Hotel Sales Manager – Wholesale & Travel Trade

About the role

We are seeking an experienced and commercially driven Hotel Sales Manager – Wholesale & Travel Trade to grow hotel revenue through wholesale, B2B travel trade, tour operators, travel agencies, DMCs, OTAs, and strategic distribution partners across Colombia and international markets.

Key responsibilities

• Develop and execute a wholesale and travel trade sales strategy, acquiring new partners and managing existing accounts.
• Negotiate commercial agreements, rates, allotments, promotions and distribution terms to maximise room‑night production.
• Drive hotel room revenue by identifying new markets, customer segments and distribution opportunities, and conducting sales calls, presentations and trade visits.
• Manage a portfolio of key wholesale, travel agency, DMC and tour‑operator accounts, monitoring production, ADR and profitability and conducting regular business reviews.
• Negotiate annual and seasonal contracts, coordinate with Revenue Management and Reservations to align commercial agreements with hotel strategy.
• Monitor wholesale and B2B revenue performance, prepare forecasts and production reports, and work closely with Revenue Management to optimise rates and inventory.
• Identify emerging travel markets, conduct market research and support expansion into new source markets across Latin America and beyond.
• Represent the hotel at travel trade events, tourism fairs and networking meetings, and collaborate internally with Marketing, Finance and Operations to ensure seamless implementation of promotions and contracts.

Required profile

• Bachelor’s degree in Hospitality Management, Tourism, Business Administration, Sales, Marketing or a related field.
• Minimum 4–7 years of experience in hotel sales, wholesale or travel trade, with a proven track record of generating room‑nights and revenue through B2B channels.
• Demonstrated experience managing tour operators, wholesalers, DMCs, travel agencies, OTAs or similar B2B accounts.
• Strong existing network within the Colombian and Latin American travel market is highly desirable.
• Excellent negotiation, account‑management and presentation skills.
• Fluent in English and Spanish, with strong written and verbal communication abilities.
• Willingness to travel for sales calls, trade shows, roadshows and client meetings.