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

The adecuado candidate will have proven hotel sales and wholesale experience, with an established network of travel trade partners and a strong understanding of hotel distribution, contracting, room-night production, rates, allotments, promotions, and B2B commercial relationships.

This role is highly focused on business development, account management, hotel contracting, wholesale production, market expansion, and revenue generation.

KEY RESPONSIBILITIES1. Wholesale &

• Travel Trade Sales

- Develop and execute a hotel wholesale and travel trade sales strategy.
- Identify and acquire new wholesale partners, tour operators, travel agencies, DMCs, and B2B travel companies.
- Manage existing wholesale and travel trade accounts to maximize production and revenue.
- Negotiate commercial agreements, rates, allotments, promotions, and distribution terms.
- Increase room-night production through wholesale and B2B channels.
- Develop long-term strategic relationships with key travel trade partners.

2.

Hotel

Sales &

• Business Development

- Drive hotel room revenue through B2B and wholesale distribution.
- Identify new markets, customer segments, and distribution opportunities.
- Develop a strong pipeline of potential corporate and travel trade accounts.
- Conduct sales calls, client meetings, presentations, trade visits, and commercial negotiations.
- Represent the hotel at travel trade events, tourism fairs, workshops, networking events, and industry meetings.
- Develop partnerships with hotels, tourism organizations, airlines, DMCs, and destination partners where relevant.

3.

Account

Management

- Manage a portfolio of key wholesale, travel agency, DMC, and tour operator accounts.
- Monitor account production, room nights, revenue, ADR, and profitability.
- Conduct regular business reviews with strategic partners.




- Identify opportunities for increased production, upselling, and cross-selling.
- Resolve commercial issues and maintain strong partner relationships.

4. Contracting &

• Distribution

- Negotiate annual and seasonal contracts with wholesalers and travel trade partners.
- Manage contracted rates, dynamic rates, allotments, release periods, blackout dates, promotions, and special offers.
- Coordinate with Revenue Management and Reservations to ensure commercial agreements are aligned with hotel strategy.
- Monitor distribution performance and identify underperforming contracts.
- Ensure accurate communication of rates, inventory, promotions, and hotel information to partners.

5. Revenue &

• Commercial Performance

- Monitor wholesale and B2B revenue performance.
- Track room nights, ADR, occupancy, revenue, production, and channel profitability.
- Prepare regular sales forecasts and production reports.
- Identify opportunities to improve market share and hotel revenue.
- Work closely with Revenue Management to optimize rates and inventory across distribution channels.
- Ensure wholesale business contributes positively to overall hotel profitability.

6.

Market

Development

- Identify emerging travel markets and potential wholesale partners.
- Conduct market research on competitors, travel trends, customer behavior, and distribution opportunities.
- Develop market-specific sales strategies.
- Support expansion into new source markets across Latin America and international travel markets.
- Monitor changes in tourism demand and travel distribution trends.

7.

Sales

Activities &

• Trade Representation

- Conduct regular sales calls, client visits, presentations, and partner meetings.




- Participate in travel trade shows, tourism fairs, B2B workshops, roadshows, and networking events.
- Organize partner visits, hotel inspections, familiarization trips, and sales missions.
- Build strong relationships with decision-makers at travel companies and distribution partners.

8.

Internal

Collaboration

- Work closely with Revenue Management, Reservations, Marketing, Finance, Front Office, and Operations.
- Communicate market trends, partner feedback, demand patterns, and commercial opportunities.
- Coordinate promotional campaigns and special offers with Marketing and Revenue teams.
- Ensure wholesale and B2B contracts are operationally feasible and properly implemented.

9. Reporting &

• Sales Analytics

- Prepare weekly and monthly sales reports.
- Monitor account production and sales pipeline.
- Track revenue targets and individual account performance.
- Analyze production by market, partner, channel, and period.
- Provide management with actionable insights and recommendations.

REQUIREMENTS
- Bachelor's degree in Hospitality Management, Tourism, Business Administration, Sales, Marketing, or a related field.
- Minimum 4–7 years of experience in hotel sales, hospitality sales, travel trade, or tourism.
- Wholesale hotel sales experience is required.
- Previous experience managing tour operators, wholesalers, DMCs, travel agencies, OTAs, or B2B travel accounts.
- Strong understanding of hotel distribution and travel trade business.
- Proven track record in generating hotel room nights and revenue through B2B channels.
- Experience with hotel contracting, negotiated rates, allotments, promotions, and distribution agreements.
- Strong existing network within the Colombian and Latin American travel market is highly desirable.
- Strong negotiation and account-management skills.
- Commercially driven with strong business development capabilities.
- Excellent communication and presentation skills.
- Strong English and Spanish communication skills.
- Willingness to travel for sales calls, trade shows, roadshows, and client meetings.

📌 Hotel Sales Manager (Bogotá)
🏢 Destination Group
📍 Bogotá