HOPSCOTCH Season
Travel Trade Sales Manager - HOPSCOTCH UK
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Travel Trade Sales Manager – London
About the Role
The Travel Trade Sales Manager will drive tourism to client destinations from the USA and Canada by expanding distribution networks, enhancing connectivity with airline partners, training travel agents, and executing joint marketing campaigns with travel operators and airlines.
This role is ideal for a results-driven sales professional with in-depth knowledge of the B2B travel industry, strong negotiation skills, and a passion for destination promotion. The candidate will work closely with the Area Manager to implement a market strategy focused on contracting, training, and co-marketing initiatives, ensuring increased client visibility and growth in the US and Canadian tourism markets.
Key Responsibilities
1. Travel Trade Development & Contracting
- Identify and engage new tour operators, wholesalers, and OTAs (Online Travel Agents) to promote client destinations in the US and Canada.
- Negotiate commercial terms, including commissions, marketing support, and exclusivity agreements, with trade partners.
- Maintain and expand relationships with existing partners to strengthen product offerings and market positioning.
- Monitor competitor activity and industry trends to refine strategies and maintain commercial advantage.
2. Training
- Develop and deliver training programs for travel agents, covering:
- Destination knowledge (attractions, itineraries, cultural insights).
- Product updates (new hotels, experiences, flight routes).
- Sales techniques (handling objections, upselling strategies).
- Organise webinars, workshops, and in-person training sessions to educate trade partners.
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3. Joint Marketing & Promotions
- Collaborate with tour operators on co-marketing campaigns to increase destination visibility.
- Enhance client destinations’ presence in trade partner catalogues and websites.
- Develop B2B incentives (FAM trips, promotions, and loyalty programs) to stimulate bookings.
- Represent clients at trade shows, roadshows, and networking events.
4. Performance Monitoring & Reporting
- Track sales performance (bookings, revenue, market share) of trade partners.
- Compile monthly reports on trade activity, training completion rates, and campaign success.
- Provide market feedback to HQ on product gaps, competitor strategies, and trade sentiment.
- Support the Area Manager in budgeting and activity planning for trade initiatives.
5. Familiarisation (FAM) Trips
- Plan and execute FAM trips for key partners (agents, tour operators, media).
- Coordinate with local suppliers (hotels, DMCs, attractions) to design tailored itineraries.
6. Stakeholder Collaboration
- Align trade strategies with overall market goals in collaboration with the Area Manager.
- Liaise with airlines, hotels, and DMCs to secure competitive rates and packages for trade partners.
- Provide consumer campaign support by offering insights into distribution channels and trade dynamics.
Qualifications & Experience
Education
- Bachelor’s degree in Tourism, Hospitality, Business, Marketing, or a related field.
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Experience
- Minimum 5 years in travel trade sales, tour operations, or destination marketing.
- Proven track record in B2B sales, contract negotiation, and trade training.
- Preferable experience working with tour operators, wholesalers, travel agents, or OTAs in the UK.
Skills & Competencies
- Sales & Negotiation: Ability to clinch deals and cultivate long-term trade relationships.
- Training & Presentation: Strong public speaking and facilitation expertise.
- Market Knowledge: Deep understanding of the US and Canadian travel trade landscape.
- Communication: Exceptional written and verbal skills, with fluency in presentations.
- Analytical Skills: Capability to analyse sales data and adjust strategies effectively.
- Digital Proficiency: Comfortable with CRM tools, Microsoft Office, and virtual training platforms.
- Travel Readiness: Willingness to travel up to 30% of the time (domestic and international).
Preferred
- Existing network of tour operators and travel agents in USA and Canada.
- experience in MICE (Meetings, Incentives, Conferences, Exhibitions) sales.
- Knowledge of sustainable tourism and its promotion to trade partners.
About the Position
- Reports To: Area Manager
- Location: London (with possibility of hybrid office/remote working)
- Frequency of Travel: Regular for trade shows, training sessions, FAM trips, and sales missions
- Employment Type: Full-time
- Contract Duration: Permanent
- Salary: Fixed plus performance-based variable component
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