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ABOUT THE ROLE We are seeking an experienced Regional Wholesale & Travel Trade Manager to lead and develop the company's Wholesale, B2B Travel Trade, and hotel distribution business across assigned regional and international markets.

The role will be responsible for developing strategic relationships with wholesalers, tour operators, travel agencies, DMCs, bed banks, B2B distributors, and other travel trade partners, with a strong focus on increasing room nights, revenue, market penetration, and long-term commercial partnerships.

The adecuado candidate will have proven experience in hotel sales, wholesale distribution, travel trade, tourism, or hospitality business development, combined with a strong network of industry contacts and excellent commercial and negotiation skills.

KEY RESPONSIBILITIES1.

Regional

Wholesale &

• Travel Trade Strategy

- Develop and execute the regional Wholesale and Travel Trade sales strategy.
- Identify new source markets, distribution channels, and commercial opportunities.
- Develop market-specific plans to increase room nights, revenue, and hotel production.
- Establish sales targets and account development plans for assigned markets.
- Monitor travel trends, market demand, competitor activity, and distribution opportunities.

2. Wholesale &

• B2B Partner Management

- Develop and maintain strategic relationships with:
- Hotel wholesalers
- Tour operators
- Travel agencies
- DMCs
- Bed banks
- B2B travel platforms
- Travel management companies
- Corporate and leisure travel partners
- Manage key accounts and identify opportunities for increased production.
- Conduct regular business reviews and performance evaluations with strategic partners.
- Develop long-term commercial partnerships that support sustainable revenue growth.

3. Contracting &

• Commercial Negotiation

- Negotiate hotel contracts, rates,



allotments, promotions, commissions, and commercial terms.
- Work with Revenue Management to ensure wholesale agreements support overall hotel profitability.
- Monitor contract performance and identify opportunities for renegotiation or optimization.
- Ensure agreed rates, inventory, promotions, and commercial conditions are accurately implemented.
- Evaluate the commercial value and profitability of distribution partnerships.

4.

Business

Development

- Identify and approach new wholesale and travel trade partners.
- Build and manage a strong regional sales pipeline.
- Conduct sales calls, presentations, client meetings, site inspections, and business reviews.
- Participate in travel trade shows, sales missions, roadshows, workshops, networking events, and tourism exhibitions.
- Develop new market opportunities and expand the company's distribution network.

5. Revenue &

• Commercial Performance

- Monitor room nights, revenue, ADR, occupancy, production, and profitability by account and market.
- Analyze booking trends and identify opportunities for incremental revenue.
- Work closely with Revenue Management to optimize pricing, inventory, promotions, and distribution.
- Monitor account production against targets and develop corrective action plans where required.
- Identify opportunities to increase room nights and ancillary revenue through strategic partnerships.

6.

Key Account

Management

- Build strong relationships with senior decision-makers within major travel companies and distribution partners.
- Develop account plans for strategic wholesale and travel trade partners.
- Increase partner retention, production, and share of wallet.




- Resolve commercial issues and coordinate internally to ensure effective service delivery.
- Maintain strong communication with partners throughout the contracting and booking lifecycle.

7.

Market

Intelligence

- Conduct regular analysis of source markets, travel trends, competitor activity, and distribution channels.
- Identify emerging travel markets and new B2B distribution opportunities.
- Monitor competitor hotel pricing, promotions, partnerships, and market positioning.
- Provide commercial insights and recommendations to senior management.

8. Cross-Functional Collaboration
- Work closely with Revenue Management, Sales, Marketing, Reservations, E-Commerce, Finance, and Operations.
- Coordinate wholesale promotions and distribution campaigns.
- Ensure commercial agreements are correctly communicated and implemented.
- Support forecasting, budgeting, and regional sales planning.
- Provide regular sales reports, market updates, and revenue forecasts.

REQUIREMENTS
- Bachelor's degree in Hospitality Management, Tourism, Business Administration, Sales, Marketing, or a related field.
- 5 years of experience in hotel wholesale, travel trade, hotel sales, hospitality sales, tourism, or business development.
- Proven experience working with wholesalers, tour operators, DMCs, travel agencies, bed banks, or B2B travel distributors.
- Strong understanding of hotel distribution and the B2B Travel Trade ecosystem.
- Existing network of industry contacts is highly desirable.
- Proven experience negotiating hotel contracts, rates, allotments, commissions, and promotional agreements.
- Strong understanding of hotel commercial performance, including room nights, ADR, occupancy, revenue, and profitability.
- Experience using CRM and sales reporting tools.
- Strong analytical, negotiation, presentation, and relationship-management skills.
- Excellent English communication skills; additional languages are an advantage.
- Willingness to travel regionally and internationally as required.

📌 Regional Wholesale Manager – Hospitality (Bogotá)
🏢 Destination Group
📍 Bogotá