JOB DESCRIPTION
Job Title:
Business Development Manager, Hospitality
and Corporate Events
Reports to:
Group Manager, North-East
Location:
Stables Office, Castle Fraser, Aberdeenshire
January 2014
Business Function:
Properties and Visitor Services – North-east
Pay Band/Starting Salary:
Band E / £25,412
Type of Contract:
Fixed-term to 28 February 2017, full time, with
possibility of being made permanent at this future
point subject to exceeding targets.
PURPOSE OF THE ROLE
To develop the corporate hospitality business for the National Trust for Scotland venues in the northeast of Scotland, delivering sustainable year-on-year business growth. To maximise existing business,
identify new opportunities and secure competitive advantage, through key-account management,
relationship building, partnerships development and product development. To represent the Trust at
regional sales and networking events.
CONTEXT
The NTS’ hospitality business in the North-East is currently valued at £430k (financial year 2014-15)
based on approximately 180 bookings per annum, across 10 venues. Approximately 77% of current
business is from weddings and private events. Each venue is unique, ranging from historic castles, grand
country houses and hunting lodges set in rolling estates with capacities for up to 250 guests internally,
1,000 guests in a marquee and occasionally offering luxury accommodation.
KEY RESPONSIBILITIES
The key purposes of the job will be met by:
1. Client relationship management:
a. Conducting key account management of existing clients, based in the north-east of
Scotland to maximise business opportunities;
b. Identifying and actively contacting new clients, based in the north-east of Scotland, whose
corporate meeting and entertaining needs fit with the Trusts product offering;
c. Acting as initial point of contact for all corporate hospitality enquiries in the North East
region of the Trust, responding in an appropriate and timely manner;
d. Identifying and managing local relationships within the sector including event
management companies, DMC’s, PCO’s, VisitAberdeen and Aberdeen City & Shire;
e. Identifying, managing, and hosting (where appropriate) familiarization visit
opportunities;
2. Business management:
a. Working with the Group Manager, Finance Manager & Property Managers to set annual
corporate hospitality income targets that demonstrate year on year growth;
b. Achieving income growth across the North-East Group properties as per targets set
annually1.
c. Agreeing and implementing conversion rate targets with Property Managers at each
venue and work with property teams to ensure these targets are achieved;
d. Analyzing pricing, and competitor pricing, to ensure maximum sales conversions within
agreed strategic price point. competitiveness versus value;
3. Product development and management:
a. Analyzing the types of corporate hospitality possible at the range of Trust properties,
leading to business modeling matched to the properties;
b. Analyzing the capacity for corporate hospitality events at Trust properties, for targeting
purposes;
c. Working with property teams to develop new products and experiences for the corporate
hospitality market including packages, incentive travel itineraries and added value
activities;
d. Identifying new, key promotional/networking events for a Trust presence – and
managing/undertaking attendance as appropriate;
e. Providing input to the Trust-wide corporate hospitality marketing plan and assist with its
delivery, including key trade exhibitions and property showcase events
f. Identifying and managing relationships with local hospitality suppliers and contractors;
g. Supporting central hospitality team with contracting suppliers;
The current duties of this job do not require a criminal records (Disclosure Scotland) check to be carried
out.
SCOPE OF THE ROLE
Portfolio:
The NTS properties in the North-east for business development in corporate hospitality sales are:
 Brodie Castle, Garden & Estate
 Castle Fraser, Garden and Estate
 Craigievar Castle, Garden and Estate
 Crathes Castle, Garden and Estate
 Drum Castle, Garden and Estate
 Fyvie Castle, Garden and Estate
 Haddo House and Garden
 House of Dun, Garden and Estate
 Leith Hall, Garden and Estate
 Mar Lodge Estate
 Pitmedden Garden and Museum of Farming Life
 Knowledge of wider Trust portfolio to cross-sell where appropriate.
