Sales Manager - JHB at Wilderness

The primary purpose:
To develop and grow the sales performance of the Asia Pacific region / Europe region 2nd tier wholesale. Working in collaboration with the Head of Sales to ensure a positive sales and reservations experience for the business in line with business unit sales and reservations management goals. The incumbent is specifically accountable for relationship management with Agents and sales performance within the reservations teams.

Detailed Responsibilities:

Grow the International Tour Operator business in the Asia Pacific region and EU 2nd tier market

• To pro-actively develop new clients over and above the existing tour operator client base.
• To service existing client base and to grow this business.
• To keep tour operators updated with our latest information, special offers, etc.
• Monitoring Occupancies to grow the business during the green and shoulder seasons.
• Assist in overall sales strategy for the group, with consequent implementation.
• Identify trends & opportunities in the market place.

Attend local, regional and International Trade Shows as and when required as part of the market strategy

• To liaise with other Marketing staff to ensure trade shows are organised in a systematic, timeous manner, to engage as to what is required for these shows and the deadlines thereof.
• Distribution of brochures, rates and any special offers while on sales calls or participating in trade shows.
• Following up with all administration and sales, e.g. by providing detailed sales reports.

Assist with growing the Travel Agents and tour operators product knowledge & facilitating the booking process.

• To do presentations on the WS product when visiting tour operators and travel agents in their offices.
• To liaise with Sales / Reservations on any issues relating to the agents and on certain areas of growing the business.

Prepare marketing strategies for WS specific for the specified market

• To write strategy documents & actions plans on growing the business.
• To prepare marketing budgets for the specific market
• Key liaison to international based reps in the market

Administration

• Liaising with the Head of Sales / South African MD / Head of Reservations / Trade & Media / other sales managers to share best practices, market updates and agent information.
• Assisting in the collection of Tour Operator data and being able to update internal records accordingly – Arm on WW)
• Co-ordinate the Customer Relations Management system / programme once implemented
• Preparing the relevant Tour Operator Sales Figures as required for External Sales Reports
• Preparing Power Point presentations for agent presentations
• Sales meeting feedback in accordance to the sales meetings/updates.
• Preparation of sales reports on return from international trips – feedback to the reservation teams

Generate brand awareness and sales thru media and familiarisation trips

• To follow up on agents’ travel and media bookings for feedback and comments with Marketing Services and CRT and to internal sales.
• Dedicated assistance for images and information to relevant agents as received directly
• Lead/host key educational trips throughout the regions working with the respective OPS teams to ensure maximum service and engagement to the agents whilst travelling

Meet business units sales, GP% and cost forecast

• Build sound relationships with customers and agents and participate in company CRM systems to record and manage customers’ relationships.
• Liaise with customers, Wilderness operating companies, Wilderness staff in regions and Partner Product suppliers on an ongoing basis.
• Review product analysis and drive sales.
• Review and manage yield on own and Partner Product.

Planning and budgetary control

• Prepare a quarterly forecast on parameters set. This is to be done with the Head of Sales and market reservation manager’s participation and must be subject to ongoing review.
• Measure sales & GP results against the budget and obtain explanations for any variances from budget.
• Review reports.
• Review unit report including cost per desk and headcount information.
• Will be responsible for setting educational rates and ensure group procedure is followed.

Implement strategy of using scale to the benefit of our agents – combined systems development, Wilderness Window/itrvl usage, business methodology

• Understand the internal systems to assist agents growing their support for us/with us.
• Obtain a better understanding of their business and where we can improve their business by adding further value.
• Strategize on how this can be implemented within the parameters of our systems.
• Implement and control.

Business development – own product

• Liaise with agents – build relationships proactively to better understand their business and how we can develop together.
• Maintain correspondence with agents.
• Solve problems & customer complaints expediently working with the Customer Care team/Travel Analysts, the consultant and respective reservation manager accordingly. 
• Itinerary / Programme building, offering suggestions to consultants
• New product awareness

Business Development – Associated Product

• With reference to our Associated Product strategy, analyse the agents AP base.
• Formulate AP strategies in going forward, working with the respective reservations manager and AP team.
• Associated Product to share info on price structure/flexibility/negotiations.
• Being able to leverage off the AP team to further develop and grow the respective agents AP buying, hence increase our DMC offering

Contribute to strategic business planning

• Contributing towards the market strategy to develop & grow our agents from a sales and relationship point of view.
• Contributing to Product development from grassroots to mature product including:
• Communicate new product development with staff.
• Contributing towards newsletter articles with ideas.
• Contributing at strategic, review and other meetings.
• Bringing new ideas and concepts to team’s attention.
• Reading and staying abreast of industry development.
• Promoting the development of the Wilderness brand through product offering and service delivery.

Candidate Profile:

Qualification/Experience

• Matric with Mathematics
• Tertiary qualification in Marketing, specific reference to Travel & Tourism (an advantage)
• 3- 5 years in similar position from a sales or service related industry environment.
• Previous management/development of a Brand will be an advantage.
• Accountability for financial results
• Experience in handling trade relationships
• Experience in assessing international source markets
• Computer Literacy (Microsoft Office with Advanced Excel)
• Working knowledge of TourPlan, Wilderness Window operation system will be an advantage

Personal abilities

• Excellent interpersonal skills
• Excellent communication skills, both written and verbal
• Team collaborator
• Self-starter
• Highly organised and methodical
• High attention to detail 
• Deadline driven & result orientated.