This role is responsible for delivering the revenue targets outlined in the annual business plan through focused sales activity and smart market segmentation. You will work closely with the business owner to implement strategies aligned with both local market conditions and broader Quest objectives.
You will represent the Quest brand at all times with professionalism, integrity, and consistency, following the Business Development Operations Manual, the Quest Code of Conduct, and all relevant policies and procedures.
A key part of the role is managing and growing accounts across three areas. This includes developing existing accounts that have the capacity to deliver increased business, acquiring new accounts that have not recently used the property, and retaining established accounts to ensure consistent, ongoing revenue. Strong relationship management, clear communication, and a proactive approach to business development are essential to success in this role.
1. Local area knowledge
• Identify target accounts in the local area according to procedures in the Business Development Operations Manual.
• Attend local community meetings and events to network and promote Quest's presence eg tourism, chamber of commerce and council events, including actively participating in at least two local business associations.
• Develop procedures for staying informed of activities and developments in the local area which could lead to the establishment of key accounts e.g. subscribing to newsletters, reading local press, attending regular local community events.
• Develop deep knowledge of the Quest Group and products and identify and act on opportunities to promote locally.
2. Sales planning
• Contribute to the development of the Business Plan with the business owner and Franchise Relationship Manager.
• Stay informed of property's performance in relation to budget, occupancy levels and average room rate through regular review of results.
• Conduct a market and product overview according to Business Development Operations Manual procedures to establish market alignment of the property in the short and long term.
• Conduct a competitor analysis as detailed in the Business Development Operations Manual, including obtaining information on room rates and positive and negative attributes of competitors.
• Identify target and key accounts according to procedures in the Business Development Operations Manual.
• Research target and key accounts businesses and accommodation requirements, including using appropriate research tools eg STA Global reports.
• Identify guests with a need for return visits.
• Complete the monthly sales business plan, detailing the strategies and activities required to deliver budgeted revenue. Update CRM daily to record details of contact made with accounts.
• Prepare and regularly review and update the Sales Activity and Promotional Plan.
• This is covered in the monthly sales business plan Establish call cycles and schedule face to face meetings with target and key accounts.
• Arrange sites inspections with key decision makers of target accounts.
• Inform the business owner and Franchise Relationship Manager of any changes at the property that may affect revenue generation so they can be noted on the Property Fact Sheet and be communicated to the Corporate Sales Team and Core Connect Teams.
• Follow up on all enquiries and daily sales leads as outlined in the Business Development Operations Manual.
• Coach Front Office Reception staff in lead generation and establish procedures for two-way information sharing.
3. Sales calls
• Prepare clear, logical presentations appropriate to target audience and utilising appropriate information technology and other aids.
• Deliver presentations incorporating effective public speaking techniques.
• Make sales calls appointments in advance where appropriate.
• Make sales calls according to agreed call cycles and the Sales Activity and Promotional Plan.
• Adopt customer centric selling techniques to maximise sales and performance against budget.
• Build relationships with target and key accounts through effective interpersonal communication, including identifying how account representatives prefer to work e.g. face to face /email contact and frequency.
• Develop mutual trust and confidence with target and key account representatives through the demonstration of personal and professional integrity.
• Encourage feedback from key and target accounts and pro-actively seek market intelligence.
• Share market intelligence with Quest Group where appropriate.
• Pro-actively identify and resolve key account issues within the scope of Quest policies and procedures.
4. Sales activity reporting
• Review Daily Reservation Activity reports to ensure property leads are identified and actioned and group leads are identified and passed on the business owner, Franchise Relations Manager, And corporate sales team where appropriate
• Identify actions required to deliver the maximum level of sales at the best possible price for corporate clients and report these to the business owner, Franchise Relationship Manager, corporate sales team where appropriate.
• Discuss analysis of the company stays reports monthly to review property usage and monitor trends.
• Review all activities and incorporate results into future sales planning.
• Maintain and manage the sales force as the property CRM and single source of truth.
5. Local Area Marketing
• Develop advertising and promotion ideas for the property in conjunction with the business owner.
• Assess invitations to participate in local business and other activities based on the current focus.
• Establish and develop relationships with relevant organisations in a manner that enhances the Quest Brand.
• Develop and utilise networks to assist in the implementation of promotional activities.
• Prepare marketing materials in accordance with the Quest Brand and marketing policies, using Corporate Office approved marketing collateral.
6. Other duties
• Work collaboratively with Corporate Sales team to develop and enhance sales outcomes.
• Undertake other duties within the scope of your skills, competence and training as directed.
7. About you
• Minimum 3 years of business development experience required for this Business Development Manager position.
• Essential hospitality or accommodation industry experience required, particularly within extended stay corporate accommodation sector.
• Essential corporate B2B sales experience required, specifically with accommodation solutions for extended stay corporate travellers amongst Australia's top 500 corporates.