Business Development Manager

Job Description

Job Description

Position Title:  Business Development Manager (Membership/Corporate Event/Hotel Sales) | Reports to:  General Manager | FLSA Status:  Non-exempt

Position Summary

The Business Development Manager is a revenue-generating sales role responsible for driving new membership growth and building corporate business for the Spokane Club. This position owns the prospect-to-customer journey, from targeted prospecting, lead response and discovery conversations to tours, proposal delivery, and closing. Targeting individual memberships, corporate memberships and local accounts that hold meetings and events, and host out-of-town guests requiring hotel accommodations. The Business Development manager will design and implement a structured sales strategy emphasizing the value of the Spokane Club’s history, premium service, and fitness amenities. Working with Marketing, Catering, Membership Director and General Manager, this role supports the development of corporate rates, promotional packages, and sales tactics aligned with the Club’s growth and financial stabilization priorities.

Core Competencies

• RESULTS-ORIENTED: Focuses on achievement of commitments and goals
• INITIATIVE: Seeks out opportunities that maximize member satisfaction and contribute to Club’s success
• MEMBER FOCUS: Places members’ needs and viewpoints first, empathizing with member needs and seeking to ensure a loyal and satisfied advocate for the Club in every Member touchpoint
• INNOVATION: Continuously improving understanding of market demands, technology trends, experience management frameworks, and fostering the Club’s position as the premier regional social and athletic club
• TEAMWORK: Actively participates in achieving team and Club goals for good of group, rather than merely for one’s own benefit
• INTEGRITY: Motivated by internal values of honesty, respect, kindness, and consistency in every aspect of work
• COMMUNICATIONS: Consistently communicates in a clear and concise fashion
• RESPONSIBILITY: Takes ownership of risks and consequences of decisions and actions and shares successes with supporting team

Duties and Responsibilities  

New Member Sales & Conversion

• Partner with Director of Membership in driving new member acquisition, lead follow-up, and membership closing
• Respond to membership inquiries within 24 hours and adhere to a consistent sales cadence with appropriate documentation in the CRM
• Conduct discovery calls to understand prospect motivations, lifestyle needs, and decision drivers
• Deliver polished tours and consultative presentations that translate the Club’s value proposition into a compelling membership fit
• Prepare and deliver membership proposals, pricing explanations, and closing plans
• Achieve monthly/quarterly new member targets aligned with budget goals

Corporate Hotel Sales (Local Account Development)

• Build and manage a portfolio of local corporate accounts that regularly hold local meetings and events, and host out-of-town guests requiring hotel accommodations.
• Identify and pursue companies that value the Spokane Club’s differentiators: historic property, elevated hospitality, and premium fitness amenities
• Collaborate with Director of Catering in identifying past and present accounts that have growth opportunities and implement a structured sales process to identify needs and present appropriate solutions
• Conduct site inspections and relationship development meetings with decision makers (EA’s, office managers, HR, travel coordinators, executive leadership)
• Develop repeatable corporate hotel booking habits through account plans, simple booking pathways, and consistent follow-up
• Coordinate with Hotel/Front Desk operations to ensure a seamless corporate guest experience and relationship continuity

Pricing, Packages & Promotions (Strategy Support)

• Develop booking and pricing guidelines based on industry best practices and local market research and conditions. Coordinate implementation of strategies with General Manager, Director of Catering and Hotel Manager.
• Act as primary point of contact for all new corporate opportunities requiring meeting space and/or hotel accommodations. Manage the booking process from initial inquiry to qualification to proposal to confirmation.
• Partner with Marketing to create customer-facing collateral (digital sell sheets, landing pages, email templates) and seasonal campaigns
• Track competitor offerings and local corporate travel patterns; recommend tactical adjustments to improve occupancy and revenue
• Help define and refine value-based packages emphasizing fitness access, historic experience, and premium service

Prospecting & Business Development

• Proactively generate membership and hotel leads through outbound prospecting, referrals, and relationship-based networking
• Build partnerships with aligned employers, downtown organizations, and community influencers to create lead flow
• Represent the Spokane Club at strategic community events to build awareness and generate qualified leads

Pipeline, CRM & Reporting

• Accurately document pipeline activity, notes, and tasks in CRM; ensure clean and reliable forecast discipline for all revenue streams
• Track lead sources, conversion rates, and cycle time from inquiry to close; recommend improvements
• Provide weekly reporting: networking activity, membership leads/tours/closes and local account activity/bookings pipeline
• Coordinate handoffs to Member Experience and Operations teams to ensure onboarding, successful events and guest satisfaction

Qualifications & Experience

• 3+ years of proven sales experience (membership, hospitality, hotel, real estate, financial services, or other relationship-driven industries preferred)
• Demonstrated success meeting sales targets through consultative selling and outbound prospecting
• Strong communication skills with confidence leading discovery conversations, tours, and corporate meetings
• Comfortable working with pricing concepts, packages, and performance measurement
• Experience using CRMs and basic reporting tools; proficiency in Microsoft Office
• Bachelor’s degree preferred; equivalent relevant experience accepted

Skills & Attributes

• Strong relationship builder with an engaging, confident, and service-driven presence
• Highly organized; proactive follow-through and time management
• Professional judgment, discretion, and emotional intelligence
• Results-oriented with resilience and persistence in outbound work
• Ability to represent the Spokane Club’s identity clearly and credibly to both individuals and corporate partners

Work Environment

• On-site role at a private downtown club in a collaborative, relationship-driven organization
• Combination of office work, coordination with internal staff partners, and offsite networking and business development.
• Daily office hours plus regular evening/weekend availability for tours, prospecting events, oversight of customer events and community networking
• Frequent movement throughout Club spaces during tours and client walkthroughs
• This is a high-visibility position interacting daily with prospective members, members, corporate partners, vendors, and community leaders. Professional appearance, responsiveness, and excellence in hospitality are required in all interactions.

Contacts & Physical Demands

• Requires a consistently positive, professional, and service-focused presence.
• Work involves standing/walking/sitting, frequent computer use, and occasional stair climbing and lifting up to 25lbs (sometimes heavier). Vision requirements include close/distance/color/peripheral. Reasonable accommodation may be made.