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 activities effectively
• Accountability: Takes ownership of sales activities, pipeline development, and business results
• Adaptability: Learns the hotel's offering, target market, and internal processes quickly

Key Stakeholder Relationship:

• The Business Development Executive will work closely with hotel management and relevant operational and revenue teams to align sales activities with business objectives, accommodation availability, pricing guidelines, guest experience, and revenue goals

Ideal Candidate Profile:

• The ideal candidate is a hands-on sales professional who enjoys prospecting, opening new accounts, building commercial relationships, and converting opportunities into recurring revenue
• Experience in hotel or hospitality sales will be highly regarded during the selection process. However, candidates with a proven track record in B2B sales, corporate sales, or business development will also be strongly considered

Independent Contractor Perks:

• Permanent work from home
• Immediate hiring
• Health Insurance Coverage for eligible locations

Note:

Please click the "Apply" button to complete your application, including the assessment questions, technical check, and voice recording. Your hourly pay rate will be established based on your performance in the application process; submissions with all requirements fulfilled will receive priority review.

One application, multiple possibilities: When you apply, our team reviews your background against all current openings, not just this one! If a different role fits your skills, we'll get in touch! We also encourage you to keep exploring our job board and apply directly to any position that excites you.