Director of Business Development

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate's portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition. Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry's most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

Moxy Boston Downtown is a brand-new hotel ideally situated at the corner of Stuart & Tremont Streets, in the heart of Boston's vibrant theater district. The hotel offers 340 newly built, tech-savvy guest rooms with ultra-modern dcor and a bright lobby featuring contemporary furnishings, several seating areas and host of amenities including a photo booth, games and a state-of-the-art video wall. Additionally, the Moxy Boston boasts a lively rooftop bar with panoramic views of the Boston skyline, a 24-hour grab and go in the lobby bar, and over 2,000 sq. ft. of unique event space.

Overview

The Director of Business Development is responsible for effectively researching, identifying, and proactively soliciting opportunities for assigned hotel(s). He / she is responsible for familiarizing themselves with assigned hotel(s) and surfacing / prospecting accounts that may generate group, preferred corporate, and catering opportunities for assigned hotel(s). He / she will partner with property sales teams to further engage and convert surfaced revenue generating accounts and opportunities.

Responsibilities

• Proactively uncover top line revenue opportunities for customary sales segments to include group, volume transient, and special events (catering) for assign hotel(s) through customer acquisition strategies and tactics.
• Research and identify potential accounts / clients and prospect for new business opportunities, generate leads, and set up meetings / presentations with clients that will keep assigned hotel(s) pipeline consistently full of opportunities.
• Meet or exceed sales solicitation call and revenue generation goals as assigned by the Director of Sales & Marketing.
• Monitor production of all top accounts and evaluate trends within your market.
• Partner with transient sellers to engage with individual travelers of focus accounts to identify additional travelers or project engagements in the market that may consider shift or consolidation to assigned hotel(s).
• Invite clients to the hotel for entertainment, lunches, tours and site inspections as appropriate.
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Meet and greet onsite contacts.
• Maintain and participate in an active sales solicitation program including tracking daily activities with results and next steps.
• Abide by Prime Selling Time (PST).
• Operate the Sales Department within established sales expense budget.
• Assist in implementing special promotions relating to direct sales segments.
• Assist in the preparation of required reports in a timely manner.
• Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• Develop, implement, and maintain B2B CRM / marketing program for assigned hotel(s) in line with overarching Highgate CRM strategy and platforms.
• Partner with Director of Sales & Marketing and sales team to introduce offers and promotions to serve up as part of CRM program.
• Engage and support day-to-day sales lead process as business demands may require.

Qualifications

• College course work in related field helpful.
• Experience in a hotel or a related field preferred.
• High School diploma or equivalent required.
• Must be skilled in Windows, Company approved spreadsheets and word processing.

Physical requirements

• Long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and / or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

General Requirements

• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which may include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.