Portfolio Business Development Manager - InterContinental Sydney

Job Title:

Business Development Manager (BDM) – Sales (Joint Portfolio: 3 Hotels)

Reports To:

Directors of Sales/ or Director of Sales & Marketing (1 per hotel – weekly individual reporting)

Role Type:

Full-Time, Field-Based (Proactive Sales Role – Groups & Meetings)

Role Objective:

To proactively generate new business leads for group accommodation, meetings, incentives, and event space across a joint portfolio of three hotels. The BDM will target non-managed accounts and actively seek new corporate and event-driven opportunities, focusing on pipeline development to support a minimum 30% conversion by the reactive sales team.

Key Responsibilities:

Lead Generation & Sales Development

• Proactively identify, research, and generate qualified leads across all market segments with a focus on groups and MICE business.
• Initiate outbound sales efforts including cold calls, LinkedIn outreach, email campaigns, and client appointments.
• Build relationships with new accounts, targeting non-managed businesses, SMEs, event planners, and professional conference organisers (PCOs).

Client Engagement & Conversion Support

• Conduct in-person and virtual sales calls, presentations, and site inspections with prospective clients.
• Qualify client requirements and effectively hand over leads to the reactive team for proposal and contracting.
• Collaborate with the National Sales Office (NSO) to coordinate joint familiarisation trips (famils), networking events, and roadshows for managed accounts and key PCOs.

Strategic Alignment & Weekly Reviews

• Attend one weekly 1:1 call with each hotel’s Director of Sales to review:
  • Pipeline and prospect updates
  • Sales call planning
  • Client appointments and follow-ups
  • Hotel need periods and strategic priorities
  • Trade show participation and post-show follow-ups

Reporting & Communication

• Submit a consolidated weekly activity report every Friday to all three hotels, detailing:
  • Number and nature of client contacts
  • Site inspections conducted
  • Business potential and status per hotel
  • Lead handovers and feedback on engagement

Event Representation

• Represent the hotel portfolio at relevant trade shows, networking events, and industry exhibitions with a focus on uncovering new business.

Key Performance Indicators (KPIs):

• Minimum of 40 new qualified leads generated per month across portfolio.
• Volume of client appointments, calls, and site inspections conducted.
• Ratio of leads converted by the reactive team (target: 30%).
• Contribution to each hotel’s need periods and business goals.
• Participation in joint marketing activities and events 

Exclusions from Role:

• Not required to attend revenue calls, pricing meetings, yield management, or internal administrative meetings unrelated to proactive sales generation.

Requirements & Skills:

Essential Qualifications & Experience:

• Minimum 2 years’ experience in a proactive hotel sales or business development role.
• Proven success in generating new business in the meetings, groups, and event segment.
• Strong understanding of the hospitality industry, event planning cycles, and corporate buying behaviour.

Skills & Attributes:

• Self-motivated hunter with strong commercial acumen.
• Excellent communication, presentation, and relationship-building skills.
• Ability to manage multiple stakeholders across different properties.
• Organised and disciplined in CRM usage and weekly reporting.
• Flexible and enthusiastic about field-based and client-facing work.
• Comfortable with autonomy and working under minimal supervision.

Travel Requirements:

• Local travel required between client sites and the three hotel properties.
• Occasional interstate travel for trade shows or famils as needed.

Compensation:

• Base salary split evenly between 3 properties plus performance-based incentive plan linked to lead generation metrics and successful handover outcomes.

How do I deliver this?

We genuinely care about people and we show this through living out our promise of True Hospitality each and every day. It’s what connects every colleague in all IHG® hotels.

Each IHG® hotel brand delivers True Hospitality in their own way, and at the heart of it all are specific, core service skills.

• True Attitude: being caring, wanting to make a positive difference, and building genuine connections with guests 

• True Confidence: having the knowledge and skills to perform your role, and giving guests the confidence that they can trust you, to help and support them during their stay

• True Listening: focusing on what your guest is saying, picking up on body language that is often overlooked, and understanding what the guest wants and needs

• True Responsiveness: is about providing guests with what they need, and doing so in a timely and caring manner

The statements in this job description are intended to represent the key duties and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job