MAIN RESPONSIBILITY
Sales Executive for Travel Agencies and B2B serves as the bridge between the hotel and high-volume business partners. This role is highly proactive, focusing on room-night production, contract negotiation, and brand presence in the wholesale and corporate markets.
JOB RESPONSIBILITIES
Acquisition of New Partners
- Identify and onboard new B2B clients (Travel Management Companies, Inbound Tour Operators, and Corporate accounts)
Contract Negotiation
- Hand Request for Proposals (RFPs), negotiating seasonal rates, allotments, and group commission structures.
Relationship Management
- Conduct regular sales calls, site inspections, and FAM (Familiarization) trips for travel agents.
Market Intelligence
- Monitor competitor pricing, inventory levels, and industry trends to stay competitive in the B2B space.
Brand Representation
- Attend trade shows (like PHILTOA, PTAA) and networking events to promote the hotel's unique selling points.
KEY PERFORMANCE INDICATORS (KPIs)
- Sales Activity Targets: Number of sales calls, emails, and site visits performed weekly/monthly.
- Revenue Quota: Achievement against the monthly and quarterly revenue targets.
- Pipeline Health: Value and volume of pending group leads or travel agency contracts.
- Response Time: Speed of responding to RFPs and B2B inquiries (ideally within 24 hours)
- Account Retention: Percentage of travel agencies that renew their annual contracts.
QUALIFICATIONS
- Bachelor's Degree in Hospitality Management, Business Administration, or Marketing
- Proficiency in Property Management Systems (PMS) like Opera and CRM tools like Salesforce or Delphi
- 2-5 years of experience in hotel sales or travel agency operations.
- Proven track record of managing B2B accounts or Travel Trade
