Business Travel (BT) Sales Manager

Description

Four Points by Sheraton Tampa Airport Westshore, proudly managed by StepStone Hospitality, is seeking a motivated, results-driven, and relationship-focused Business Travel (BT) Sales Manager to join our Sales & Marketing team.

The Business Travel Sales Manager is responsible for developing, managing, and growing the hotel's corporate transient business segment through proactive sales efforts, strategic account management, and strong relationships with local, regional, and national corporate clients.

This position focuses on identifying new business opportunities, securing negotiated corporate accounts, increasing room night production, and maximizing revenue from business travelers.

The ideal candidate is a proactive hospitality sales professional with a strong understanding of corporate travel programs, negotiated rates, account production, and the competitive hotel market.

Business Development & Revenue Generation

• Proactively identify, solicit, and secure new corporate transient business for the hotel.
• Develop relationships with local businesses, corporate travel managers, travel agencies, and business  travel decision-makers.
• Conduct outside sales calls, prospecting activities, client appointments, and networking events.
• Identify potential corporate accounts within the Tampa International Airport, Westshore business district, and surrounding business markets.
• Negotiate corporate room rates and agreements in accordance with hotel revenue strategies and approved pricing guidelines.
• Increase corporate account production, room night volume, average daily rate (ADR), and overall room revenue.
• Develop strategies to capture business from competing hotels and increase the property's corporate market share.
• Respond promptly to corporate travel inquiries, requests for proposals (RFPs), and negotiated-rate      opportunities.
• Participate in corporate travel programs and RFP processes as assigned.
• Identify opportunities for extended-stay, project, relocation, and other business travel segments.
• Achieve established sales activity goals, account production targets, and revenue objectives.

Corporate Account Management

• Establish and maintain strong relationships with existing and prospective corporate clients.
• Manage assigned corporate accounts and ensure consistent communication and follow-up.
• Monitor account production, booking trends, room night volume, and negotiated-rate performance.
• Conduct regular account reviews to identify growth opportunities and address production concerns.
• Develop account action plans to strengthen relationships and maximize business opportunities.
• Conduct property tours, client pesentations, and familiarization visits.
• Ensure corporate clients are familiar with hotel accommodations, amenities, meeting space, and services.
• Maintain accurate account profiles, contact information, negotiated agreements, and production records.
• Identify opportunities to convert new corporate accounts into long-term business partnerships.

Sales Strategy & Market Development

• Work closely with the Director of Sales & Marketing and Revenue Management team to develop corporate transient sales strategies.

• Analyze local market trends, competitive hotel performance, and business travel demand.

• Identify high-potential corporate accounts and industries that generate consistent travel to the Tampa market.

• Support strategies to increase occupancy and revenue during need periods.

• Participate in revenue meetings, sales strategy discussions, and business development planning.

• Maintain knowledge of Marriott brand programs, corporate travel initiatives, and applicable negotiated-rate processes.

• Develop and execute sales action plans aligned with hotel revenue goals.

Sales Administration & Reporting

• Maintain accurate sales activity records, account information, prospecting reports, and client communications.

• Track corporate account production and monitor progress toward established sales goals.

• Prepare weekly sales activity reports, account updates, and revenue forecasts as required.

• Maintain an organized pipeline of prospective corporate accounts and business opportunities.

• Utilize hotel sales systems, CRM platforms, and Marriott tools to document account activity and manage business opportunities.

• Ensure timely follow-up on all corporate leads, inquiries, and RFPs.

• Maintain compliance with Marriott brand standards, StepStone Hospitality policies, and established sales procedures.

Collaboration & Guest Experience

• Partner with Front Office, Reservations, Revenue Management, and hotel operations to ensure corporate account expectations are met.

• Communicate negotiated-rate agreements, account preferences, and special arrangements to appropriate departments.

• Assist with resolving corporate client concerns and maintaining positive business relationships.

• Represent the hotel professionally at networking events, business meetings, trade functions, and community activities.

• Support hotel sales initiatives, special projects, and other responsibilities as assigned by the Director of Sales & Marketing.

Requirements

Qualifications

• Minimum 2–3 years of hotel sales experience preferred, with a focus on corporate transient or business travel sales.

• Previous experience as a Business Travel Sales Manager, Corporate Sales Manager, Sales Manager, or similar hospitality sales position strongly preferred.

• Marriott or other branded hotel sales experience highly desirable.

• Strong understanding of corporate negotiated rates, business travel programs, and corporate account management.

• Experience with corporate RFPs and negotiated-rate processes preferred.

• Knowledge of hotel revenue management principles, ADR, occupancy, RevPAR, and account production.

• Proven ability to prospect, develop new accounts, negotiate agreements, and achieve revenue goals.

• Strong communication, presentation, negotiation, and relationship-building skills.

• Excellent organizational and time-management skills.

• Self-motivated, goal-oriented, and comfortable conducting outside sales calls.

• Proficiency in Microsoft Office, including Excel, Word, Outlook, and PowerPoint.

• Experience with Marriott sales tools, hotel CRM systems, or similar hospitality sales platforms preferred.

• Knowledge of the Tampa Bay corporate travel market is a plus.

• Ability to work independently while collaborating with the hotel Sales and Operations teams.

• Flexibility to attend occasional evening or weekend client events and networking activities.

What We're Looking For

We are seeking a proactive, result-oriented sales professional who enjoys building corporate relationships and generating new business.

The ideal candidate:

• Has a strong background in hotel corporate transient sales.

• Understands how to identify and secure negotiated corporate accounts.

• Is comfortable prospecting, conducting outside sales calls, and developing new business.

• Can analyze account production and identify opportunities to increase revenue.

• Understands the importance of balancing corporate room night production with rate integrity.

• Builds lasting relationships with corporate travel decision-makers.

• Takes ownership of sales goals, account performance, and business development activities.

• Represents the hotel with professionalism, enthusiasm, and a commitment to exceptional service.

Why Join StepStone Hospitality?

At StepStone Hospitality, we believe exceptional hospitality begins with great people and strong relationships.

As Business Travel Sales Manager at Four Points by Sheraton Tampa Airport Westshore, you will have the opportunity to develop corporate business, build valuable client relationships, contribute to the hotel's revenue growth, and advance your hospitality career.

Our hotel is conveniently located in Tampa's Westshore business district, near Tampa International Airport, International Plaza and Bay Street, Raymond James Stadium, and numerous corporate offices and business centers.

We value teamwork, accountability, professional development, and a commitment to delivering outstanding guest experiences.

Join our team and help drive the continued success of Four Points by Sheraton Tampa Airport Westshore!

Equal Employment Opportunity

StepStone Hospitality is an Equal Opportunity Employer. We provide equal employment opportunities to all qualified applicants and associates without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected by applicable federal, state, or local law.