The Leisure & Wholesale Manager is responsible for developing and maximizing leisure and wholesale business for the hotel. The role focuses on acquiring and retaining key travel trade partners, including wholesalers, tour operators, travel agencies, DMCs, and other leisure partners, while driving room nights, revenue, and long-term business growth.
The position takes ownership of the Leisure & Wholesale segment strategy, key account portfolio, proactive business development, segment performance, and long-term account growth.
Primary Responsibilities
Sales Management
- Develop and implement sales strategies and the annual sales action plan for the Leisure & Wholesale segments to achieve room night, revenue, ADR, and profitability targets, while contributing to the segment budget and forecast process.
- Identify, acquire, and develop new wholesalers, tour operators, travel agencies, DMCs, and other leisure business partners, with a focus on strategic source markets and long-term business potential.
- Develop and manage an assigned portfolio of key Leisure & Wholesale accounts through account mapping, production analysis, account penetration, and long-term account development, including the acquisition of new accounts and reactivation of dormant or lost accounts.
- Manage and strengthen relationships with key Leisure & Wholesale accounts, maintaining awareness of partners' business cycles, contracting periods, source-market trends, and future production opportunities.
- Negotiate and manage commercial agreements, including contracted rates, allotments, release periods, promotions, blackout dates, and other business terms, while protecting the hotel's revenue and profitability objectives.
- Conduct regular account and production reviews to identify opportunities to increase room nights, ADR, revenue, and market share from existing partners.
- Participate in trade shows, sales missions, networking events, client meetings, and industry activities to promote the hotel, develop new partnerships, and strengthen existing business relationships.
- Monitor Leisure & Wholesale market trends, source-market performance, competitor activities, and distribution developments, providing relevant market intelligence, account insights, and commercial recommendations to the Director of Sales & Marketing.
- Work closely with Revenue Management to optimize contracted rates, availability, allotments, promotions, need periods, and overall commercial strategy for the Leisure & Wholesale segments.
- Collaborate with Reservations, Front Office, Rooms, Food & Beverage, and other relevant departments to ensure smooth delivery of Leisure & Wholesale business and agreed partner requirements.
- Ensure all contracted rates, account information, business opportunities, bookings, and sales activities are accurately and promptly updated in Delphi, Opera, and other relevant systems.
- Maintain accurate segment pipelines, forecasts, account plans, and production analyses, monitoring room nights, ADR, revenue, booking pace, account performance, and lost business to identify risks and future commercial opportunities.
- Handle qualified Leisure & Wholesale group enquiries within the established Long-Term Sales scope, including proposal preparation, site inspections, negotiation, contracting, and conversion into confirmed business.
- Ensure a complete and timely handover of confirmed Leisure & Wholesale group business to the Event Management team, including signed contracts, agreed commercial and payment terms, draft Group Resume, client requirements, and other relevant documentation; maintain the strategic account relationship following handover and conduct post-stay/group follow-up to develop repeat and future business.
Other Responsibilities
- Attend all briefings, meetings and trainings as assigned by management
- Maintain a high standard of personal appearance and hygiene at all times
- Perform other reasonable duties assigned by the assigned by the Management
Key Performance Indicators (KPIs)
- Leisure & Wholesale room revenue vs. budget/forecast
- Room nights production
- ADR performance
- New account acquisition
- Account retention and revenue growth
- Key account penetration and production growth
- Tour series / contracted business production
- Source-market production and development
- Contracted account performance / materialization
- Pipeline and forecast accuracy
- Account production and booking pace
- Client and partner satisfaction
- Repeat business and long-term account development