Sales Manager
Tourism and hospitality
My client based based in Westville , Durban is seeking to appoint a Sales Manager within the Travel & Tourism industry. This is a remote position however, travel to Durban required when the need arises.
PURPOSE OF POSITION
The role combines strategic thinking with hands-on execution. It suits someone who enjoys working at the intersection of commercial strategy, relationship management, and market development, while remaining adaptable to the changing dynamics of the global travel environment.
The Sales Manager acts as a trusted partner to international wholesalers and a key link between the market and internal teams, delivering sustainable and profitable growth across assigned markets and clients.
This role carries direct accountability for opening new wholesale partnerships, entering new source markets, and converting opportunities into contracted, profitable production. The position will drive profitable growth through a combination of new business acquisition, market development, partnership growth and retention, strategic account management, and market expansion initiatives.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Performance Objectives
- Own end-to-end responsibility for driving profitable new business growth through the acquisition and activation of new international wholesale partners across assigned and emerging source markets.
- Own the growth, retention, and strategic development of existing client accounts and partnerships.
- Identify, shape, and convert market opportunities into contracted wholesale production, with disciplined alignment to strategic growth priorities.
- Deliver against agreed revenue, margin, and volume targets, maintaining clear accountability for pipeline creation, conversion velocity, and sustained production.
- Develop and execute market-specific sales and market entry plans that align with the organisation’s commercial strategy, brand positioning, and long-term growth objectives.
- Maintain a strong, measurable sales pipeline, proactively managing momentum across extended wholesale sales and negotiation cycles.
- Translate market opportunity into sustainable, profitable revenue, protecting margin integrity while strengthening the organisation’s position as a preferred inbound partner.
- Be accountable for corrective action where performance, pipeline quality, or conversion targets are not being met.
Customer & Trade Partnership Management
- Build, deepen, and monetise strategic wholesale relationships with international wholesale partners, engaging at multiple decision-making levels including product, contracting, sales, and leadership.
- Act as a trusted commercial partner to wholesalers, providing relevant market insight, product guidance, and destination expertise.
- Present and promote the organisation’s Southern African offering consistently and competitively across all markets.
- Deliver trade presentations, partner training, and market engagement activities, including trade shows, roadshows, and virtual sessions, to support partner conversion.
- Manage partner feedback effectively, ensuring market intelligence informs product development and service improvements.
- Identify opportunities for increased market penetration, reactivation of dormant accounts, and expansion of market share within assigned markets.
Management of Partnerships
- Open, contract, activate, and scale new trade partnerships, from initial engagement through to contracting, activation, and production.
- Manage and grow existing trade partnerships through structured account planning, performance reviews, relationship development, and retention initiatives.
- Maintain executive-level relationships with strategic partners, facilitate joint business planning, and ensure long-term commercial alignment.
- Lead commercial negotiations, including pricing structures, net rates, overrides, marketing support, and volume commitments, ensuring margin sustainability.
- Ensure all SLAs, agreements, and contractual terms are clearly defined, implemented, and monitored.
- Work closely with internal account management, product, and operations teams to ensure new agents and partners are effectively onboarded and supported.
- Monitor partner performance against KPIs and implement corrective actions where required to optimise growth and profitability.
Financial Management
- Ensure all new business and market initiatives deliver profitable and sustainable returns, aligned to margin targets.
- Prepare accurate forecasting, costing, and commercial assessments for new partners, products, and markets.
- Manage pricing discussions with confidence, maintaining discipline around margins, costs, and yield across multi-country itineraries.
- Coordinate with systems, operations, and finance teams to ensure pricing accuracy, cost recoverability, and solution affordability.
- Contribute to financial performance reviews, identifying risks, opportunities, and corrective strategies to protect revenue and margin.
- Exercise commercial judgement when assessing opportunity viability versus resource and margin impact.
Market Intelligence & Strategic Contribution
- Track global travel trends, competitor activity, and external market factors impacting demand for Southern Africa.
- Translate market insight into practical go-to-market actions, partner targeting strategies, and product positioning recommendations.
- Act as a key conduit between international markets and internal teams, ensuring commercial decisions reflect real market need and opportunity.
- Contribute meaningfully to sales strategy discussions, annual planning cycles, and new market entry assessments.
Internal Collaboration & Operational Alignment
- Collaborate closely with product, operations, systems, and finance teams to ensure sales commitments are operationally deliverable.
- Ensure smooth handover from sales to operations, maintaining brand integrity and service quality.
- Uphold the organisation’s values, reputation, and service standards across all markets and partner interactions.
QUALIFICATIONS, SKILLS, KNOWLEDGE & ABILITIES REQUIRED
QUALIFICATIONS & EXPERIENCE
Required:
- Sales/Marketing Diploma or Degree preferred; demonstrable track record in new business acquisition, business development, account management, strategic partnerships, or market growth within inbound wholesale travel is preferable.
- At least 5–8 years’ experience in the inbound travel industry.
- Knowledge of Southern African destinations, tourism products, geography, and logistics.
- Clear understanding of pricing structures, margins, volume strategies, and commercial agreements.
- Awareness of global travel trends, market shifts, and external factors influencing demand.
- Strong written and verbal communication skills, including technical writing skills.
- Strong critical thinking and problem-solving capabilities.
- Accuracy and attention to detail are imperative.
KNOWLEDGE & SKILLS
Knowledge Required – Non-Negotiable
- Strong understanding of international wholesale travel markets, buyer behaviour, and distribution models.
- Solid knowledge of Southern African destinations, tourism products, geography, and logistics.
- Good working knowledge of inbound operational systems and processes, and how sales decisions impact delivery.
- Clear understanding of pricing structures, margins, volume strategies, and commercial agreements.
- Awareness of global travel trends, market shifts, and external factors influencing demand.
Skills Required
- Strong written and verbal communication skills, with the ability to present clearly and confidently.
- Proven relationship management skills, including working with senior decision-makers.
- Effective negotiation and closing skills, with the ability to manage complex commercial discussions.
- Strong analytical skills, with the ability to review market performance and translate insight into practical strategies.
- Ability to manage pricing discussions, agreements, and commercial targets with confidence and clarity.
- Good time management and organisational skills, with the ability to respond proactively and independently.
- Ability to think on your feet.
- Good attention to detail with a high commitment to quality, even under pressure.
- Proactive, self-starter with the ability to self-motivate.
- Strong team orientation with the ability to demonstrate initiative.
- Ability to work in a highly competitive, performance-driven, and measured environment.
- Ability to work in a fast-paced environment that demands a fast turnaround.
- Staying power, as the sales negotiation process can be lengthy.
- Strong presentation skills.
- Business and commercial acumen.
- Costing and revenue/margin analysis.
- Effectiveness measurement.
- Excellent questioning techniques and listening skills.
Email CVs to hannah@proappoint.co.za
