Director of Group Travel Sales

Position Summary

Classic Escapes is seeking an experienced travel industry professional to develop and grow our group and affinity travel business.

This is a hands-on sales position for someone who knows travel, understands destinations, and has experience building relationships that lead to group business. We work primarily with universities and alumni associations, zoos, museums, associations, affinity organizations and other special-interest groups, creating customized travel programs throughout the world.

We are looking for someone who can identify the right organizations to approach, develop genuine relationships with decision-makers, understand what their travelers are looking for, and turn those relationships into long-term business.

Strong international destination knowledge is required, with particular knowledge of Africa and safari travel. The right candidate should be able to speak confidently and naturally about destinations and travel experiences, not simply sell from a brochure or presentation.

This is not a hotel sales, corporate travel, meeting planning or travel agency sales position.

What You’ll Be Doing

• Develop new group and affinity accounts, including universities, alumni organizations, zoos, museums, associations and other special-interest organizations.
• Identify new organizations and markets that are a natural fit for Classic Escapes.
• Research prospects and develop thoughtful, personalized ways to approach them.
• Build relationships with decision-makers and move those relationships toward actual travel opportunities.
• Grow existing accounts and reconnect with past or inactive clients where there is potential for new business.
• Work with our team to develop trip ideas and proposals that fit each organization and its travelers.
• Present destinations, itineraries and travel concepts to prospective and existing clients.
• Maintain consistent follow-up throughout what can sometimes be a long sales cycle.
• Maintain an organized pipeline showing active prospects, opportunities, status and next steps.
• Attend industry conferences, client meetings and other sales events as appropriate.
• Follow up after conferences and meetings and turn introductions into ongoing relationships.
• Look for creative ways to reach prospective clients beyond traditional cold calling.
• Work with our marketing team on destination content, presentations, webinars and other ways to introduce Classic Escapes and our expertise to prospective clients.

Destination Knowledge

Destination knowledge is a major part of this position. Candidates should have broad international travel knowledge and be comfortable discussing destinations with sophisticated travelers and travel planners.

Knowledge of Africa is particularly important and is required for this role. Candidates should understand safari travel and be familiar with the major safari destinations and experiences in East and/or Southern Africa.

We are looking for someone who can use destination knowledge to build credibility with clients, suggest ideas, answer questions and create excitement around a potential program.

What We’re Looking For

• Professional experience in the travel or tour operator industry.
• Experience developing new business and bringing in new clients or accounts.
• Experience with group, affinity, educational, cultural, safari, luxury or special-interest travel strongly preferred.
• Strong international destination knowledge.
• Working knowledge of African safari destinations and travel is required.
• Ability to build relationships with organizations rather than relying primarily on consumer or travel-agent leads.
• Strong communication and presentation skills.
• Excellent follow-through and organization.
• Ability to manage a sales pipeline independently.
• Comfortable working in a smaller company where people are expected to take ownership of their responsibilities.
• Creative approach to finding and developing new business.
• Willingness to travel for industry events, client meetings and educational travel as needed.
  

What Success Looks Like

This is ultimately a sales position, so success means developing business. At the same time, we understand that group and affinity travel has a longer sales cycle. Performance will therefore be measured not simply by the number of calls or emails made, but by whether qualified relationships are being developed and moving forward. That includes new prospects, meaningful client meetings, new opportunities, proposals, growth of existing accounts and, ultimately, confirmed groups and revenue.

About Classic Escapes

Classic Escapes is a family-owned tour operator with more than 30 years of experience creating customized travel programs around the world.

We specialize in group and affinity travel and work with universities and alumni associations, zoos, museums, associations and other organizations, as well as private travelers. Our programs range from African safaris and wildlife-focused journeys to cultural and educational travel throughout Europe, Asia, Latin America and beyond.

We are a small, experienced team, which means the person in this position will have considerable independence and the opportunity to play a meaningful role in how we grow.

Compensation: Base salary plus commission, commensurate with experience.