Business Development Account Representative

Job Summary

The Business Development Account Representative is responsible for driving qualified group demand to Orlando through a structured sales deployment model. This role focuses on prospecting, developing, and advancing assigned accounts and market segments, generating definite room-night production, and ensuring a consistent, high-quality experience for meeting planners and Visit Orlando member partners throughout the sales cycle.

Location

We operate on a hybrid work model, which requires employees to be in the Orlando office at least twice a week.

Sales Deployment & Account Responsibilities

  • Manage an assigned portfolio of accounts, markets, or segments based on Visit Orlando’s sales deployment strategy.
  • Own the full sales cycle for assigned business, from initial prospecting and qualification through booking and handoff.
  • Prioritize opportunities aligned with booking guidelines, deployment strategy, and destination objectives.
  • Balance proactive outbound sales efforts with timely follow-up on qualified inbound leads.

Major Areas of Accountability

  • Achieve annual definite room-night and attendance objectives.

  • Solicits organizations through telephone calls, personal sales calls, correspondence and formal bid presentations to promote Orlando for their meeting needs. Conducts appropriate follow-up to obtain business.  Qualifies potential new business to ensure it meets booking guidelines.

  • Conduct needs analysis to overcome objections when necessary; persuading planners to host meetings in Orlando by communicating often through email, phone, online presentations, screen-share, video conference, social media and in-person meetings.

  • Educate existing as well as new customers on why they should consider and choose Orlando to host their meetings.

  • Provide a seamless transition of all leads from and/or to the appropriate coordinator or other market team member for distribution to our hotel members.

  • Actively work all reactive leads in non-owned accounts or assignments with a need of 0-200 hotel rooms on peak: setting expectations throughout the booking process.

  • Work with meeting planners with groups representing 0-200 hotel rooms on peak by proactively encouraging site visits with hotel members to help sell and close the destination.

  • Work with Visit Orlando’s hotel members to carry out site visits; utilize marketing, destination resources to showcase how select hotels may exceed planner’s expectations.

  • Maintain customer relationship management (CRM) system; use system to manage a pipeline of prospects.

  • Proactively follow-up with both planners and hotel members to aid in and ensure group business (hotel rooms are booked); cultivating relationships that readily move opportunities toward booking.

  • Energetically recruit planners to attend Visit Orlando’s out-of-market sales missions as well as to participate in destination orientations; further building relationships and increasing leads to hotels.

  • Consistently exemplifies Visit Orlando Core Values in daily interactions with Visit Orlando team members, prospects, clients, members, and partners resulting in greater business success.

  • Attend regular sales meetings and one-on-one meetings with supervisor.

  • Maintains Orlando product knowledge by attending local member functions, actively participate in Hotel Ambassador program, attend hotel site visits such as receptions and grand openings as directed by leader.

  • Communicates with members and clients to fulfill their needs to ensure repeat bookings and secure business in a timely and professional manner.

  • Ensures protection of the Visit Orlando brand and serves as brand ambassador.

  • Ensure own work area is maintained in a safe and clean manner.

  • Perform other accountabilities and projects as assigned.

Qualification Requirements

Ability to work in a fast-paced, high-volume sales environment with new meeting opportunities for the destination.


Education and/or Experience

Bachelor’s degree (B.A.) from four-year college or university; plus, two to three years of inside or outside new business sales-related experience with a proven track record of success; hotel experience a plus.


Language Skills

Ability to be comfortable on the phone, be conversational, and ask probing questions. Ability to read, analyze and interpret email, general business documents, reports, professional journals, and government documents. Ability to effectively communicate with customers and employees of the organization in both written (email, reports, business correspondence) and verbal (presentations, meetings) forms.  Ability to effectively respond to questions from prospects, customers, staff, members and the general public.


Mathematical Skills

Ability to calculate figures and amounts such as percentages, discounts, interest, commissions, proportions, means, medians, etc.  Ability to apply mathematical operations to such tasks as frequency and distribution. 


Computer Skills

Microsoft Office programs (Excel, Word, PowerPoint, Outlook).  Familiarization with entering data into a CRM tool Salesforce knowledge a plus.  Ability to navigate the Internet, use various search engines, data base searches and social media.


Reasoning Ability

Ability to define problems, establish facts and draw valid conclusions.  Ability to interpret instructions furnished in written, verbal, diagram or schedule form. 


Physical Demands

While performing the duties of this job, the employee is regularly required to sit, use hands to finger, handle or feel objects, tools or controls; reach with hands and arms; and talk or hear.  The employee is occasionally required to stand and walk.  The employee must occasionally lift and or move objects up to 10 pounds.


Work Environment

The environment for this job is typical for an office and does not result in exposure to conditions outside of the normal office environment. 

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or requirements and does not imply a contract.

If you would like to apply, please send your resume to Human.Resources@visitorlando.com


About Us

Visit Orlando Mission and Core Values

Our mission is to inspire, promote and grow global travel to Orlando for economic and community benefit. Our Core Values are: (1) WE INNOVATE: We are free to be curious and to create what we imagine. We go beyond delivering what works, we deliver what’s next; (2) WE TRUST: We are stewards of the resources and experiences entrusted to us. We show up for each other and our community. Trust is our currency; (3) WE WELCOME: We are inclusive by nature and diverse by choice. Everyone belongs here; (4) WE SERVE: We are dedicated to serving our community and each other. Service is our superpower; (5) WE “ORLANDO”: We create moments that matter and have a blast doing it! Fun has no height restrictions.