ABOUT US
The British Columbia Hotel Association (BCHA) is a dynamic non-profit organisation that has championed the province's accommodation sector since 1917. Representing over 700 members, including hotels, associate and premium partners, we play a pivotal role in BC's thriving hospitality and tourism industry.
Our mission is clear: "Shaping the future of Hospitality. We advocate, communicate, and educate." We are committed to restoring BC's tourism sector and driving positive change across communities province-wide.
At BCHA, we foster a culture of innovation and excellence, empowering our team to lead initiatives that address industry challenges and promote sustainable growth. Joining us means becoming part of a forward-thinking organisation dedicated to demonstrating value to the hotel sector, its partners and making a lasting impact on BC's hospitality landscape.
THE ROLE
The Director of Sales and Revenue (DSR) is a newly created role, focused on driving sustainable revenue streams for the organisation and partner organisations. The role leads the strategy for membership retention and growth, revenue generation, and overall business development practice. This role is responsible for increasing membership sales, retaining current members, mining new revenues, driving organisational revenue streams, and ensuring optimal member satisfaction through targeted programs and services. The DSR will oversee membership dues revenue, program revenue, sponsorship income, allied partnerships, and satisfaction scores from our annual member survey as critical Key Performance Indicators (KPIs).
The DSR manages four key areas: Sales \& Revenue Growth; Account Management; Program Design/Delivery, and Membership Oversight. This position directly oversees the Member Development Coordinator, Project Manager, and advertising/allied partners contractors and reports directly to the President \& CEO.
RESPONSIBILITIES
Sales \& Revenue Growth (30%)
- Lead and drive all revenue generation initiatives across the organization, including membership, sponsorships, allied partnerships, BCHA asset/marketing channel sales, and for-profit opportunities.
- Responsible for BCHA's non-traditional revenue partnership growth; Canadian Hospitality Health Plan (CHHP), EcoFund, FoodBuy and other revenue share platforms and programs.
- Develop and implement targeted sales strategies to increase revenue from new and existing members, sponsorships, and other revenue streams.
- Collaborate with external partners and suppliers to explore and secure new sponsorship deals, allied partnerships, and business ventures that align with the association's goals.
- Set and achieve membership and program sales targets through proactive outreach, sales calls, prospecting, and sales missions.
- Identify and develop new revenue streams, ensuring long-term growth and sustainability of the association's business model, including micro-conference events, tradeshows and growth of BCHA programs.
- Lead annual new member drives and campaigns to increase engagement and revenue.
Account Management (30%)
- Provide an exceptional new member onboarding experience to build trust and ensure high retention and annual renewal rates.
- Oversee and maintain a clean, organised, and updated CRM system in partnership with the Member Services Coordinator, ensuring accuracy of member, partner, and stakeholder data.
- Track member engagement, use of services, and deliverables, updating consistently as needed.
- Facilitate member opportunities for marketing (Allied/Community members) and/or programs (Accommodation members). Refer members to appropriate service providers, whether in-house or third party.
- Work with Government Relations/Communications leads to build dedicated partnerships and buy-in opportunities.
- Plan and execute networking events, sales calls, and other member outreach initiatives to drive engagement with prospects and current members.
- Ensure that all members receive professional, timely, and courteous service, utilizing feedback to continuously improve operations and member satisfaction.
Program Design, Delivery, and Participation (30%)
- Lead the design and introduction of new programs and initiatives to meet evolving member needs.
- Drive revenue growth through active participation in programs and their continued evolution.
- Ensure program compliance and protect membership integrity, maintaining the highest standards of service delivery.
Membership Oversight (10%)
- Maintain accountability for membership services decisions, revenue targets, and overall member satisfaction.
- Facilitate effective communication between members, executive leadership, and staff to address any concerns or opportunities.
- Oversee and manage the Member Development Coordinator, ensuring timely billing and consistent member support services.
DIRECT REPORTS
- Member Development Coordinator
- Advertising/Sponsorship and Premier Partners Contractor
- Allied Members Contractor
- Project Manager
REQUIREMENTS
- Minimum five years experience in sales and revenue management at senior manager or director level, ideally within a customer service, membership-based organisation, or tourism/hospitality sector with proven sales strategy and revenue growth results.
- Significant financial and budget management experience, particularly with directing and attaining revenue targets.
- High energy, proactive, with strong attention to detail, and a passion for delivering exceptional customer service.
- Demonstrated success in managing internal and external relationships, including senior executives, members, and partners. Experience leading diverse and high functioning teams.
- Familiarity with virtual and hybrid environments.
- Strong interpersonal and communication skills, with the ability to influence at all levels of an organisation. Experience working within a government or association environment considered an asset.
- Valid Passport and Drivers license a necessity. Ability to travel inter and intra provincially as required.
PERKS
The BCHA provides a welcoming working environment with a competitive salary and benefits package. Benefits include 3-weeks vacation, extended health and dental benefits, employee bonus plan/performance pay, RRSP contributions and fun working environment.
Salary: $90,000 to $110,000 plus performance pay
Status: Permanent, Full Time
Location: Vancouver, BC
Work Environment: This role is Vancouver-based with hybrid options
HOW TO APPLY
To apply for this position, please submit your resume and cover letter highlighting your relevant experience and qualifications to: ****@bcha.com.
Please note that due to high interest in the position, only candidates selected for an interview will be contacted. Thank you for your interest in joining our team!
