The Cluster Sales Manager – Leisure is responsible for developing and managing the resort's leisure business segment. This includes building and nurturing strategic partnerships with DMCs, tour operators, and travel agencies to drive FIT and group leisure business. The role requires a strong understanding of leisure distribution channels, rate structuring, and global market trends to maximize room night production, revenue, and market share.
Primary Responsibilities
Channel Strategy & Partnership Management
Develop and execute annual account management plans for top-producing and high-potential leisure accounts.
Identify, target, and establish contracts with new qualified DMCs and tour operators across key feeder markets.
Act as the main liaison for partners regarding contracting, rate loading, marketing initiatives, and product knowledge.
Conduct proactive sales calls and face-to-face client meetings with decision-makers weekly.
Review account performance regularly, addressing challenges and identifying growth opportunities.
Rate & Inventory Management
Collaborate with Revenue Management to design tactical promotions aligned with demand and profitability goals.
Manage inventory allocations, stop-sales, and ad-hoc/group series requests within approved parameters.
Ensure rate integrity and parity across all operator and wholesaler channels.
Monitor partner pickup performance and minimize cancellations.
Sales & Marketing Execution
Lead sales missions, roadshows, and client visits to strengthen partner relationships.
Host familiarization (FAM) trips for operator managers and travel agents to showcase the resort.
Partner with the Marketing team to implement co-op campaigns and ensure brand visibility in operator brochures/websites.
Deliver engaging product training presentations (virtual and in-person).
Analysis, Administration & Forecasting
Track and analyze production trends using CRM and reservation systems.
Prepare detailed monthly and quarterly performance reports for management.
Forecast leisure demand accurately and provide timely insights on market developments.
Resolve partner queries related to commissions, payments, or promotional content.