Verified Job
Sales
Travel Trade Sales Manager - HOPSCOTCH NORTH AMERICA
Sales
#761247
Remote / WFH
HOPSCOTCH North America - Canada
Job Description
Job Title: Travel Trade Sales Manager
Reports To: Area Manager
Location: Montréal, Montréal Office-based with possibility of hybrid office/remote working. Frequent travel for trade shows, training sessions, FAM trips and sales missions.
Employment Type: Full-time
Contract Duration: Permanent
Salary: Fixed plus variable on results
Job Summary
The Travel Trade Sales Manager will be responsible for driving tourism to client destinations from the USA and Canada by expanding distribution networks, improving connectivity capacity by partnerships with air carriers, training travel agents, and executing joint marketing campaigns with travel operators and airlines. This role requires a results-driven sales professional with a deep understanding of the B2B travel industry, strong negotiation skills, and a passion for destination promotion.
The Travel Trade Sales Manager will work closely with the Area Manager to implement the market strategy, focusing on contracting, training, and co-marketing initiatives to increase client visibility and visitation from the US and Canada market.
Key Responsibilities
1. Travel Trade Development & Contracting
• Identify, engage, and contract new tour operators, wholesalers, and OTAs to sell client destinations in the US and Canada.
• Negotiate commercial terms (commissions, marketing support, exclusivity) with trade partners.
• Maintain and expand relationships with existing trade partners to increase product offerings.
• Monitor competitor activity and market trends and adjust strategies to client’s competitive edge.
2. Training
• Develop and deliver training programs for travel agents on:
• Destination knowledge (attractions, itineraries, cultural tips).
• Product updates (new hotels, experiences, routes).
• Sales techniques (handling objections, upselling).
• Organise webinars, workshops, and in-person training sessions for trade partners.
3. Joint Marketing & Promotions
• Collaborate with tour operators on co-marketing campaign executions
• Increase presence and share of voice for client destinations in trade partner catalogues and websites.
• Develop B2B incentives (e.g.FAM trips, incentive plans, etc.) to boost bookings.
• Represent clients at trade shows, roadshows, and networking events.
4. Performance Monitoring & Reporting
• Track sales performance of trade partners (bookings, revenue, market share).
• Prepare monthly reports on trade activity, training completion rates, and campaign results.
• Provide market feedback to HQ on product gaps, competitor strategies, and agent sentiment.
• Assist the Area Manager in budget planning and activity planning for trade initiatives.
5. Familiarisation Trips (FAMs)
• Plan and execute FAM trips for key trade partners (agents, tour operators, media).
• Coordinate with local suppliers (hotels, DMCs, attractions) to create itineraries.
6. Stakeholder Collaboration
• Work with the Area Manager to align trade strategies with overall market goals.
• Liaise with airlines, hotels, and DMCs to secure competitive rates and packages for trade partners.
• Support consumer campaigns by providing trade insights and distribution channels.
Qualifications & Experience
Education:
• Bachelor’s degree in Tourism, Hospitality, Business, Marketing, or related field.
Experience:
• Minimum 5 years in travel trade sales, tour operations, or destination marketing.
• Proven track record in B2B sales, contract negotiation, and trade training.
• Experience working with tour operators, wholesalers, travel agents or OTAs in UK.
Skills & Competencies:
• Sales & Negotiation: Ability to close deals and build long-term trade relationships.
• Training & Presentation: Strong public speaking and facilitation skills.
• Market Knowledge: Deep understanding of the US and Canada travel trade landscape.
• Communication: Excellent written and verbal skills. Excellent public speaking/presentation.
• Analytical Skills: Ability to interpret sales data and adjust strategies accordingly.
• Digital Proficiency: Comfortable with CRM tools, Microsoft Office, and virtual training platforms.
• Travel Readiness: Willingness to travel up to 30% of the time (domestic and international).
Preferred:
• Existing network of tour operators and travel agents in Canada and USA
• Experience in MICE (Meetings, Incentives, Conferences, Exhibitions) sales.
