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National Business Development Manager

Extended Stay America Charlotte Full-Time
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POSITION PURPOSE AND SUMMARY The National Business Development Manager is responsible for achieving revenue production goals by qualifying leads, promoting brand awareness, and developing and winning new business opportunities through effective sales techniques. The National Business Development Manager will prospect new potential 7+ night revenue streams from strategic, high-value targets (Tiers 2-5 at $75-$500K annual revenue) by qualifying leads from such sources as: Past accounts, in-house guests, consortia partners, Kalibri data, GBTA, TMCs, BTN 100, etc. These efforts will include qualifying the business potential, needs, and potential fit with ESA of each lead, and applying effective sales skills to identify and win specific business opportunities immediately if possible or handoff to appropriate sales team member for development. These efforts will be closely coordinated with sales leadership to ensure alignment with overall organizational priorities. Activities and results will be tracked and reported to internal stakeholders on a weekly basis. MAJOR / KEY JOB DUTIES * Qualify leads for 7+ night business from mid-tier targets (Tiers 3-5 at $75-$250K annual revenue) for ESA * Maintain effective pipeline management practices to ensure focus on the most lucrative and imminent opportunities. * When necessary, perform customer outreach and follow up to qualify leads and produce additional sales opportunities. * Utilize market data to uncover new leads for potential high-value targets OTHER DUTIES Strategy and Planning * Work with National Business Development Director to develop and implement effective approaches for prospecting and Business Development. Sales Activities * Reach out to past, current and potential customers to solicit business. * Thoroughly qualify potential customers, and use effective sales skills to identify and win business opportunities and account development to hand off to appropriate sales team member to manage ongoing relationship. * Set appointments for clients and potential clients for property tours or meetings with market-based sales people. * Coordinate client handoff between business developer and account manager * Thoroughly document sales activity, opportunities, and revenue production in CRM on a daily basis. * Consistently meet all outlined goals for key requirements such as sales activities, opportunities, and revenue goals, as assigned by the National Business Development Director * Interact with other parts of the sales organization and the broader organization to access and employ needed resources to maximize sales effectiveness. This includes operations, revenue management, central reservations, accounting, field sales, and all centralized sales and sales support functions. * Assist in the execution of other sales activities as needed. KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES LANGUAGE SKILLS: * Fluent in the English language. * Excellent verbal and written communication skills. * Excellent interpersonal communication skills including effective listening. * Excellent presentation skills in one-on-one and small group situations involving clients and associates. COMPUTER SKILLS: * Ability to create and modify basic documents in Microsoft Word, Excel and Power Point * Must be able to use Microsoft Outlook for e-mail and use the internet for client research * Must become proficient in all internal computer programs used for sales such as CRM, Lanyon, etc. SELLING SKILLS AND INDUSTRY KNOWLEDGE: * Strong knowledge of business-to-business sales including prospecting, business development, and account management. * Demonstrated ability to sell using a variety of approaches and delivery platforms. * Thorough knowledge of hotel and travel industry. ANALYTICAL SKILLS: * Strong problem solving skills. * Demonstrated skills in the area of data and performance metrics. * Ability to gather client information and analyze industry data to create client specific action plans and communications. ENVIRONMENTAL JOB REQUIREMENTS * Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable. * Less than 20% overnight travel required. MINIMUM QUALIFICATIONS * Associates Degree, at least 3 years of outside sales experience, with a minimum of 1 year of experience in complex sales; or a combination of these requirements * Must be pro-active and knowledgeable of creative sales activities and client interactions. * Must be self-motivated with strong time management skills and democracy ability to set goals and achieve priorities. * Must be able to work a flexible schedule to include infrequent evening and/or weekend meetings. * Must have reliable transportation. * Must be proficient with Microsoft Office software including Word, Excel, and PowerPoint. PREFERRED QUALIFICATIONS * Bachelor's Degree preferred but not required. * Hotel sales experience, particularly in the extended stay niche, is preferred but not required. Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled
 

Skills required

Business Development
Negotiation
Provide Service
Customer Retention
Utilize Passion
Develop Opportunity

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National Business Development Manager
Estimated Salary: $120K
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Job ID: 6650_5000503795806

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