What are the responsibilities and job description for the Business Dev Manager position at Henley Spw Llc?
BUSINESS DEVELOPMENT MANAGER
JOB PROFILE
The Business Development Manager’s (BDM) main focus is on revenue generation that comes from groups and individuals patronizing Shula’s Steakhouse at the Hilton Richmond Hotel & Spa/Short Pump. The Hilton Short Pump is a flagship property of Shamin Hotels, Central Virginia's largest hotel management company. We have tripled in size to 75 full- and select-service hotels over the past ten years and own and operate hotels under the Hilton, Hyatt, Marriott, InterContinental and Choice flags.
We offer a competitive salary and benefits package that includes medical, vision, dental, life insurance, short- and long-term disability and a 401k plan. We also offer paid time off, a world class hotel discount program and a fun, friendly place to work. We work hard but have fun doing it and are proud of our commitment to excellence and outstanding guest service.
In addition to sales skills, the BDM must be a great networker and a strong relationship builder, both externally in the marketplace and internally in the hotel. Their efforts are best spent on: knowing their local market, focusing on strong business segments, knowing the community and neighborhood, capturing the in-house guest, building relationships with organizations such as the Chamber of Commerce, CVB and charities, and having a good plan and programs to get great referral business and word-of-mouth advertising. The BDM also can play an instrumental role in developing and executing programs in the hotel’s marketing plan, holding events, running promotions and helping with media coverage.
Groups
The BDM may book groups for social and business events, seminars, trainings, private parties and other occasions. Groups may have regular needs, such as seminars and training, or they could be a seasonal or unique special occasion. These types of groups have options in both the restaurant and private dining rooms (PDR), depending on their needs. The bar also gives another area for BDMs to leverage with groups coming into the restaurant. The BDM will determine the needs and pair menu items accordingly.
Local Market
BDMs will review the major business segments in the local market, whether educational, government, pharmaceutical, financial, social, technology or other, and determine the best opportunities for the restaurant to capture business. BDMs may plan building blitzes, team up with sales and catering, set up lobby tastings, make special deliveries of Shula items to promote among other ideas.
In-House Guests & Local Community
A BDM that has a good list of local contacts, either from being a native, or having strong local ties is a significant plus. The more they know the local community, organizations, town/city initiatives/officials, charities, special interest groups, and especially the local media (TV, radio, newspaper), the more they can help generate awareness and be a spokesperson of the brand, the food and the quality. Other opportunities to leverage can include supporting the local high school, teams, coaches, and others to help foster greater visibility. Local tastings, golf tournaments, sports games, and other events that typically draw many people can also represent opportunities to showcase Shula’s or form special partnerships with other organizations and individuals.
It is important for the BDM to know what groups are in-house through working closely with sales and catering. The relationships that the hotel has with businesses and individuals are highly leveraged. For example, a wedding booked for your ballroom can mean the possibility of a rehearsal dinner or brunch at Shula’s. An in-house group may enjoy a Shula’s experience one of their days or nights, where they have not made lunch or dinner plans.
Visibility in the rooms, in the lobby, on the elevators, as well as mentions of Shula’s when guests check in, will all help create additional visibility and exposure. When the hotel is especially full, a BDM may take the opportunity to have presence in the lobby, potentially providing a tasting of some of Shula’s food.
Referral Network
The BDMs secondary focus to increase revenue through building an extensive referral network of businesses, in-house hotel concierge, as well as surrounding hotels and community. The BDMs community involvement can be Chamber of Commerce or other local associations where networking opportunities exist. The BDM’s relationships with the local market help boost covers through word-of-mouth marketing and helps achieve the Shula’s mission of Creating Raving Fans. The BDM can increase the frequency of visits by our customers through strong loyalty and communications programs, like the Team Shula Customer Loyalty Program, ongoing referrals, in addition to delivery consistency, quality and an exceptional dining experience that is inherent in the Shula brand and delivered by the Shula’s team.
The Business Development Manager will be a significant part of effectively reaching the local market, both in terms of brand awareness and visibility, and target marketing by segment, relationship building and filling their sales pipeline with prospects and customers with whom to stay in constant communication.
