Develops and executes business travel sales strategies, secures and manages corporate accounts, oversees RFPs and GDS activity, monitors revenue performance, and builds client relationships. The role collaborates with revenue management and hotel operations, produces forecasts and reports, tracks account commitments, and represents the hotel at trade shows, conferences, site inspections, FAM trips, and client events.
Description
Drive business. Build relationships. Create results. Le Meridien and Sheraton Charlotte Hotel Complex is seeking a proactive and relationship-focused Business Travel Sales Manager to expand our corporate account portfolio and increase market share within a highly competitive environment. In this role, you'll connect with decision-makers, negotiate preferred partnerships, and identify new opportunities that drive occupancy and revenue. If you are motivated by cultivating meaningful business relationships, exceeding sales goals, and making a measurable impact on a high-performing hotel, we'd love to meet you.
Requirements
Sales Strategy & Execution
- Develop and implement a strategic business travel sales plan to grow corporate transient revenue.
- Identify, solicit, and secure new negotiated business from local, regional, and national corporate accounts.
- Respond to RFPs and manage the annual RFP process through tools like Lanyon, Cvent, or other GDS platforms.
Account Management
- Manage a portfolio of corporate accounts, ensuring strong relationships, account retention, and revenue maximization.
- Conduct regular account reviews and business planning meetings with clients.
- Monitor production against contract commitments and take corrective actions where needed.
Collaboration & Coordination
- Work closely with Revenue Management to ensure optimal pricing, availability, and strategy for corporate accounts.
- Partner with Front Office, Reservations, and Operations to ensure a seamless guest experience for business travelers.
- Support group sales initiatives by cross-promoting meeting space and corporate events when appropriate.
Reporting & Analysis
- Maintain detailed account records in CRM systems (e.g., Delphi.fdc, Opera).
- Produce regular sales reports and forecast updates; analyze performance trends and adjust strategies accordingly.
- Stay informed of competitor offerings, market trends, and new business opportunities.
Client Engagement & Events
- Represent the hotel at travel trade shows, industry conferences, local chamber events, and client entertainment activities.
- Plan and host FAM trips, site inspections, and client appreciation events tailored to corporate travel buyers.
Key Success Metrics:
- Growth in corporate transient room nights and revenue
- Retention and renewal of negotiated accounts
- Achievement of quarterly and annual sales goals
- Effective RFP and GDS management
Positive feedback from client engagement activities
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