Business Development Representative
About Green Key Global
Green Key Global (GKG), a joint venture between the American Hotel & Lodging Association (AHLA) and Hotels Canada (HC), is North America's leading sustainability certification program for the hotel industry. Through certification, education, and collaboration, Green Key Global helps hotels improve environmental performance while creating business value through operational efficiency, brand positioning, and responsible hospitality practices.
As Green Key Global continues its rapid growth across the United States and Canada, we are seeking a Business Development Representative to help expand our market presence and drive new member growth.
Position Summary
The Business Development Representative is responsible for generating new business opportunities, driving hotel enrollments, and developing relationships with hotels, management companies, destination organizations, industry associations, and other hospitality stakeholders.
This role manages the sales process for assigned opportunities, including prospecting, lead generation, discovery, presentations, proposal development, negotiation, and closing. The Business Development Representative maintains an active sales pipeline in HubSpot and collaborates with the GKG team to ensure a seamless transition from prospect to member.
As part of a growing organization, this individual must be comfortable working in a fast-paced environment, adapting to evolving priorities, and contributing to the continued growth of Green Key Global.
Key Responsibilities
Market Development & Business Development
- Identify, prospect, and develop new business opportunities across assigned markets and territories.
- Execute outbound prospecting through phone, email, LinkedIn, networking, referrals, conferences, and industry events.
- Conduct discovery meetings and deliver presentations and proposals that position Green Key Global's certification programs and services.
- Build relationships with hotels, management companies, destination organizations, industry associations, and other hospitality stakeholders.
- Develop and maintain a healthy sales pipeline while consistently achieving sales and enrollment goals.
- Qualify opportunities and transition enterprise partnerships and strategic opportunities to senior members of the Market Development team.
Pipeline Management & CRM
- Maintain an active sales pipeline and accurate opportunity records in HubSpot.
- Document customer interactions, forecast pipeline activity, and manage timely follow-up.
- Monitor pipeline performance and proactively advance opportunities through the sales process.
- Prepare regular reports on sales activity, pipeline performance, and business development results.
Market Research & Sales Support
- Research target markets, hospitality organizations, and industry trends to support business development efforts.
- Identify new market opportunities and provide customer and competitive insights.
- Assist in developing presentations, proposals, and sales collateral.
- Support regional market development initiatives and special projects.
Sales & Marketing Collaboration
- Collaborate with Marketing on campaigns, webinars, conferences, and lead generation initiatives.
- Participate in industry events and networking opportunities to generate new business.
- Support pre- and post-event outreach to maximize lead conversion.
Cross-Functional Collaboration
- Coordinate the transition of qualified opportunities to internal teams for onboarding and ongoing support.
- Collaborate across departments to deliver exceptional member experience.
- Contribute to improving sales processes, CRM workflows, and best practices.
Key Performance Indicators
Performance will be measured through a combination of quantitative and qualitative metrics, including:
- Qualified opportunities generated
- Qualified sales pipeline generated
- New hotel enrollments
- Revenue generated
- Qualified meetings complet