Business Development Director (Leisure & Entertainment) in London

At Montcalm Collection, we believe that timeless style and genuine hospitality are more than just values; they are a way of life. Our people are the heart of our hotels: passionate individuals working together as a team, united by an unwavering commitment to providing first-class personal service. Our collection spans some of London’s most storied buildings, from elegant Georgian townhouses and an 18th-century brewery to a historic head office and a contemporary architectural landmark. Each hotel has its own unique story, and within every one, our team create unforgettable experiences for our guests.

In the role of Business Development Director for Leisure, Sales & Entertainment at Montcalm Collection, you will report directly to the Commercial Director. Your key responsibilities include devising and executing leisure sales strategies, fostering client relationships, and achieving revenue goals. You will contribute to the overall sales vision and ensure alignment with organizational objectives. Your role involves market analysis, contract negotiation, and maintaining a high level of client satisfaction. Effective communication and a proactive approach are crucial as you work within the broader leisure sales team.

• Strategic Planning: Develop and execute strategic plans for leisure sales and align with overall business objectives.
• Client Relationship Management: Build and maintain strong relationships with clients, partners, and key stakeholders to enhance business opportunities and customer satisfaction.
• Revenue Growth: Set and achieve revenue targets by implementing effective sales strategies, pricing models, and promotional leisure campaigns.
• ADR Strategy: Develop and implement strategies to maximize Average Daily Rate, considering market conditions, competitor pricing, and customer demand.
• Leisure Client Acquisition: Identify, target, and acquire leisure clients to increase high ADR bookings and revenue.
• Market Analysis: Conduct thorough market analysis to identify opportunities for ADR enhancement, staying informed about industry trends and competitor pricing strategies.
• Convert customer enquiries into confirmed sales to develop future and repeat business contributing to the profitability of the hotels within the Montcalm Collection.
• Identify and pursue new business sales opportunities through the company database, networking, B2B opportunities, exhibitions, and client entertainment.
• Generate business from warm leads and new contacts through attending face-to-face sales meetings to build lasting relationships.
• Work with cross-department Directors to ensure hotel growth and retain a competitive market share based on STR data.
• Deliver brand standards of outstanding customer service while ensuring effective communication is maintained within the sales team and operational team.
• Product Development: Contribute to the development of new leisure offerings, ensuring they align with customer demands and market trends.
• Contract Negotiation: Negotiate contracts and agreements with clients, vendors, and partners to optimize business terms and ensure mutually beneficial relationships.
• Team Development: Foster a high-performing sales team through training, mentorship, and performance evaluations.
• Budget Management: Manage and optimize budgets related to leisure sales and entertainment initiatives, ensuring cost-effectiveness and profitability.
• Reporting and Analysis: Provide regular reports and analyses on sales performance, market trends, and other relevant metrics to inform decision-making processes.
• Client Experience Enhancement: Implement strategies to enhance the overall client and guest experience, focusing on satisfaction and loyalty.
• Compliance: Ensure that all leisure sales activities comply with relevant regulations and industry standards.
• Innovation: Stay abreast of industry innovations, emerging technologies, and evolving customer preferences to drive continuous improvement and innovation in leisure offerings.
• Attend to leisure key accounts and maintain permanent contact with them, detecting potential customers and accounts within the market segmentation.
• Coordinate and attend corporate events, trade fairs, expositions, and promotional tours according to the programme established in the Montcalm Collection Sales & Marketing Plan.
• Review and ensure that negotiations and contracts with different companies and credits for clients are made according to policies and procedures that protect the interests of the Montcalm Collection Hotels.

• Minimum of 3 years management experience in the hospitality industry with a deep understanding of hotel operations, revenue management, and/or sales.
• At least 5 years of experience carrying a quota in a direct sales capacity, preferably in a hospitality vendor capacity.
• Experience in a similar role within 4- and 5-star hotels in London.
• Proven experience and deep understanding of luxury markets, and a proven track record in sales and relationship-building within the leisure sector.
• Adaptability to market trends and a strategic approach to drive revenue in the leisure industry.
• Strong analytical skills and proficiency in data analysis tools and Excel.
• Excellent communication, negotiation, and interpersonal skills to build successful partnerships with clients, partners, and other stakeholders.
• Familiarity with revenue management principles and pricing strategies.
• Innovative mindset and ability to adapt to evolving leisure trends and technologies.
• High level of organisation and ability to handle multiple projects simultaneously.
• Results-oriented and driven to achieve revenue and performance targets.

The role is based in the company’s London office. Normal working hours are Monday to Friday, 9 am – 5.30 pm, during live events and build-up hours may vary. Out-of-hours work at events may be required.

• Competitive salary.
• A supportive, empowering team environment.
• Benefits platform with various discounts.
• 28 holidays including eight bank holidays, with more holidays after two-year service.
• Cash-back health benefits, including optical, dental, chiropractor, and physio services.
• Discounted gym membership.
• Access to Wellbeing platform and sessions, including EAP.
• Awards and Recognition Programme.
• Annual parties.
• Regular and ongoing training and development, including leadership workshops.
• Enjoy a paid day off to celebrate your birthday.

Candidates must be authorised to live and work in the UK. Currently, visa sponsorship is not available for this role.

At Montcalm Collection, diversity and inclusion aren’t just buzzwords. We genuinely value the unique perspectives everyone brings, regardless of gender, ethnicity, age, disability, or background. Our culture thrives on mutual respect, and we provide a workplace free from discrimination and prejudice.

Should this role resonate with your aspirations, please apply. If not shortlisted, we encourage you to explore other opportunities with us, either now or in the future.

Please note that we do not accept unsolicited CVs from agencies or headhunters. Any CVs submitted for these roles without prior agreement per role in writing from our Head of Human Resources will be considered the property of the company and will not be subject to agency fees.