Travel Trade Sales Manager

£40,000-£42,000 

Hybrid, (3 Days in office, 2 days remote/travel)

POSITION SUMMARY

City Cruises UK is part of the City Experiences division of the Hornblower Group, a global leader in world-class experiences and transportation services.  We operate public dining and sightseeing cruises as well as private charters for corporate events, birthday parties, weddings, or other special occasions across London and York. 

The Travel Trade Sales Manager manages a very important distribution channel within our business. This is a very exciting role,  managing and growing sales from national and international trade partners, including OTA’s, DMC’s, education, coach, and group operators.  You will also have a passion for developing and nurturing relationships in alignment with the Commercial needs of the business.

ESSENTIAL DUTIES & RESPONSIBILITIES

Business Development & Relationship Management

• Identifying and soliciting business from new trade partners 
• Development and nurturing of existing travel trade partners
• Attendance and company ambassador at National and International events
• Manage relationships with key industry partners including Visit Britain, UKinbound and ETOA
• Management of our preferred partner schemes.

Sales Processes definition and development 

• Define and develop the sales teams use of salesforce to ensure that all sales activity is logged 
• Weekly monitoring of individual sales teams performance KPI’s (in salesforce) - revenue generated, activity count, conversion rate 
• Continuous improvement of processes used by the sales team 

Contracting/Negotiation

• Negotiate 3rd party commissions/discounts of accounts within agreed parameters
• Negotiate and agree other value added non-monetary facets of the contract such as Merchandising/Positioning agreements, minimum expected marketing, preferred operator status

Commercial - Performance Tracking & Management

• Provide weekly and monthly reporting of Trade partners with insight
• Troubleshooting of performance shortfalls of trade partners
• Identification of tactical opportunities and initiatives to address trade partner performance shortfalls
• Ensure that all group bookings taken are in the commercial interest of the company
• Work with group operators on accurate forecasting, reducing cancellations rates

Training & Training documentation

• Creation and maintenance of training guides on the Company products and selling tools (eg B2B portal, API).
• Regular training of sales teams as well as hosting product familiarization events

Budget & Expenditure

• Manage trade budgets and expenditure
  Our People
• Lead, coach and develop team member

General Administration/Systems

• Manage the Distribution of Bulk tickets/Bar codes as well as tracking usage and invoicing status
• Lead internal subject matter experts on 3rd party integrations
• Define and develop where necessary CRM dashboards to provide insight to other areas of the business and the leadership team
• Work with the marketing team to create adverts and content for trade publications and events
• Maintenance of a Partner and contracts database
• General administration and query resolution of Trade Partners
• Ensure all City Cruises product information on 3rd party websites is accurate

Other

• Liaise with key members of the wider City Experiences family
• Be an Ambassador for our RESPECT Service System
• Other ad-hoc duties requested by the Commercial team

REQUIREMENTS & QUALIFICATIONS

• Minimum 3 years’ experience of working in the Travel & Tourism industry
• Experience of account management with global trade partners 
• Knowledge of OTAs and API integration
• Previous management experience an advantage
• Excellent written and verbal communication skills 
• Experience of contracting and negotiating
• Excellent attention to detail and committed to data accuracy
• Proficient in MS Office; experience of working with a CRM system (Sales Force an advantage)
• Previous experiences using CRM system desirable
• Fluency in a second language desirable

WORK PATTERN

• Mon-Fri, hybrid (3 in office, 2 remote), some weekend flexibility required.
• Regular field visits to partners.  
• Attendance at domestic and global trade events, including overnights and weekends