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Business Transient Sales Manager

Crowne Plaza Los Angeles Harbor Hotel San Pedro, CA

San Pedro, CA

Today

$90k+/yr Full time Manager Business Development Commercial Sales

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Job Description

In this on-site Business Transient sales role at Crowne Plaza Los Angeles Harbor Hotel, you’ll drive growth in the hotel’s Business Transient segment through proactive selling, account development, and strategic negotiated-rate work. The position partners with Sales, Revenue Management, and hotel leadership to increase occupancy, ADR, RevPAR, and market-share performance through qualified room-night demand.

Based in San Pedro, CA, this revenue-focused role centers on turning prospects into negotiated accounts, strengthening Local Negotiated Rate (LNR) portfolios, and participating in corporate RFP opportunities that support measurable business transient results.

What you’ll do

Prospect and develop new local, regional, and national corporate accounts to generate Business Transient room nights.
Lead consistent outbound efforts including telephone prospecting, email campaigns, in-person sales calls, site visits, networking, and client appointments.
Research and identify demand generators such as business activity, projects, relocations, construction, training programs, government and healthcare demand, transportation, and entertainment production.
Perform regular competitive checks (parking lot and competitive hotel shop) to uncover potential accounts using competing properties.
Identify companies opening, expanding, relocating, or running projects in the market and connect with the stakeholders involved in lodging decisions.
Build relationships with decision-makers for corporate lodging and travel, then convert qualified prospects into producing negotiated accounts.
Develop and maintain the hotel’s portfolio of Local Negotiated Rate (LNR) accounts.
Evaluate prospective accounts using anticipated room-night production, stay patterns, day-of-week demand, seasonality, and rate potential.
Negotiate rates that align client needs with the hotel’s revenue objectives, then monitor account production to ensure expected room-night delivery.
Address underperforming accounts by identifying opportunities to increase production and running account reviews with key clients.
Maintain relationships with existing accounts to support retention and reduce displacement to competitors.
Identify and pursue corporate RFP opportunities, complete and submit RFPs accurately and on time, and track acceptance and rejection outcomes.
Partner with Revenue Management and the Director of Sales on competitive pricing and account strategy, and align on occupancy forecasts, need dates, booking pace, ADR strategy, and market conditions.
Support preferred-hotel and corporate travel-program placement where appropriate and broaden relationships beyond a single point of contact.
Identify additional influencers within accounts, including travel arrangers, executive assistants, procurement, HR representatives, project managers, recruiters, training coordinators, and relocation contacts.
Conduct account visits and business reviews, uncover additional travelers and departments within existing accounts, and increase the share of available room-night production from key clients.
Create recovery strategies for accounts that reduce or discontinue production and contribute to improvements supporting MPI, ARI, RGI, occupancy, ADR, and RevPAR.
Maintain rate integrity while maximizing appropriate corporate volume.
Document all sales activity in the hotel’s designated CRM, including prospects, new contacts, LNR opportunities, RFP status, follow-up activity, production discussions, lost or declined business and reasons, and future follow-up dates.
Attend regularly scheduled sales meetings and provide updates on activity, pipeline, production, opportunities, challenges, and strategies.
Maintain a visible presence in the local business community and use those connections to identify incremental revenue drivers.
Own assigned market segments and accounts by maintaining an active pipeline, following up consistently, developing strong client relationships, and progressing toward monthly, quarterly, and annual goals.

What you bring

Previous hotel sales experience strongly preferred.
Business Transient, corporate, or LNR sales experience preferred.
Strong prospecting and business development skills.
Excellent written and verbal communication skills.
Proven ability to develop and maintain professional client relationships.
Strong negotiation and closing skills.
Ability to analyze account production and determine account value.
Knowledge of hotel revenue management principles and market segmentation.
Experience with hotel CRM and sales-management platforms.
Understanding of corporate RFP processes and negotiated-rate programs.
Strong organizational and time-management skills.
Ability to independently manage a portfolio of accounts and prospects.
Professional presentation and comfort with client-facing work.
Ability and willingness to conduct outside sales calls and attend networking events.

Tools

CRM
Sales-management platforms

Compensation & benefits

$90,000.00 per year

Dental insurance
Employee assistance program
Employee discount
Health insurance
Paid time off
Vision insurance

Key performance expectations

Evaluation based on sales activity and measurable business results.
Metrics include new qualified corporate accounts, new LNR accounts secured, corporate room nights generated, Business Transient revenue generated, and ADR achieved.
Account production versus established goals, existing account retention, and growth within existing accounts.
RFP submissions and acceptance or conversion, new opportunities entered into the CRM, and prospect-to-producing-account conversion.
Client appointments and outside sales calls, account penetration, and reactivation of dormant accounts.
Documented prospecting and follow-up activity and market-share contribution.

Work location

In person, on-site at the hotel in San Pedro, CA.

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