Director of Business Development, Northeast

Southern Marinas

Reports to:

SVP, Revenue Management Status:
Full time with regular travel to properties. Individual contributor, no direct reports Primary properties:
West Shore, All Seasons, Dewey Beach, and Rehoboth Bay Secondary coverage:
Calabash and Millstone

Southern Marinas is hiring a Director of Business Development, Northeast to run sales across our Mid Atlantic and Northeast properties. Every lead for these properties comes to you. You qualify it, sell that property, and stay on it until the contract is signed and payment clears. You are not on the dock, so you win by being faster than anyone else in the market and by building the broker, captain, dealer, and manufacturer relationships that send boats our way without a web form.

And you are not selling a rectangle of water. You are selling the boating life: summer weekends with the family, the community on the dock, and the peace of mind that the boat is looked after. Sell it that way.

• Work every inbound lead across all assigned properties from the website, phone, Dockwa, and trade referrals, and respond the same business day, every time
• Qualify on vessel specs, timing, and budget, and sell the property the customer is interested in
• Coordinate property tours with the GM and follow up immediately afterward
• Work the waitlist at each property as an active pipeline alongside the Dockmaster on vessel fit and timing
• Run the renewal and contract cycle so returning customers are locked in before they shop elsewhere
• Sell the full product set: seasonal slips, dry storage, and winter storage, and mine old and cold leads when inventory needs back filling
• Drive contracts to execution with each property's admin managers. A verbal yes is not a closed deal until it is signed and paid
• Log every lead, conversation, and next step in the CRM. Deals that are not in the CRM do not exist

• Build a working book of yacht brokers and dealers across the Mid Atlantic and Northeast, and be the name they give a client who needs a slip
• Develop direct relationships with captains and owners, who are frequently the one deciding where a boat ends up
• Build dealer and manufacturer relationships and use them to bring rendezvous, owner groups, and factory events to our properties
• Work yacht clubs, sailing programs, and local boating organizations as referral sources and cruise in partners
• Maintain a regular contact cadence, and track every relationship in the CRM with contact history and referral volume attributed back to the source

• Own our presence at the regional boat show circuit: booth planning, staffing, materials, on site selling, and lead capture
• Plan and host on site events, rendezvous, dealer days, and owner groups, and own them end to end: concept, budget, vendors, promotion, execution, and follow up
• Build and manage the annual event and show calendar across the properties
• Every show and event produces a lead list, captured on site and loaded into the CRM before it closes out
• Report on attendance, leads captured, and deals sourced

• You have latitude to flex short term and transient pricing within approved guardrails to win the boat
• Get creative on seasonal slips and storage. Build promotions that fill empty inventory: early commitment rates, multi season terms, move in incentives, and referral rewards
• Move the inventory that does not sell itself without giving away the slips that would have filled anyway
• Bring proposed promotions to the SVP of Revenue Management with the math behind them, and document every negotiated rate in the CRM

• Maintain an accurate picture of availability at every property, and confirm availability and vessel fit with the Dockmaster before committing to a customer
• Be on site regularly and build real working relationships with each GM, Dockmaster, and admin manager
• Track competitive rates and availability in each submarket and bring that intel back
• Report weekly on pipeline, lead volume by property, conversion rate, and closed won activity

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