Head/Director - Travel Trade & Corporate Sales

Description:

A leading company in Travel, Tourism and Hospitality industry.

This is a senior leadership role responsible for driving room/cabin revenue and occupancy performance through Corporate and Travel Trade (B2B) channels. The role owns monthly, quarterly, and annual sales targets, ensuring sailing-wise occupancy and revenue optimisation, while building and leading high-performance sales teams across India.

The leader will manage and grow business through corporates, travel management companies (TMCs), destination management companies (DMCs), tour operators, and premium travel partners, ensuring strong pipeline management, partner productivity, and business performance. While the core focus is on maximising revenue from existing channels, the role also involves selective market exploration and business identification to support sustainable growth. The position requires a hands-on, commercially mature leader who can drive large-volume group bookings, enterprise deals, and partner-led room sales, while working closely with Revenue Management on pricing, promotions, and yield optimization.

Success in this role will be measured by achievement of room revenue targets, occupancy performance, growth and productivity of B2B partners, and delivery of high-value corporate and group business.

Key Responsibilities:

- Drive monthly, quarterly, and annual sales targets for Corporate and Travel Trade (B2B) business.

- Lead, mentor, and scale Corporate Sales and Travel Trade / B2B Sales teams PAN India.

- Set clear KPIs, performance metrics, and accountability frameworks for all sales teams.

- Build and maintain a high-performance, target-driven sales culture.

- Close high-value deals directly with corporate and enterprise clients.

- Build and expand a national network of travel agents, tour operators, TMCs, DMCs, and consolidators.

- Strengthen productivity and revenue contribution from top-performing travel partners.

- Collaborate with Revenue Management on pricing, promotions, and yield optimisation.

- Conduct regular performance reviews, coaching, and capability-building initiatives.

- Drive a culture of ownership, speed, discipline, and results-oriented execution across teams.