Director of Sales Partnerships

Xanterra Travel Collection; Eau Claire (WI); On-site; USD 120,000 - 180,000; Full time

Job summary

Holiday Vacations seeks a Director of Sales Partnerships to lead three sales channels: media partnerships, group sales, and Friends & Family programs. You will manage a team of Sales Managers and Coordinators, handle key partner accounts, and contribute to company planning.

The role reports to the VP of Sales and Marketing and focuses on growing revenue through strong relationship-building and strategic execution in the Wisconsin area.

Qualifications

• Bachelor’s degree or equivalent in a related field.
• 7+ years in sales, partnerships, or account mgmt, incl. leadership.
• Proven ability to set vision, strategy, and priorities across channels.
• Strong financial and analytical skills with revenue management.
• Experience building alignment and accountability across teams.
• Track record of creating new sales programs from scratch.
• Long-term, trust-based partner relationships.

Responsibilities

• Lead Sales Managers and Coordinators; foster high-trust culture.
• Set goals, coach, and provide timely feedback.
• Manage portfolio of partner accounts with annual sales goals.
• Develop strategic plan and priorities with VP of Sales & Marketing.
• Coordinate with Marketing, Guest Travel, Operations, and Inventory.
• Grow group sales channel and recruit community leaders.
• Monitor performance and conduct regular business reviews.
• Ensure operational readiness of all sales programs.

Skills

Leadership

Sales strategy

Account management

Financial acumen

Communication

Cross-functional collaboration

Coaching & feedback

Education

Bachelor’s degree in business/hospitality/travel/marketing/communications

Tools

Microsoft Excel

CRM systems

Microsoft 365 (Word/Outlook/Teams/PowerPoint)

Job description

Holiday Vacations is a close-knit, Eau Claire–based travel company seeking a Director of Sales Partnerships to join our Leadership Team. This is a department head role: you will lead a team and help shape where our company goes next.

Overview

We are looking for someone who will put down roots, invest in our team, and grow with us for years to come. Our guests trust us because we build relationships patiently and honestly, and the right person for this role does the same. If that sounds like you, and you want to do this work close to home in the Chippewa Valley, we would love to meet you.

Preference will be given to candidates who already live within commuting distance of Eau Claire, Wisconsin. The successful candidate must be local or willing to relocate.

Company Summary

At Holiday Vacations, our mission is to enrich lives with valued travel experiences. We offer inclusive guided tours led by professional Tour Directors to more than 80 destinations on six continents. We travel by air, motor coach, trains, and cruises on itineraries that bring the destination alive for our guests. We are headquartered in Eau Claire, Wisconsin, and are a subsidiary of Xanterra Travel Collection, the largest national park concessionaire in the U.S. Xanterra also owns other tour operator and cruise line brands, including VBT Bicycling Vacations, Country Walkers, and Windstar Cruises.

Position Summary

The Director of Sales Partnerships leads the department responsible for three sales channels: media partnerships, group sales, and Friends & Family programs. Reporting to the Vice President of Sales and Marketing, this role oversees a team of Sales Managers and Coordinators, personally manages a portfolio of partner accounts with annual goals, and contributes to company‑wide planning and priorities.

Our media partnerships are well established and productive, and growing our group sales channel is a key priority for this role. This includes developing group leaders from within our own guest community and prospecting new organizations such as alumni associations. The ideal candidate is a sales‑driven leader who brings energy, persistence, and accountability to growing revenue, paired with the steady, relationship‑focused approach our partners and guests value.

WELCOME TO “THE HV WAY” – At Holiday Vacations

• Honesty & Integrity: We act with honesty and accountability, building trust with every guest, partner, and teammate. We keep our promises.
• Create Community: We create community by treating each other and our guests like extended family, fostering belonging, celebrating, and supporting one another.
• Surprise & Delight: We go beyond expectations to create meaningful experiences. We make every effort to exceed expectations.
• Grow Together: We embrace curiosity, feedback, and continuous learning – always striving to be better and do better.
• Innovate Boldly: We seek fresh ideas, adapt to change, and look for ways to stay ahead in a dynamic travel landscape.
• Protect What Matters: We prioritize safety and sustainability for our people, our guests, and the places we explore.
• Celebrate the Team: We succeed together, value each person’s gifts and contributions, and take time to enjoy the journey along the way.