• Knowledge of sustainable tourism and how to promote it to trade partners.
Reports To: Area Manager
Location: Montréal, Montréal Office-based with possibility of hybrid office/remote working. Frequent travel for trade shows, training sessions, FAM trips and sales missions.
Employment Type: Full-time
Contract Duration: Permanent
Salary: Fixed plus variable on results
Job Summary
The Travel Trade Sales Manager will be responsible for driving tourism to client destinations from the USA and Canada by expanding distribution networks, improving connectivity capacity by partnerships with air carriers, training travel agents, and executing joint marketing campaigns with travel operators and airlines. This role requires a results-driven sales professional with a deep understanding of the B2B travel industry, strong negotiation skills, and a passion for destination promotion.
The Travel Trade Sales Manager will work closely with the Area Manager to implement the market strategy, focusing on contracting, training, and co-marketing initiatives to increase client visibility and visitation from the US and Canada market.
Key Responsibilities
1. Travel Trade Development & Contracting
• Identify, engage, and contract new tour operators, wholesalers, and OTAs to sell client destinations in the US and Canada.
• Negotiate commercial terms (commissions, marketing support, exclusivity) with trade partners.
• Maintain and expand relationships with existing trade partners to increase product offerings.
• Monitor competitor activity and market trends and adjust strategies to client’s competitive edge.
2. Training
• Develop and deliver training programs for travel agents on:
• Destination knowledge (attractions, itineraries, cultural tips).
• Product updates (new hotels, experiences, routes).
• Sales techniques (handling objections, upselling).
• Organise webinars, workshops, and in-person training sessions for trade partners.
3. Joint Marketing & Promotions
• Collaborate with tour operators on co-marketing campaign executions
• Increase presence and share of voice for client destinations in trade partner catalogues and websites.
• Develop B2B incentives (e.g.FAM trips, incentive plans, etc.) to boost bookings.
• Represent clients at trade shows, roadshows, and networking events.
4. Performance Monitoring & Reporting
• Track sales performance of trade partners (bookings, revenue, market share).
• Prepare monthly reports on trade activity, training completion rates, and campaign results.
• Provide market feedback to HQ on product gaps, competitor strategies, and agent sentiment.
• Assist the Area Manager in budget planning and activity planning for trade initiatives.
5. Familiarisation Trips (FAMs)
• Plan and execute FAM trips for key trade partners (agents, tour operators, media).
• Coordinate with local suppliers (hotels, DMCs, attractions) to create itineraries.
6. Stakeholder Collaboration
• Work with the Area Manager to align trade strategies with overall market goals.
• Liaise with airlines, hotels, and DMCs to secure competitive rates and packages for trade partners.
• Support consumer campaigns by providing trade insights and distribution channels.
Qualifications & Experience
Education:
• Bachelor’s degree in Tourism, Hospitality, Business, Marketing, or related field.
Experience:
• Minimum 5 years in travel trade sales, tour operations, or destination marketing.
• Proven track record in B2B sales, contract negotiation, and trade training.
• Experience working with tour operators, wholesalers, travel agents or OTAs in UK.
Skills & Competencies:
• Sales & Negotiation: Ability to close deals and build long-term trade relationships.
• Training & Presentation: Strong public speaking and facilitation skills.
• Market Knowledge: Deep understanding of the US and Canada travel trade landscape.
• Communication: Excellent written and verbal skills. Excellent public speaking/presentation.
• Analytical Skills: Ability to interpret sales data and adjust strategies accordingly.
• Digital Proficiency: Comfortable with CRM tools, Microsoft Office, and virtual training platforms.
• Travel Readiness: Willingness to travel up to 30% of the time (domestic and international).
Preferred:
• Existing network of tour operators and travel agents in Canada and USA
• Experience in MICE (Meetings, Incentives, Conferences, Exhibitions) sales.
• Knowledge of sustainable tourism and how to promote it to trade partners.
