Business Transient Sales Manager

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.