Aimbridge Corporate - Director of Sales - Tour Operators and OTAs

Aimbridge Hospitality; Plano (TX); On-site; USD 100,000 - 140,000; Full time

Benefits offered by this job

Medical, Dental, and Vision Coverage

401(k) Retirement Plan

Paid Time Off

Job summary

A leading hospitality management company is seeking a Director of Sales for Tour Operators & OTAs, responsible for creating and executing a comprehensive sales strategy for a portfolio of resorts. This role entails leading a sales team to build relationships with Tour Operators and Online Travel Agents, setting and monitoring revenue targets, and collaborating closely with various stakeholders. Candidates should have significant experience in hospitality sales, strong analytical skills, and proven leadership abilities.

Qualifications

• 7–10+ years of sales experience in hospitality or travel.
• Experience in managing multi-country regions including Caribbean and U.S.
• Strong commercial skills and comfort with channel analysis.

Responsibilities

• Develop and execute regional sales strategy for TOs and OTAs.
• Lead contracting and negotiations with key partners.
• Coordinate with property-level teams on strategy and pricing.

Skills

Sales strategy development

Negotiation

Leadership

Analytical skills

Relationship building

Education

Bachelor's degree in business or hospitality

Master's degree

Tools

CRM tools

MS Office

PMS/CRS

Job description

Director of Sales – Tour Operators & OTAs

Location: 5301 Headquarters Drive, Plano, TX, 75024

Job Summary

The Director of Sales of Tour Operators and OTAs is responsible for developing and executing a comprehensive sales strategy for a portfolio of all‑inclusive resorts within a defined region. The role focuses primarily on building and maintaining value‑based relationships with Tour Operators (TOs) and Online Travel Agents (OTAs), driving top‑line revenue, market share, and profitability while leading a high‑performing sales team.

Key Skills & Responsibilities

• Develop and execute the regional sales strategy for TOs and OTAs for resorts in the Florida, Caribbean, and Latin America markets.
• Set and monitor revenue, room night, and market share targets by partner, property, and market.
• Lead contracting and negotiations with key TOs, OTAs, and wholesalers, including rates, allotments, and co‑op marketing.
• Conduct regular business reviews with key partners to analyze production, ADR, and profitability and identify growth opportunities.
• Manage and coach US and internationally based Sales Managers, ensuring alignment with regional goals.
• Coordinate closely with property‑level teams to ensure consistency in strategy, pricing, and positioning.
• Collaborate with Revenue Management and Marketing on pricing, promotions, trade campaigns, and content optimization across partner platforms.
• Monitor market and competitive trends and provide insights and recommendations to senior leadership and property owners.
• Prepare forecasts and performance reports for internal stakeholders and owner/asset management meetings.
• Frequent regional travel and occasional international travel (30–60% of time).

Education & Experience

• Bachelor’s degree in business, hospitality, tourism, or related field; Master’s degree is a plus.
• 7–10+ years of hospitality or travel sales experience, with 3–5 years in a leadership role.
• Proven experience with EP and/or all‑inclusive resorts and leisure distribution (TOs, Bed‑banks, OTAs).
• Experience managing multi‑country regions, ideally including Caribbean, Mexico, U.S., and/or Europe.
• Background in a third‑party management company or multi‑property environment.
• Strong commercial and analytical skills; comfortable with channel and profitability analysis.
• Proven leadership of remote and/or geographically dispersed teams.
• Excellent negotiation, relationship‑building, and stakeholder management skills.
• Clear, confident communication and presentation abilities.
• Proficiency with PMS/CRS, channel managers, OTA extranets, CRM tools, and MS Office.
• Fluent English and Spanish preferred; additional language is a plus.

Benefits

• Daily Pay – Ask your recruiter for more details.
• Medical, Dental, and Vision Coverage.
• Short‑Term and Long‑Term Disability Income.
• Term Life and AD&D Insurance.
• Paid Time Off.
• Employee Assistance Program.
• 401(k) Retirement Plan.

Company Information

Aimbridge Hospitality is the world’s leading global hospitality management company. With a portfolio of over 80 respected hotel brands, we are dedicated to creating exceptional guest experiences and building strong relationships with partners and team members.