Conference and Events Manager - EVT Connect Hospitality

About Us: 

Don’t just function, flourish. With EVT Connect Hospitality. The EVT Connect Hospitality team can be relied on for best-in-class insights into how to drive performance for the brand; from local talent development and operations, to driving market leading revenue strategies for third-party loyalty programs, distribution and brand standards.

Position Purpose

The Conference & Events Manager is responsible for driving Conference & Events (C&E), Meetings revenue across the EVTCH Holiday Inn/Holiday Inn Express Australia portfolio.

This role is a highly proactive sales-focused position responsible for identifying, pursuing and converting new business opportunities while maximising existing client relationships. The Conference & Events Manager will actively engage corporate clients, government departments, sporting organisations, associations, training providers, event planners and travel partners to generate incremental revenue and increase market share.

Working closely with hotel teams, the role will develop and execute strategic sales initiatives that position Holiday Inn Express as the preferred choice for meetings, training events, small conferences, group accommodation and corporate gatherings across Australia.

The Conference & Events Manager will be the key driver of C&E business development, creating strong customer relationships and delivering commercial outcomes aligned to the company's growth strategy.

Key Responsibilities

Business Development & Sales

• Proactively identify, source and secure new Conference & Events business across all EVTCH Holiday Inn Express & Holiday Inn hotels in Australia
• Develop and execute a strategic sales plan to achieve C&E revenue and occupancy targets.
• Actively prospect new corporate accounts, government agencies, associations, sporting groups, training organisations and meeting planners.
• Generate leads through networking, cold calling, client visits, industry events and referral opportunities.
• Maintain a strong sales pipeline and actively manage opportunities through all stages of the sales cycle.
• Conduct regular sales appointments and presentations with prospective clients.
• Identify opportunities to increase group accommodation bookings linked to meetings and events.
• Grow market share within targeted segments.

Account Management

• Build and maintain strong relationships with key clients and strategic partners.
• Develop account plans for major clients and high-potential opportunities.
• Conduct regular business reviews with key stakeholders.
• Ensure exceptional service delivery throughout the customer journey.
• Drive repeat business and long-term partnerships.
• Maintain accurate client records and sales activity within company CRM systems.

Portfolio Management

• Promote the meeting and event capabilities across all Holiday Inn Express hotels.
• Work closely with General Managers and hotel leadership teams to maximise revenue opportunities.
• Match customer requirements with the most suitable hotel location within the portfolio.
• Support cross-selling opportunities between properties.
• Collaborate with Revenue Management and Operations teams to optimise pricing and conversion.

Proposal & Contract Management

• Prepare professional proposals, quotations and contracts.
• Negotiate commercial terms and conditions in line with company guidelines.
• Ensure timely follow-up of all enquiries and leads.
• Drive conversion of enquiries into confirmed business.
• Coordinate the handover of confirmed events to operational teams where applicable.

Market Intelligence & Strategic Planning

• Monitor competitor activity, industry trends and emerging market opportunities.
• Identify new revenue streams and business segments.
• Provide market intelligence and recommendations to the General Manager.
• Contribute to annual sales and business planning processes.
• Recommend promotional activities and campaigns to drive demand.

Stakeholder Engagement

• Represent Holiday Inn Express at industry events, networking functions and trade exhibitions.
• Develop relationships with local business chambers, tourism organisations and convention bureaus.
• Collaborate with internal stakeholders to deliver business objectives.
• Promote the Holiday Inn Express brand and value proposition across all customer interactions.

Reporting & Performance Management

• Track and report sales performance against budget and targets.
• Maintain accurate forecasting and pipeline reporting.
• Analyse enquiry trends, conversion rates and revenue performance.
• Prepare regular performance updates for the General Manager.
• Use data-driven insights to improve sales effectiveness and business outcomes.

Key Performance Indicators (KPIs)

Revenue & Sales

• C&E Revenue Achievement
• Group Revenue Achievement
• New Business Revenue Generated
• Market Share Growth
• Sales Pipeline Value
• Budget Attainment

Business Development

• New Accounts Won
• Qualified Prospect Meetings Conducted
• Proposal Conversion Rate
• Corporate Client Retention
• Repeat Business Percentage

Customer

• Client Satisfaction Scores
• Repeat Event Bookings
• Account Growth
• Customer Relationship Strength

Operational

• CRM Compliance
• Forecast Accuracy
• Timely Proposal Delivery
• Contract Conversion Performance

Skills & Experience

Essential

• Minimum 2 years' experience in hotel sales, conference and events sales, business development or hospitality sales leadership roles.
• Proven track record of achieving and exceeding sales targets.
• Strong experience in generating new business opportunities through prospecting and relationship development.
• Excellent negotiation and closing skills.
• Strong presentation, communication and influencing abilities.
• Experience managing multiple stakeholders and accounts.
• Commercially astute with strong analytical capability.
• Self-motivated and results driven.

Preferred

• Experience within the IHG network or international hotel brands.
• Experience managing multi-property or portfolio sales.
• Knowledge of Australian corporate travel and events markets.
• Familiarity with hotel sales systems and CRM platforms.
• Qualifications in Hospitality, Business, Marketing, Sales or Tourism.

Core Competencies

• Business Development
• Strategic Selling
• Relationship Management
• Commercial Acumen
• Negotiation & Influencing
• Customer Focus
• Communication
• Planning & Organisation
• Collaboration
• Results Orientation

Success Profile

The successful Conference & Events Manager will be an energetic and commercially driven sales professional who thrives on creating new business opportunities and building strong client relationships. They will be passionate about hospitality, confident in pursuing and converting leads, and capable of delivering sustainable revenue growth across the Holiday Inn Express Australia portfolio. Through a proactive, customer-focused approach, they will establish Holiday Inn Express as a leading choice for meetings, events and group accommodation throughout Australia.