Sales Director – Consortia Accounts

Kensington; United States; On-site; USD 79,000 - 86,000; Full time

Job summary

Kensington Tours seeks a strategic sales leader to drive consortia growth within the agency channel. You will own a portfolio of consortia accounts, building relationships, expanding revenue, and aligning with a peer to implement a unified strategy across the portfolio.

You will shape market positioning, manage the full sales cycle from prospecting to contracting, and collaborate with Marketing to run programs and events.

Qualifications

• 5–10 years of sales or business development experience in travel or luxury travel.
• Proven success in consortia account growth or related agency partnerships.
• Demonstrated experience shaping account or channel strategy, not just executing against existing plans.
• Strong relationship-building skills with the ability to influence internal and external stakeholders.
• Strategic and entrepreneurial mindset, able to work independently while collaborating across teams.
• Results-oriented with a track record of meeting or exceeding sales targets.
• Excellent written and verbal communication skills.
• Domestic and international travel required (~70%).

Responsibilities

• Own and grow an assigned portfolio of consortia accounts, ensuring year-over-year sales growth against targets.
• Contribute to long-term consortia growth strategy and market positioning.
• Build and execute a consortia-focused sales strategy with a strong pipeline.
• Manage the full sales cycle for assigned accounts, including prospecting and contracts.
• Coordinate with peer to maintain consistent strategy, pricing, and messaging.
• Analyze market trends to inform the agency channel strategy.
• Collaborate with Territory Directors to align account strategies.
• Work with Marketing to design consortia programs and events.
• Monitor performance and provide strategic insights on opportunities and risks.
• Report on revenue, forecasts, bookings, and key metrics to leadership.
• Represent Kensington Tours at trade shows and industry events.

Skills

Consortia sales

Account management

Relationship building

Strategic planning

CRM proficiency

Travel industry knowledge

Education

Bachelor's degree in Business/Sales/Travel

Tools

MS Office

CRM platforms

Job description

Kensington delivers the world’s most personal travel experiences. We bring to life each client’s desire to travel in a way that’s tailored specifically for them, in the company of local private guides who ensure that they enjoy the authentic best of their destination. The result is a unique journey rich in memories that last a lifetime!

We achieve this because of our extraordinary people, passionate experts with deep knowledge of their destinations. They are what enables us to deliver remarkable experiences in over 120 countries worldwide, and across each of our businesses – Private Touring, Cruises, Villas, Yachts, Expeditions, Ultraluxe Land, Private Jets, and Air.

Role Overview:

Seeking a strategic, results-driven sales leader to drive consortia account growth within Kensington Tours' agency channel. This role owns a dedicated portfolio of consortia accounts, developing relationships, growing revenue, and shaping how Kensington competes for preferred-partner status — working alongside a fellow Consortia Sales Director to ensure a unified strategy across the full consortia portfolio.

Key Responsibilities:

• Own and grow an assigned portfolio of consortia accounts, ensuring year-over-year sales growth against strategic targets.
• Contribute to and help shape Kensington's long-term consortia growth strategy, including market positioning and preferred-partner objectives.
• Build and execute a consortia-focused sales strategy for your portfolio to develop a strong pipeline and deliver measurable results.
• Manage the full sales cycle for assigned accounts, including prospecting, contracting, and account management.
• Coordinate with the fellow Consortia Sales Director to maintain consistent strategy, pricing, and messaging across the full consortia portfolio, avoiding overlap or duplicated outreach.
• Analyze consortia market trends and competitive positioning to inform Kensington's broader agency channel strategy.
• Collaborate with Territory Sales Directors to align account strategies and ensure consistent execution across the channel.
• Collaborate with Marketing to design and execute consortia programs, agent events, and promotional initiatives.
• Monitor account performance and provide strategic insight on opportunities, risks, and growth levers.
• Track, analyze, and report on consortia business performance; including revenue, forecasts, bookings, and key metrics, delivering actionable insights to the Sr. Director and VP of Agency Sales.
• Represent Kensington Tours at domestic and international trade shows, conventions, and industry events.

Qualifications:

• 5–10 years of sales or business development experience in the travel or luxury travel industry.
• Proven success in consortia account growth or related agency partnerships.
• Demonstrated experience shaping account or channel strategy, not just executing against existing plans.
• Strong relationship-building skills with the ability to influence internal and external stakeholders, including peer-level coordination.
• Strategic and entrepreneurial mindset, able to work independently while collaborating across teams.
• Results-oriented with a track record of meeting or exceeding sales targets.
• Excellent written and verbal communication skills.
• Proficient in MS Office suite and CRM platforms.
• Domestic and international travel required (~70%).

Key Attributes:

• Highly motivated and self-directed, with strong organizational and strategic-planning skills.
• Collaborative team player, comfortable sharing ownership of a channel with a peer.
• Adaptable, solution-focused, and able to thrive in a fast-paced environment.
• Integrity, professionalism, and accountability in all interactions.

We provide a competitive compensation package with a strong pay for performance rewards approach. Employees have the opportunity to participate in incentive programs and compensation tied to business and individual performance. The expected compensation range for this position is: $110,000 to $120,000 base plus commissions and bonus (up to $168K+ OTE).

The actual compensation may vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training.

We are committed to providing employment accommodation in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act. If you require accommodation due to a disability at any stage of our hiring process, please advise us when completing your application.

The Range Group may use artificial intelligence throughout the recruitment process to screen, assess or select applicants for this position. These tools assist our hiring team but do not replace human judgment. Final hiring decisions are ultimately made by the hiring team.