People Management:
The post-holder is the North-East Group’s local internal expert and adviser on matters relating to the
MICE (meetings, incentives, conferences and events) industry to whom the Group Manager and
Property Managers turn for support with the growth, development and delivery of their
private/corporate hospitality business. S/he uses his/her consummate inter-personal skills to influence,
persuade, guide, and advise internal stakeholders about the way to optimize and develop the products
offered, as well as how best to manage the delivery of MICE activities once business is secured. His/her
high-level interpersonal skills are essential to networking externally with the aim of securing immediate
For financial year 2014-15 the post-holder is required to evidence an increase in income of £75k (through his/her personal
efforts) above the current £430k generated directly at properties. Further targets will be set for future years as part of annual
budgeting and performance review objective setting.
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business as well as developing long-term relationships which yield future and ongoing business for the
Group.
Key internal stakeholders include:
 Group Manager, North-east (line manager);
 National Hospitality Manager (main contact/day-to-day colleague within the national NTS
context);
 Relevant NTS Property Managers across the North-east (10 posts currently);
 Relevant Senior Assistants at properties with a full or partial corporate hospitality remit;
 Colleagues within the Conservation disciplines, whose role is to advise on / assist with
safeguarding properties, their grounds, their historic interiors and their collections;
 Central Hospitality team, Marketing, Holidays and Development teams in Edinburgh HQ.
External stakeholders focused on north-east Scotland include:
 Corporate contacts;
 Destination management companies
 Events organizers
 PCOs (Professional Conference Organizers)
 Accommodation providers
 Relevant suppliers
 Key contacts within the relevant local authorities.
Financial parameters/expectations:
The post-holder is not a budget-holder but is required to support the Group to increase its current (201415) MICE income target of £430k to £505k in a sustainable way to allow for similar future year-on-year
business growth.
REQUIRED EXPERIENCE & ABILITIES
Essential
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Demonstrable experience of sales and business development within the MICE (meetings,
incentives, conference & events) industry.
Strong influencing, negotiating and networking skills. Ability to develop positive working
relationships with internal and external partners and stakeholders across all levels and
disciplines
Excellent presentation and communication skills. Must be comfortable delivering presentations
to large groups as well as in one-to-one or small group settings.
Used to an ethos of target-driven assessment, with demonstration of results.
A track record of issues resolution and problem-solving.
Confident in dealing with multiple activities and delivering to strict deadlines whilst maintaining
a healthy work-life balance.
Excellent organizational, administrative and time-management skills with the ability to prioritise
and re-prioritize workloads to meet changing demands.
Experience in managing people and projects within a complex stakeholder environment.
Strong knowledge of Microsoft Office applications: Access, Excel, PowerPoint, Word.
A full clean driving licence valid for the UK and access to a vehicle suitable for use on Trust
business (with appropriate business insurance)2.
Desirable
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Mileage expenses are paid at Trust rates for agreed journeys and in accordance with the Trust’s Expenses Policy.
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Knowledge of/awareness of the whole National Trust for Scotland portfolio.
An understanding and experience of hospitality within an historic/heritage environment.
A genuine understanding of, and belief in, the work of the National Trust for Scotland.
Existing contacts in the corporate hospitality sector.
CRM system experience (client relationship management).
KEY PERFORMANCE INDICATORS
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Performance against targets;
Development and maintenance of a relevant and extensive professional network;
Development and maintenance of a relevant and extensive client/customer base.
The Purpose of the Role, Key Responsibilities, Scope of the Role, Required Experience and Abilities and
Key Performance Indicators reflect the requirements of the job at the time of issue. The Trust reserves the
right to amend these with appropriate consultation and/or to request the post holder to undertake any
activities that it believes to be reasonable within the broad scope of the job or his/her general abilities.
Applications
Interested applicants should forward a completed application form to Human Resources Department
(Applications), The National Trust for Scotland, Hermiston Quay, 5 Cultins Road, EDINBURGH, EH11
4DF, by mail, or by email via workforus@nts.org.uk by first post (i.e.10.00 a.m.) on 21 February 2014.
Interviews are likely to be held at The Stables Office, Castle Fraser on 7 March 2014.