Responsibilities

Holiday Vacations Core Competencies

• Accountability: You own your work and your results. When things go well or go wrong, you take responsibility, fix what you can, and focus on what comes next.
• Adaptability & Resilience: You handle change and tough times without giving up. You stay positive, adjust your plan when needed, and help others do the same.
• Customer Service: You show care and kindness to every person you interact with. You listen, pay attention, and go the extra mile so guests and team members feel welcome and valued.
• Initiative: You see what needs to be done and you do it, without waiting to be asked. You bring new ideas and take ownership of making things better.
• Integrity: You act the same way whether anyone is watching or not. You are honest, fair, and do what is right, even when it is hard.
• Interpersonal Skills: You know how to read a room. You understand your own feelings and others’ feelings and use that to connect with and support the people around you.
• Safety Awareness: You make safety a daily habit, not an afterthought. You look out for yourself, your teammates, and every guest, and speak up when something doesn’t feel right.

AREAS OF RESPONSIBILITY

People Leadership & Team Development

• Lead a team of Sales Managers and Coordinators, sustaining a high‑trust culture where clear expectations and strong relationships go hand in hand.
• Hold regular one‑on‑ones and team meetings; set clear goals and provide timely, actionable feedback and coaching.
• Keep the team informed and prepared for changes in priorities, programs, products, and processes.
• Engage the team in identifying and implementing improvements to how the department works.
• Conduct formal performance evaluations and manage performance with fairness, consistency, and discretion.
• Support each team member’s growth by identifying development needs and facilitating learning opportunities.

Sales Strategy & Company Leadership

• Participate in weekly Leadership Team meetings to discuss, prioritize, and solve company‑wide issues, and collaborate with peers on priority cross‑departmental projects.
• Partner with the Vice President of Sales and Marketing to develop the department’s strategic plan, annual sales targets, and priorities, aligned with company objectives and inventory capacity.
• Work closely with Marketing, Guest Travel, Operations, Inventory, and Tour Sales to align plans from strategy through execution, balancing sales goals with operational realities.
• Evaluate new and existing opportunities based on revenue impact, guest and brand fit, and operational feasibility.
• Prepare and deliver sales updates, performance insights, and recommendations to leadership.

Partner Accounts & Sales Performance

• Personally manage a portfolio of key partner accounts, including established media partnerships, with annual sales goals.
• Build long‑term, trust‑based partner relationships and represent Holiday Vacations in partner meetings, travel shows, and external events.
• Own department performance against annual sales, guest volume, and revenue goals across all channels.
• Monitor results and trends to identify risks and opportunities early, and lead regular business reviews that drive accountability.
• Serve as the escalation point for complex partner, sales, or program issues.

Group Sales Channel Development

• Lead the strategy and execution to build and scale the group sales channel.
• Use our customer CRM and referrals from Tour Sales Consultants to identify, recruit, and support guests and community leaders interested in leading group tours.
• Prospect and develop new group partnerships with alumni associations and similar organizations.
• Create the programs, tools, and resources group leaders need to promote and fill their tours.
• Track channel results and refine the approach over time based on what works.

Operational Execution & Process Discipline

• Ensure operational readiness for all sales programs through clear processes, timelines, and accountability.
• Own and maintain the department’s documented standard operating procedures, templates, and workflows, including version control.
• Champion continuous improvement in tools, systems, and processes to support growth and efficiency.

Knowledge, Skills, And Experience

• Bachelor’s degree in business, hospitality, travel, marketing, communications, or a related field, or an equivalent combination of education and relevant professional experience.
• Seven (7) or more years of progressive experience in sales, partnerships, or account management, including three (3) or more years leading a team with direct reports.
• Proven ability to set sales vision, strategy, and priorities across multiple channels and translate growth objectives into clear, executable plans.
• Strong financial and analytical acumen, including setting revenue goals, monitoring performance, identifying trends, and making informed decisions that balance growth with operational capacity.
• Demonstrated success leading teams, building alignment, and creating shared accountability through clear expectations, transparent communication, coaching, and consistent follow‑through.
• Demonstrated ability to identify opportunities and build new sales programs from the ground up, using relationships, testing, and continuous improvement to drive sustainable growth.
• A track record of building and maintaining long‑term, trust‑based partner or client relationships.
• Strong operational discipline, with the ability to manage competing priorities, deadlines, and interdependencies through clear processes and effective performance management.
• Excellent verbal and written communication skills, sound judgment, discretion, and effective problem‑solving in time‑sensitive situations.
• Proficiency in Microsoft 365 (Word, Outlook, Teams, PowerPoint, OneNote, Copilot); strong Excel