Wholesale Manager Hospitality

Position OverviewThe Sales & Wholesale Manager is responsible for developing, implementing, and executing the hotel's sales and wholesale strategy to maximize room revenue, occupancy, market share, and overall profitability.The position focuses on building and maintaining strong relationships with wholesale agencies, tour operators, travel agencies, DMCs, corporate accounts, OTAs, and other key distribution partners, while actively identifying new business opportunities and markets.The Sales & Wholesale Manager will work closely with Revenue Management, Reservations, Marketing, Front Office, and Operations to ensure commercial strategies are aligned with the hotel's positioning and revenue objectives.Key Responsibilities1. Sales Strategy & Business DevelopmentDevelop and execute the hotel's annual and monthly sales strategy.Identify and develop new markets, accounts, agencies, companies, tour operators, and distribution partners.Generate new business opportunities through prospecting, networking, sales calls, presentations, and industry events.Develop and maintain strong relationships with key clients and commercial partners.Establish sales targets and monitor performance against monthly and annual objectives.Conduct regular market and competitor analysis.Identify opportunities to increase occupancy, ADR, RevPAR, and total hotel revenue.2. Wholesale ManagementDevelop and manage the hotel's wholesale distribution strategy.Identify and negotiate agreements with wholesalers, tour operators, DMCs, bedbanks, and travel agencies.Negotiate rates, allotments, contracts, commissions, promotions, and other commercial conditions.Manage contracted rates and ensure they remain competitive and commercially profitable.Monitor production from each wholesale partner and take corrective action where necessary.Develop promotional campaigns and tactical offers with wholesale partners during low-demand periods.Ensure contracted inventory and rates are accurately loaded and distributed through relevant channels.Regularly review wholesale production and recommend changes to contracts, rates, or allotments as required.3. Account ManagementMaintain regular communication with existing commercial partners.Conduct business reviews with key accounts.Track account production, revenue, ADR, room nights, and profitability.Develop action plans for underperforming accounts.Strengthen relationships with high-value accounts and identify opportunities to increase production.Coordinate hotel visits, inspections, familiarization trips, presentations, and partner events.4. Revenue & Commercial CoordinationWork closely with the Revenue Manager to optimize rates and inventory by channel.Ensure wholesale contracts support the hotel's overall revenue strategy.Monitor rate parity and identify potential conflicts between wholesale and direct channels.Analyze channel profitability, including commissions and distribution costs.Recommend opening or closing channels, adjusting allotments, or modifying rates based on demand and commercial performance.Participate in forecasting and regular commercial meetings.5. Sales ActivitiesConduct regular sales calls, client visits, and business development activities.Attend tourism fairs, trade shows, networking events, and industry meetings.Organize sales missions and presentations in key feeder markets.Develop and maintain effective sales materials and commercial presentations.Coordinate familiarization trips and hotel inspections for strategic partners.Represent the hotel professionally within the tourism and hospitality industry.6. Reporting & Performance AnalysisPrepare and present regular reports covering:Room nights by account and channel.Revenue by account and channel.ADR and RevPAR contribution.Wholesale production and performance.Pickup and booking trends.New accounts acquired.Sales pipeline and business opportunities.Contract performance.Market and competitor activity.Monthly sales targets versus actual results.Key Performance Indicators (KPIs)The position will be measured primarily against:Room Nights GeneratedRoom Revenue GeneratedADRRevPARWholesale RevenueWholesale Production vs. Contracted TargetsNew Accounts AcquiredProduction per AccountDirect and Wholesale Channel ProfitabilityOccupancy GrowthMarket ShareSales Conversion RateNumber of Active Commercial PartnershipsRequirementsBachelor's degree in Hospitality, Tourism, Business Administration, Sales, Marketing, or a related field.3–5+ years of experience in hotel sales, wholesale, tourism, or hospitality commercial roles.Proven experience negotiating contracts with wholesalers, tour operators, DMCs, travel agencies, or bedbanks.Strong knowledge of hotel distribution channels.Good understanding of hotel revenue management and pricing strategies.Strong negotiation, communication, and presentation skills.Excellent relationship-building and networking abilities.Analytical and commercially oriented mindset.Proficiency in Microsoft Office and/or Google Workspace.Experience with PMS, CRS, channel managers, or distribution platforms is desirable.Fluent English is preferred; additional languages are an advantage.Willingness to travel for sales missions, trade shows, client visits, and business development activities.Ideal ProfileWe are looking for a highly commercial, proactive, and results-driven hotel sales professional who can combine traditional sales with modern hotel distribution.The ideal candidate is not simply an account manager. They should be a business developer capable of generating new room nights and revenue, negotiating profitable partnerships, identifying new markets, and converting commercial relationships into measurable production.This position will be evaluated based on business generated and commercial results, not solely on sales activity.