Business Development Manager - MICE & Elite Sports

at  The Lensbury

Job Ref: TLH1126
Branch: The Lensbury
Location: The Lensbury, Teddington
Salary/Benefits: £45k+Sales Incentive, Discounts, use of Leisure and more!
Contract type: Permanent
Hours: Full Time
Hours per week: 40
Posted date: 12/09/2024
Closing date: 26/10/2024

ABOUT US

Part of London + Regional Hotels, The Lensbury Resort is located on the Banks of the River Thames at Teddington and is home to an exclusive leisure club, a 155 bedroom hotel, meeting and events space, restaurant and bar, Spa and 25 acres of gardens and grounds.

THE ROLE

As an integral part of the Commercial team, the Business Development Manager (MICE and Elite Sports) will develop, lead and execute the strategic sales plan in order to drive new business across these key segments. Targeting new business through relationship building, effective use of CRM and analysis of all sales pipelines, this role will help to grow these key business drivers, delivering additional revenues.

KEY RESPONSIBILITIES

• Lead the creation, development and execution of the MICE and Elite Sports sales plans, in-line with the wider commercial and marketing plans
• Proactively seek new business opportunities at all times, identifying target organisations and key decision makers in order to deliver growth in the MICE and Elite Sports segments
• Work closely with the Resort Revenue Director and ME Sales Manager to proactively target periods of risk to achieve and exceed revenue targets
• Work closely with the ME Sales Manager and Diary Manager to ensure proposals are tailored to clients’ requirements
• Report on key sales KPI’s on a weekly and monthly basis, suggesting areas for improvement
• Effectively manage and build the database of corporate bookers, travel managers and event agencies
• Use CRM to maintain regular contact with target bookers, travel managers and agencies
• Maintain regular contact with key existing clients, agencies and prospects, ensuring positive working relationships are maintained and accounts are developed in-line with key account development plans
• Attend and represent The Lensbury Resort at industry events, exhibitions and agency events
• Arrange and host regular FAM trips, conducting site inspections and virtual tours to support the conversion of new business
• Identify and secure appointments with key event agencies
• Maintain and maximise opportunities from MICE and sports online listings and associated account relationships, including Venue Directory, CVENT and similar
• Work closely with the Marketing Manager to ensure sales and marketing plans are aligned and sales activities are supported with associated marketing activities and collateral
• Report on effectiveness of sales activities and new business, with a drive for consistent improvement and data driven decision making
• Proactively analyse and manage all aspects of the sales pipeline for each market segment, including rooms, meetings and events, membership and elite sports
• Present, promote and sell products/services using solid arguments to existing and prospective customers performing cost-benefit and needs analysis of existing/potential customers
• Conduct sales research, analysis and market research
• Work closely with all HOD’s to ensure new business opportunities are maximised at all times
• Attend regular Commercial meetings to update on activity and align with Commercial team on activity to drive revenue as required
• Attend weekly ME pick-up and demand meetings, devising promotional strategies to drive additional demand and conversion
• Support other business development activities and team members as required (hotel accommodation, membership etc)

To be successful in this role, you must possess the following qualifications, attitude, behaviours, skills, and values:

• Excellent communicator and public speaker
• 3-5 years’ experience in a similar sales/business development role ideally within the hotel/hospitality/leisure industry
• A demonstrable network of corporate event bookers/event agency contacts
• A passion for sports is highly desirable
• A good knowledge of the local market (SW London/Home Counties) highly desirable
• Excellent understanding of CRM management
• Team player
• Excellent time management skills with a natural ability to prioritise and manage workload
• Ability to manage, analyse and present data effectively in order to make informed decisions on sales activity with a proven track record of demonstrating effectiveness of activitie