Position Overview The Business Development Manager is responsible for driving property growth and delivering revenue targets outlined in the annual business plan. This managerial role plans, organises, directs, controls, and coordinates all sales and local area marketing activities through strategic market segmentation and focused business development.
Working closely with the Franchise Owner and Franchise Relationship Manager, you'll implement high impact strategies aligned with local market conditions and Quest group objectives. You'll represent the Quest brand with professionalism, integrity, and consistency at all times, adhering strictly to the Quest Code of Conduct and operational manuals.
As a functional leader, you'll manage and grow accounts across three primary areas: expanding high-capacity existing accounts, acquiring new corporate accounts, and retaining established partnerships for long-term revenue.
Key Responsibilities
1. Strategic Planning & Market Intelligence
- Plan and direct local market research and account identification in line with the Business Development Operations Manual.
- Coordinate attendance at local business, tourism, and council events to expand Quest’s commercial presence, actively leading involvement in at least two local business associations.
- Establish and control procedures for gathering local market intelligence (industry news, regional developments, press) to identify high-value corporate leads early.
- Organise and maintain deep product knowledge across the Quest Group to spot and act on local cross-selling opportunities.
2. Sales Management & Operations
- Collaborate with the Franchise Owner and Franchise Relationship Manager to plan, formulate, and execute the annual Sales Business Plan.
- Monitor and control revenue performance by regularly analysing budget metrics, occupancy levels, and average daily rates (ADR).
- Direct and execute comprehensive market, product, and competitor analyses, obtaining detailed rate benchmarking and competitor positioning data.
- Plan and oversee account research (using tools like STA Global reports) to evaluate corporate accommodation requirements and identify repeat travel needs.
- Organise and direct the monthly sales business plan, establishing structured call cycles, scheduling face-to-face meetings, and hosting site inspections with key decision-makers.
- Coordinate property update communications with the Franchise Owner, Franchise Relationship Manager, and Corporate Sales teams to keep property fact sheets accurate.
- Direct the lead generation process by establishing two-way information workflows and coaching Front Office teams on lead identification.
3. Sales Execution & Relationship Management
- Plan, direct, and deliver high-impact corporate presentations using appropriate technology and tailored, customer centric sales techniques.
- Organise sales call schedules aligned with agreed promotional plans to hit quarterly revenue milestones.
- Coordinate and build long-term, trusted relationships with key account reps, adapting to their communication preferences and ensuring complete professional integrity.
- Direct feedback collection and market intelligence gathering to proactively resolve account issues within Quest policy guidelines.
- Share relevant local market intelligence across the broader Quest Group.
4. Performance Control & CRM Management
- Direct and review Daily Reservation Activity reports to ensure property and group leads are correctly identified, actioned, or escalated to corporate sales teams.
- Control pricing and yield strategies for corporate accounts to secure maximum sales volume at optimal rates.
- Organise and lead monthly company stay reviews to monitor corporate usage trends and adjust upcoming sales strategies accordingly.
- Oversee the CRM (Salesforce) as the team's single source of truth, ensuring daily logs and pipeline records are accurately maintained.
5. Local Area Marketing Leadership
- Plan and coordinate local property advertising, promotional initiatives, and brand campaigns alongside the Franchise Owner.
- Evaluate and control participation in local sponsorship, business events, and networking opportunities to ensure strong ROI and brand alignment.
- Direct the production of marketing collateral in accordance with Quest Brand guidelines using approved corporate assets.
6. Collaborative & General Management
- Coordinate directly with the Quest Corporate Sales team to leverage wider corporate networks and enhance revenue outcomes.
- Undertake additional management duties within the scope of your skills and competence as directed.
About You
- Experience: Minimum 3 years of experience as a Business Development Manager or in a similar sales management role.
- Industry Background: Essential background in hospitality or accommodation, specifically within the extended-stay corporate sector.
- B2B Expertise: Proven track record in corporate B2B sales, negotiating extended-stay accommodation solutions with top-tier corporate accounts (e.g. Australia’s top 500 corporates).
- Licence: Current Australian driver’s licence.
Job Type: Full-time
Pay: $79,500.00 per year
Work Location: In person
