Business Development Analyst, Visit Charlotte, CRVA

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Full-Time FT - Regular - avg 40 or more hours/week Sales Charlotte, NC, US

7 days ago Requisition

Who We Are

The CRVA works to deliver experiences that uniquely enrich the lives of our visitors and residents. Through leadership in destination development, marketing and venue management expertise, the CRVA leads efforts to maximize the region’s economic potential through visitor spending, creating jobs and opportunities for the community. Brands supported by the CRVA include the Charlotte Convention Center, Spectrum Center, Bojangles Entertainment Complex, NASCAR Hall of Fame, Charlotte Film Commission, Visit Charlotte and Visitor Info Centers.

Job Summary

The Business Development Manager is responsible for growing Visit Charlotte's future business pipeline through data-driven prospecting, market analysis, account reactivation and targeted lead generation. The position transforms market intelligence into action by identifying organizations and events that are an ideal fit for Charlotte, with particular emphasis on need periods, future-year gaps, underrepresented segments and incremental business that would not otherwise enter the pipeline.

This position serves as the gatekeeper of the sales process by uncovering opportunities, qualifying demand, developing evidence-based pursuit strategies and partnering with the appropriate Sales Manager to advance qualified business toward conversion. Success is measured by the quality, value and conversion potential of the pipeline created, not simply by activity volume.

Job Responsibilities

Data-Driven Opportunity Analysis

• Analyze historical bookings, lost and turned-down business, market share, booking windows, seasonality, compression patterns, account production and competitive-destination activity to identify high-potential opportunities.
• Build and maintain target lists aligned with Charlotte's ideal customer profile, facility and hotel capacity, room-night contribution, economic impact and priority need periods.
• Use CRM, industry databases, hotel and venue intelligence, market research and internal dashboards to identify demand signals and translate findings into actionable prospecting priorities.
• Identify future-year pipeline gaps by month, segment, geography, booking window, peak-room profile, meeting-space requirements and destination fit.
• Develop concise opportunity briefs explaining why an account or event should be pursued, the best timing and message, and its potential value to Charlotte.

New Business Discovery & Origination

• Proactively uncover meetings, conventions, sports events, tournaments, reunions, social and fraternal organizations, corporate programs and other group opportunities not currently represented in Visit Charlotte's active pipeline.
• Research new-to-Charlotte organizations, competitive-city events, rotating groups, emerging industries, organizational expansions, leadership changes and other triggers that may create viable sales opportunities.
• Analyze CRM, market, competitive set, historical booking, industry and third-party data to identify new accounts and high potential business development targets.
• Conduct strategic outbound outreach through phone, email, industry events, referrals, digital research and partner networks to establish contact and generate qualified interest.
• Identify and pursue business that can fill priority need dates while recognizing opportunities suited to high-demand periods and maximizing destination value.
• Create complete, well-qualified opportunities in the CRM and coordinate disciplined handoffs to assigned Sales Managers, remaining engaged as needed to support momentum and conversion.
• Execute a structured dormant-account and lapsed-client reactivation program using booking history, relationship intelligence, lost-business reasons and current organizational activity.
• Review aged leads and inactive opportunities to determine whether they should be requalified, reactivated, redirected or closed with a documented reason.
• Partner with sales leadership to establish target pipeline coverage by year, segment and need period and monitor progress against those targets.
• Maintain a forward-looking prospect calendar and outreach cadence focused on future-year opportunities and priority booking windows.
• Develop prospect lists and business intelligence…