Sales Manager - Leisure & Trade

Newmark Hotels; Cape Town; On-site; ZAR 300 000 - 450 000; Full time

Job summary

A leading hotel group in Cape Town is seeking an experienced Sales Manager to drive revenue growth across city hotels and game lodges. The ideal candidate will manage relationships with Tour Operators and DMCs, ensuring alignment with the hotel's commercial strategy. Responsibilities include portfolio management, market analysis, and administrative tasks related to sales. This role requires 3–5 years of hotel sales experience, strong negotiation skills, and a solid understanding of the international leisure travel market.

Qualifications

• 3–5 years’ experience in hotel sales, preferably in leisure trade.
• Experience with both city hotels and safari lodge products.
• Proven experience managing Tour Operator and DMC relationships.

Responsibilities

• Manage and grow a defined portfolio of international and regional partners.
• Identify new trade opportunities and develop strategies.
• Support annual rate contracting processes.

Skills

Hotel sales experience

Commercial negotiation skills

Strong communication skills

Organizational skills

Education

Relevant tertiary qualification in Hospitality, Tourism, Sales, or Marketing

Job description

Job Advert Summary

The Sales Manager is responsible for driving revenue growth across a portfolio of city hotels and game lodges, with a primary focus on servicing our international and regional leisure trade partners that support our leisure segment. This role requires strong relationships with Tour Operators, DMCs, Wholesalers, and Key Trade Partners, coupled with a deep understanding of international booking cycles, contracting structures, and seasonal demand patterns.

The Sales Manager will actively source, convert, and grow leisure business while ensuring accurate administration, rate integrity, and alignment with the overall commercial strategy of the hotel group.

Minimum Requirements

• Minimum 3–5 years’ experience in hotel sales, preferably within leisure trade and multi-property portfolios.
• Experience selling both city hotels and safari / lodge products highly advantageous.
• Strong understanding of hotel systems. Relevant tertiary qualification in Hospitality, Tourism, Sales, or Marketing preferred
• Strong knowledge of international leisure travel trade and hotel sales environments.
• Proven experience managing Tour Operator and DMC relationships.
• Commercially astute with strong negotiation and closing skills.
• Highly organised with excellent administrative and reporting discipline.
• Ability to manage multiple properties and markets simultaneously.
• Confident communicator with strong presentation skills.

Duties and Responsibilities

Sales & Account Management (Core Focus)

• Manage and grow a defined portfolio of international and regional Tour Operators, DMCs, Wholesalers, and Trade Partners.
• Conduct regular sales calls as per KPI’s, presentations, and negotiations (virtual and in-person).
• Identify new trade opportunities and develop market-specific strategies for urban hotels and safari lodges.
• Drive production across FIT, Leisure groups, group series, and adhoc leisure opportunities.
• Support the conversion of high-value enquiries.

Market Knowledge & Booking Cycles

• Demonstrate a strong understanding of source market booking windows, lead times, and travel patterns.
• Align sales activity with key contracting periods, brochure deadlines, and peak booking cycles.
• Provide insight into seasonality, demand shifts, and market trends across both urban and safari destinations.

Portfolio & Product Management

• Represent the full portfolio confidently, articulating product differentiation between urban hotels and game lodges.
• Ensure trade partners are fully educated on product updates, USPs, room types, experiences, and access logistics.
• Coordinate and host site inspections and FAM trips in collaboration with operations.

Contracting & Commercial Administration

• Support annual rate contracting processes for leisure trade partners.
• Manage the timely distribution and execution of ad hoc trade campaigns and offers to maximise results.
• Support with driving preferred partner performance programs in line with company guidelines.
• Maintain strong discipline around rate parity and contracted terms.

Reporting & Administrative Responsibilities

• Maintain accurate and up-to-date account records, call reports, and action plans.
• Track production of key account performance against agreed targets.
• Deliver consistent weekly sales reporting and contribute to monthly owner communications.
• Manage administration related to:
  • Rebate Requests
  • Trade communication and follow-ups
  • Series and adhoc group negotiations and contracting

Collaboration & Internal Alignment

• Work closely with Revenue, Reservations, and Operations teams to ensure seamless execution of trade business.
• Provide feedback from the market to support product development, packaging, and marketing initiatives.
• Support trade shows, workshops, and international sales missions where required