Business Development Manager - Australasia

Role Purpose

Business Development Manager (BDM) is responsible for proactive sourcing, researching and converting of new business opportunities for above property management in the corporate business segment. Build initial relationship with key customer decision makers and perform due diligence profiling on the potential of new accounts, set financial targets & transition new accounts to Account Managers for onward and long-term account management.

At InterContinental Hotels Group ® (IHG) we want our people to feel great about working at IHG, so we give people room to be yourself and ask everyone to ‘live’ the IHG Winning Ways.

At IHG we want our people to:

• Do the right thing
• Show we care
• Aim Higher
• Celebrate Difference
• Work better together

Key Accountabilities

• Identify and develop new corporate accounts for the IHG portfolio.
• Regular utilization of IHG Systems and reports including and not limited to InTouch, IHG Javelin, Agency 360 and Tableau to source new opportunities for development.
• Utilization of 3rd party prospecting tools to identify target accounts.
• Proactive sales activities.
• Attendance at key tradeshows and networking events to uncover new connections.
• Support New Hotel Opening’s with new business acquisition and ramp up activity.
• Actively participate in travel professional and industry groups.
• This role may also include responsibility for other market segments including but not limited to TMC, Entertainment, Sport, G&M etc.
• Provides feedback to management and hotels on changing market conditions, including trends and competitor behavior.
• Knowledge of the corporate hotel industry and the ability to utilize industry and business reports to identify and source new corporate business opportunities.
• Maintains timely and effective control of sales expenses.
• Develop a thorough understanding of all processes and systems utilized by IHG sales.

Key Skills & Experiences

Required Skills –

• Experience and knowledge of sales principles and techniques
• Strong client management across levels, problem solving & Excellent Communication, negotiation, organization & networking Skills.
• Self-starter, flexible & adaptable working approach
• Excellent PC Skills (including Word; Excel; PowerPoint, Outlook, Google search, database search)
• Knowledge of IHG products, rates and marketing programs
• Knowledge and experience of Sales Systems (i.e. Javelin; Salesforce.com; etc.)
• Confidence in representing multiple properties
• Ability to work remotely from team members (subject to location)
• Display an understanding of regional market trends & customer needs.
• Competent in allocating resources, controlling expenses & working with pre-determined budgets.
• Establish goals & objectives, set performance targets & timely delivery of projects.
• Ability in report writing & presentation skills.

Experience –

• A minimum of three (3) years of Sales and/or Business Development experience in the hospitality/ service industry
• Proven excellent track record in Sales and/or Business Development especially, preferably in the hospitality sector