business sales opportunities through database, networking, B2B opportunities, exhibitions, and client entertainment.
• Generate business from warm leads and, where possible, new business contacts through attending face-to-face sales meetings to build lasting relationships.
• Collaborate with cross-departments to ensure hotel growth and retain a competitive market share based on STR data.
• Deliver brand standards of outstanding customer service while maintaining clear and effective communication within the sales team, the operations team, and the venue.
• Product Development: Contribute to the development of new leisure offerings, ensuring they align with customer demands and market trends.
• Contract Negotiation: Negotiate contracts and agreements with clients, vendors, and partners to optimize business terms and ensure mutually beneficial relationships.
• Team Development: Foster a high-performing sales team through training, mentorship, and performance evaluations.
• Budget Management: Manage and optimize budgets related to leisure sales and entertainment initiatives, ensuring cost-effectiveness and profitability.
• Reporting and Analysis: Provide regular reports and analyses on sales performance, market trends, and other relevant metrics to inform decision-making processes.
• Client Experience Enhancement: Implement strategies to enhance the overall client and guest experience, focusing on satisfaction and loyalty.
• Compliance: Ensure that all leisure sales activities comply with relevant regulations and industry standards.
• Innovation: Stay abreast of industry innovations, emerging technologies, and evolving customer preferences to drive continuous improvement and innovation in leisure offerings.
• Attend to leisure key accounts and maintain permanent contact with them, detecting potential customers and accounts within market segmentation and geographic origin.
• Coordinate and attend corporate events, trade fairs, expositions, and promotional tours according to the Montcalm Collection Sales & Marketing Plan.
• Review and ensure that negotiations and contracts with different companies and credits for clients are in line with policies and procedures that protect the Montcalm Collection Hotels.

Qualifications

• Minimum of 3 years management experience in the hospitality industry with a deep understanding of hotel operations, revenue management and/or sales.
• At least 5 years of experience carrying a quota in a direct sales capacity, preferably in a hospitality vendor capacity.
• Experience in working in a role within 4- and 5-star hotels in London.
• Proven experience and deep understanding of luxury markets, and a proven track record in sales and relationship-building within the leisure sector. Adaptability to market trends and a strategic approach to drive revenue in leisure industry, online distribution, and leisure management in the hospitality industry, preferably with a group of London hotels.
• Strong analytical skills and proficiency in data analysis tools and Excel.
• Excellent communication, negotiation, and interpersonal skills to build successful partnerships with clients, partners, and other stakeholders.
• Familiarity with revenue management principles and pricing strategies.
• Innovative mindset and ability to adapt to evolving leisure trends and technologies.
• High level of organisation and ability to handle multiple projects simultaneously.
• Results-oriented and driven to achieve revenue and performance targets.

Company and Benefits

At Montcalm Collection, we believe that timeless style and genuine hospitality are more than just values; they're a way of life. Our people are the heart of our hotels: passionate individuals working together as a team, united by an unwavering commitment to providing first-class personal service. Our collection spans some of London's most storied buildings, from elegant Georgian townhouses and an 18th-century brewery to a historic head office and a contemporary architectural landmark. Each hotel has its own unique story, and within every one, our team create unforgettable experiences for our guests. While our walls speak of history, it's our people, their ambition, and their creativity that shapes our future.

Join us, and become part of a culture that celebrates individuality, nurtures potential, and upholds the very highest standards of the art of hospitality.

The role is based in the company's London office. Normal working hours are Monday to Friday, 9 am - 5.30 pm; during live events and build-up hours may vary. Out-of-hours work at events may be required. Competitive salary. A supportive, empowering team environment. Benefits platform with various discounts. 28 holidays including eight bank holidays, with more holidays after two-year service. Cash-back health benefits, including optical, dental, chiropractor and physio services. Discounted gym membership. Access to Wellbeing platform and sessions, including EAP. Awards and Recognition Programme. Annual parties. Regular and ongoing training and development, including leadership workshops. Enjoy a paid day off to celebrate your birthday - because your special day matters!

Eligibility: Candidates must be authorised to live and work in the UK. Currently, visa sponsorship is not available for this role. Equal Opportunity Employer: At Montcalm Collection, diversity and inclusion are valued. We genuinely value the unique perspectives everyone brings, regardless of gender, ethnicity, age, disability, or background. Our culture thrives on mutual respect, and we provide a workplace free from discrimination and prejudice.