Sales Manager

AIRIQ 365; Mumbai; On-site; INR 1,800,000 - 3,200,000; Full time

Job summary

AIRIQ 365 LIMITED in Mumbai is seeking a Sales Manager – API Distribution & Relationship Management to drive hotel business by building and managing B2B API distribution partners, including OTAs and travel platforms. You will expand inventory distribution, ensure profitable sales, and foster long-term partner relationships across functions.

The role collaborates with Technology, Distribution, Procurement, Revenue, Operations and Finance to onboard partners, enable bookings, and grow accounts.

Qualifications

• 6–8 years of experience in B2B hotel sales, API distribution, or travel account management.
• Established relationships with hotel API buyers and OTAs.
• Proven ability to acquire new accounts and grow partner business.
• Strong understanding of hotel APIs, mapping, room and rate plans.
• Experience coordinating API onboarding with technical teams.
• Based in Mumbai or Bengaluru or willing to relocate.

Responsibilities

• Identify and acquire API distribution partners for AIRIQ’s hotel inventory.
• Build and maintain a sales pipeline across domestic and international markets.
• Present AIRIQ’s hotel portfolio, destination coverage, inventory availability and commercial advantages.
• Negotiate pricing structures, payment terms and business commitments within approved guidelines.
• Coordinate agreements, documentation and internal approvals.
• Manage the onboarding process from signing through go-live and activation.

Skills

Relationship management

Negotiation

Sales leadership

Communication

CRM proficiency

Excel

Education

Graduate in any discipline; hospitality or business preferred

Tools

CRM systems

Excel

Job description

Company: AIRIQ 365 LIMITED

Locations: 2 - Mumbai and Bangalore

Employment Type: Full-time

Experience: 6–8 years in relevant roles

Travel: Regular travel for partner meetings and business development

Role Overview

The Sales Manager – API Distribution & Relationship Management will drive AIRIQ’s hotel business by acquiring, activating and managing B2B API distribution partners, including OTAs, travel platforms, travel management companies, bed banks and other travel intermediaries.

The role involves expanding the distribution of AIRIQ’s pre-purchased and directly contracted hotel inventory, generating profitable sales and developing long-term partner relationships. The selected candidate will work closely with Technology, Distribution, Procurement, Revenue, Operations and Finance to ensure successful onboarding, consistent booking production and account growth.

Key Responsibilities

1. Partner Acquisition and Business Development

• Identify and acquire partners for the distribution of AIRIQ’s hotel inventory through APIs.
• Build and maintain a sales pipeline across relevant domestic and international markets.
• Present AIRIQ’s hotel portfolio, destination coverage, inventory availability and commercial advantages.
• Understand prospective partners’ requirements and propose suitable commercial arrangements.
• Negotiate pricing structures, payment terms and business commitments within approved guidelines.
• Coordinate agreements, documentation and internal approvals.

2. API Onboarding and Partner Activation

• Manage the commercial onboarding process from agreement signing through integration, testing and go‑live.
• Coordinate with partner and internal technical teams on API access, hotel mapping, inventory availability and booking requirements.
• Track onboarding milestones and resolve business dependencies to support timely activation.
• Ensure relevant hotels and destinations are enabled on partner platforms.
• Drive initial bookings and develop newly integrated partners into consistently productive accounts.

3. Relationship and Account Management

• Act as the primary commercial contact for assigned API distribution partners.
• Develop relationships with partner leadership, sourcing, sales, revenue, product and technical teams.
• Understand each partner’s customer segments, destination demand, booking patterns and growth opportunities.
• Prepare account plans covering sales targets, inventory promotion and business expansion.
• Conduct regular performance reviews and agree on actions to improve production.
• Coordinate the resolution of commercial, booking and service escalations.

4. Sales Growth and Inventory Distribution

• Achieve agreed targets for room nights, revenue, contribution and productive accounts.
• Promote AIRIQ’s pre‑purchased and directly contracted hotel inventory across partner networks.
• Increase sales of priority hotels, destinations and travel periods.
• Work with Revenue on partner‑specific pricing, mark‑ups, offers and promotional campaigns.
• Identify opportunities to increase wallet share and reactivate low‑producing accounts.
• Share partner demand and hotel sourcing requirements with Procurement.

5. Distribution Performance and Market Intelligence

• Monitor partner searches, bookings, conversion, cancellations and hotel‑level production.
• Coordinate action on rate competitiveness, availability, mapping errors and booking issues affecting sales.
• Review search‑to‑book performance and identify opportunities to improve conversion.
• Track competitor offerings, partner feedback and emerging market demand.
• Recommend improvements to AIRIQ’s hotel portfolio and distribution proposition.

6. Credit, Collections and Reporting

• Coordinate partner credit limits, payment schedules and collections with Finance.
• Monitor outstanding balances and escalates overdue payments or credit concerns.
• Ensure commercial commitments remain within approved policies and authority limits.
• Maintain accurate CRM records, sales pipelines, account plans and business forecasts.
• Submit regular reports on partner acquisition, activation, production and account performance.

Candidate Profile

• Graduate in any discipline; a qualification in travel, hospitality or business management is preferred.
• 6–8 years of experience in B2B hotel sales, API distribution, bed‑bank sales or travel account management.
• Established relationships with hotel API buyers, OTAs, travel platforms, travel management companies or other relevant distribution partners.
• Proven ability to acquire new accounts and grow existing partner business.
• Working understanding of hotel APIs, hotel mapping, room and rate plans, booking flows and distribution commercials.
• Experience coordinating API partner onboarding with technical teams.
• Understanding of hotel pricing, margins, credit exposure and commercial negotiations.
• Strong communication, presentation, negotiation and relationship‑management skills.
• Proficiency in Excel, CRM systems and sales reporting.
• Candidates should be based in, or willing to relocate to, Mumbai or Bengaluru, depending on the position.

Key Performance Indicators

• New API distribution partners acquired.
• Partners integrated, activated and generating bookings.
• Time from agreement signing to go-live and first booking.
• Room nights, revenue and contribution from assigned accounts.
• Sales of priority pre‑purchased and directly contracted inventory.
• Growth, retention and wallet share of existing partners.
• Improvement in partner conversion and productive hotel coverage.
• Timely collections and adherence to approved credit terms.
• Accuracy of sales forecasts and account reporting.