Business Travel Sales Manager

Raines Co.

- Your Future is Now!

The Business Travel Sales Manager is a multi-property sales position responsible to develop and foster business through pro-active direct sales, marketing, and solicitation for local, regional and national accounts. This position serves as the primary point of contact for business travel accounts for three properties and works closely with General Managers and the revenue management team at each location to maximize occupancy, ADR room revenue, market share and profitability.

Established in 1988 as a family-owned business, we have grown into a fully integrated development, management, and investment company that develops, operates, and owns the world’s leading hotel brands as well as boutique hotels. Raines has maintained a family-oriented culture that believes in building relationships with our associates, with our partners and within the communities where we operate.

We offer comprehensive Medical/Dental/Vision benefits, 401K, a generous PTO program, and the opportunity to join a winning culture recognized for rewarding our best with opportunities to advance their career within the company.

• Serve as the primary Business Travel Sales Manager for a portfolio of three hotel properties and provide consistent, equitable sales attention to each hotel.
• Develop a thorough understanding of the positioning, room types, amenities, competitive advantages, rate strategies, target accounts, and need periods of all three properties.
• Meet or exceed budgeted corporate transient, negotiated, extended stay, occupancy, ADR, room revenue, and market share goals for the three-property portfolio and for each individual hotel.
• Actively participate in annual business planning and develop a business travel sales plan with property-specific goals, target accounts, strategies, and action steps for each of the three hotels.
• Identify, solicit, and secure new business from corporate transient, local negotiated, extended stay, healthcare, government, construction, project, university, airline, relocation, and other applicable business travel segments.
• Maintain and grow existing key accounts while identifying opportunities to capture additional share across one or more of the three properties.
• Position of the most appropriate hotel based on client location, stay pattern, price point, amenities, length of stay, and traveler needs while protecting the overall interests of the three-property portfolio.
• Cross-sell all three properties during client conversations and introduce alternate portfolio options when the client’s needs are better served by another assigned hotel.
• Conduct proactive prospecting, outside sales appointments, telephone outreach, virtual meetings, networking, client entertainment, community involvement, and referral development.
• Maintain a strong and active sales pipeline and accurately document sales activities, account notes, decision makers, opportunities, production, traces, and follow-up in company-approved systems.
• Conduct property tours, client presentations, rate reviews, account reviews, and quarterly or annual business reviews as appropriate.
• Negotiate corporate rates and agreements alignment with each property’s revenue strategy, account value, production potential, and profitability goals.
• Prepare and manage corporate RFP submissions, local negotiated rate agreements, and account renewals for the applicable property or properties.
• Set up, load, audit and maintain negotiated account rates, promotional rates and special rate plans in applicable PMS, CRM, RFP and third-party systems to ensure accuracy and ability to book.
• Analyze account production by property, day of week, season, rate, length of stay, and booking channel to identify opportunities…