Business Development Executive (Corporate Hotel Sales & Accommodation)

Overview:
Our client is seeking a proactive and commercially driven Business Development Executive (Corporate Hotel Sales & Accommodation) to identify new business opportunities, acquire corporate clients, and drive accommodation revenue and hotel occupancy. The ideal candidate will have a strong background in B2B sales, corporate sales, or business development, with hotel or hospitality sales experience highly preferred.
In this role, you should have a proven ability to generate leads, build lasting client relationships, and close deals. This hands-on, full-time role focuses on proactive prospecting, outbound outreach, client meetings, and account development to secure recurring business while collaborating with hotel management to identify revenue opportunities and boost occupancy, particularly during traditionally quieter periods.
Schedule: Monday to Friday, 8:00 AM to 5:00 PM AEST (40 work hours per week)
Responsibilities:
Business Development and New Client Acquisition
Identify, research, and target prospective corporate and commercial clients
Build and maintain a structured database of potential customers and decision-makers across Melbourne
Conduct proactive outbound sales calls, emails, LinkedIn outreach, and follow-up activities
Generate leads and qualify prospects based on their potential business requirements
Arrange client meetings, presentations, and property inspections where appropriate
Develop relationships with decision-makers responsible for corporate travel, accommodation, procurement, and workforce arrangements
Identify new business opportunities arising from corporate travel, conferences, events, construction projects, and workforce accommodation requirements
Develop strategies to attract clients currently using competing hotels and accommodation providers
Prepare proposals, negotiate commercial terms within approved guidelines, and convert prospects into new accounts
Maintain a consistent pipeline of qualified opportunities through proactive prospecting and structured follow-up
Corporate Sales and Account Acquisition
Identify and develop business opportunities across a range of industries, including:
Corporate businesses and professional services firms
Construction, engineering, and infrastructure companies
Healthcare, medical, and pharmaceutical organisations
Government departments and public-sector organisations
Universities and educational institutions
Airlines and crew accommodation providers
Relocation, insurance companies, and recruitment agencies
Sporting organisations and event organisers
Entertainment and production companies
Corporate travel agencies and travel management companies
Businesses requiring project, workforce, or extended-stay accommodation
Local Market and Territory Development
Establish and maintain relationships with businesses and organisations across the local market
Conduct sales visits to corporate offices, hospitals, universities, construction sites, event venues, sporting clubs, travel agencies, and relocation providers
Identify businesses with recurring, seasonal, or project-based accommodation needs
Build referral networks and strategic partnerships to generate new business
Monitor local business developments, conferences, events, and projects that may create accommodation demand
Represent the hotel professionally at relevant networking events, industry functions, and client meetings
Research competitors and identify opportunities to differentiate the hotel's offering
Group, Project, and Long-Stay Business
Identify, develop, and secure accommodation opportunities involving:
Corporate and sporting groups | Production crews and event teams
Construction and infrastructure project teams | Workforce and project accommodation
Medical and healthcare groups | Relocation and temporary housing requirements
Wedding and event-related accommodation | Extended-stay and long-term corporate bookings
Emergency and short-notice accommodation requirements
Prepare quotations, negotiate commercial terms within approved parameters
Coordinate with hotel operations to support a smooth booking and guest experience
Account Management and Client Relationships
Maintain regular contact with existing corporate clients and key accounts
Develop newly acquired accounts into long-term sources of recurring business
Conduct periodic account reviews to identify opportunities for growth
Monitor booking patterns and identify opportunities to increase account activity and room-night production
Gather client feedback and coordinate the resolution of service-related or commercial concerns
Review corporate rates to ensure they remain competitive and commercially sustainable
Maintain accurate client records, account information, and sales activities in the CRM system
Build lasting client relationships that support retention, repeat business, and revenue growth
Revenue and Commercial Performance
Work closely with hotel management to identify periods requiring additional accommodation demand
Develop targeted sales activities to support occupancy during lower-demand periods
Understand the relationship between occupancy, average daily rate (ADR), room nights, and revenue
Support corporate rate negotiations while maintaining commercial viability
Monitor competitor pricing, market trends, and changes in local accommodation demand
Balance room-night production with rate integrity and profitability
Identify opportunities to increase revenue through new accounts, repeat bookings, and extended stays
Sales Administration and Reporting
Maintain accurate and up-to-date CRM records, prospect databases, and sales pipeline information
Track leads, client meetings, proposals, follow-ups, new accounts, and business conversions
Monitor room nights and revenue generated through new and existing accounts
Follow up on outstanding proposals and progress opportunities through the sales pipeline
Report on lost business, competitor activity, market developments, and potential growth opportunities
Provide regular sales updates to management, including progress, pipeline status, and planned business development activities
Requirements:
Minimum of 2–3 years of experience in B2B sales, corporate sales, business development, or a related commercial role.
Demonstrated success in lead generation, outbound prospecting, client acquisition, and closing sales
Proven ability to develop new business rather than relying solely on inbound enquiries or an existing customer base
Strong communication, negotiation, presentation, and relationship-building skills
Excellent command of English, with strong verbal communication and writing skills
Confidence engaging decision-makers and developing relationships with prospective clients
Experience managing a sales pipeline, following up on opportunities, and working towards commercial objectives
Strong organisation, time management, and follow-up skills
Proficiency in CRM systems and sales reporting tools
A proactive, resilient, and results-oriented approach to sales
Preferred Qualifications:
Hotel or hospitality sales experience is highly preferred, particularly in hotel business development, corporate accommodation sales, hotel account management, or serviced apartment sales
Experience acquiring corporate accommodation accounts and negotiating corporate rates
Familiarity with hotel revenue drivers, including occupancy, room nights, average daily rate (ADR), and seasonal demand
Experience using Salesforce or a similar CRM platform
Professional connections with corporate clients, travel management companies, relocation agencies, or project accommodation providers
Knowledge of the local corporate accommodation market and competitor landscape
Experience selling accommodation, travel, hospitality services, or other B2B solutions
A proven track record of meeting sales targets and generating new revenue
Key Competencies:
New business development: Proactively identifies opportunities and generates leads
Sales Execution: Confidently conducts outbound outreach, secures meetings, negotiates, and closes business
Commercial Awareness: Understands how sales activities contribute to revenue and profitability
Relationship Management: Builds trust and maintains productive client relationships
Persistence: Follows up consistently and handles rejection professionally.
Market Awareness: Identifies emerging opportunities and responds to changes in demand
Organisation: Manages multiple prospects, priorities, and follow-up activit

Work arrangement
Yes