Black Opal Travel Group
Sports Sales & Business Development Manager
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THE ROLE
We are looking for a Sports Sales & Business Development Manager to drive growth of our sports travel and hospitality products. The primary focus is on winning, developing and retaining business through the travel trade (travel agents and consortia), but the role is not purely trade-facing: you will also handle direct client sales, managing enquiries from supporters, and corporate clients through to booking. You'll build the relationships, visibility and incentives that make Black Opal Sports the first choice for F1, Cricket, Rugby, Golf and other sports events and hospitality, across both trade and direct channels. You will work closely with the Managing Director and operations team to convert trade and direct relationships into bookings and hit agreed revenue targets.
KEY RESPONSIBILITIES
Sales & Business Development (Trade and Direct)
- Own and grow trade sales revenue from travel agents and consortia, working to agreed targets and KPIs.
- Handle inbound enquiries from travel agents, supporters, and corporate clients, providing prompt, accurate quotes across both trade and direct channels.
- Proactively follow up enquiries, quotes and leads to maximise conversion, keeping a clear and current sales pipeline.
- Proactively identify, approach and onboard new agent partners, building a pipeline of trade accounts across the UK.
- Develop and manage relationships with existing agent partners and consortia, acting as their main point of contact for Black Opal Sports.
- Run a structured account management programme (regular contact, review meetings and support) to maximise repeat and referral business from top-performing agents.
- Negotiate and manage trade commission structures, incentives and preferred-partner agreements.
- Represent Black Opal Sports at trade events, exhibitions, roadshows and agent evenings, and organise familiarisation trips to showcase products first-hand.
- Deliver agent training and product presentations, in person and online, so agents can sell Black Opal Sports products confidently and accurately.
- Carry out regular competitor analysis, tracking rival sports travel products, pricing and trade offers to keep Black Opal Sports' proposition sharp and competitive.
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Trade Marketing & Product Support
- Own trade-facing marketing activity (agent newsletters, social media accounts, rate sheets, sales aids and campaigns) designed to drive enquiries and bookings through the trade.
- Work closely with our in-house marketing executive, who will support with campaign delivery, content production and trade collateral.
- Work with operations on Sports and hospitality product content, ensuring the trade has accurate, sellable, up-to-date information.
- Feed market and agent intelligence back into the business to help shape future product and pricing decisions.
- Track and report on trade sales performance, pipeline and campaign ROI, and adjust activity accordingly.
- Manage relationships with external partners, consortia bodies or agencies relevant to trade sales as required.
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WHAT WE'RE LOOKING FOR
- Proven track record in sales or business development (trade and/or direct) with a minimum 5 years’ experience within sports travel, sports hospitality or luxury tour operating sector.
- Existing relationships across the travel agent and consortia network, with a strong understanding of how the trade buys and sells.
- A genuine interest in and knowledge of sport, with an understanding of what drives fans and clubs to travel.
- Confident, credible relationship-builder and presenter, equally comfortable one-to-one and in front of a room of agents.
- Commercially minded, comfortable negotiating commission and incentive structures while protecting margin.
- Highly organised self-starter, able to manage a trade pipeline, travel schedule and reporting requirements in parallel.
- Experience with CRM or sales pipeline tools is an advantage.
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