Director, Travel Trade Growth

COMPANY SUMMARY

The Empire State Building the Worlds Most Famous Building owned by Empire State Realty Trust Inc. (ESRT: NYSE) soars 1454 feet above Midtown Manhattan from base to antenna. The $165 million reimagination of the Empire State Building Observation Deck Experience created an all-new experience with a dedicated guest entrance an interactive museum with nine galleries and a redesigned 102nd Floor Observation Deck with floor-to-ceiling windows. The journey to the world-famous 86th Floor Observation Deck the only 360-degree open-air observation deck with views of New York and beyond orients visitors for their entire New York City experience and covers everything from the buildings iconic history to its current place in pop culture. The Empire State Building Observation Deck Experience welcomes millions of visitors each year and is ranked the #1 Top Attraction in New York City for the fourth consecutive year in Tripadvisors 2025 Travelers Choice Awards: Best of the Best Things to Do Americas Favorite Building by the American Institute of Architects the worlds most popular travel destination by Uber and the #1 New York City attraction in Lonely Planets Ultimate Travel List.

or follow the buildings Facebook X (formerly Twitter) Instagram Weibo YouTube or TikTok .

The ESBOD has recently undergone a top-to-bottom renovation that includes a dedicated Guest entrance an immersive tactile and digital museum that celebrates our icon from the moment it was conceived to its place today in pop-culture and a completely re-imagined 102nd floor viewing experience (). Within the museums more than one dozen memorable moments we could not resist but sprinkle a little extra fun with the inclusion of our Kong exhibit where visitors walk through an office from the 1930s complete with the famous giant apes fingers pierce the walls as he dangles from the building and dodges vintage fighter planes. Those brave enough can even step into Kongs hands but beware you might feel the power of this fearsome ape firsthand!

The renovations also include industry-leading Indoor Environmental Quality (IEQ) improvements such as bi-polar ionization MERV 13 filters and increased ventilation that led to the buildings achievement as the first building in the Americas to receive the WELL Health-Safety Rating.

Overall the Guest feedback has been stellar! New York Times quote: exhilarating and intimate.

Are you a driven self-motivated and results oriented professional who thrives on building a winning team Do you define success as the ability to drive revenue EBIDTA and deliver an exceptional experience Then join our team and experience the rewards of hard work teamwork learning and dedication to create a best-in-class attraction that requires excellence in all that we undertake.

ABOUT EMPIRE STATE REALTY TRUST

Empire State Realty Trust Inc. (NYSE: ESRT) owns and operates a New York City portfolio of well-leased top of tier office retail and multifamily assets. ESRTs Empire State Building features an Observation Deck. The Company is a recognized leader in sustainability. As of November 2 2026 ESRTs portfolio is comprised of approximately 7.7 million rentable square feet of commercial space and three residential properties. More information about Empire State Realty Trust can be found at and by following ESRT on Facebook Instagram TikTok X and LinkedIn .

POSITION SUMMARY

The Director Travel Trade Growth will report to the SVP Observatory General Manager and lead the strategy partnerships and commercial performance of the Empire State Building Observation Decks domestic and international travel trade business. This role is responsible for driving profitable visitation growth by expanding ESBODs presence across travel trade tour operators wholesalers pass programs hotels destination management companies online travel agencies transportation partners and other strategic distribution channels.

The Director will build and lead a high-performing sales team develop market growth strategies cultivate strategic partnerships and use data-driven insights to optimize channel performance partner profitability and long-term commercial growth. The Director will work cross-functionally with Revenue Management Marketing Operations and Accounting to identify new business opportunities strengthen ESBODs position in priority domestic and international markets and translate strategy into measurable admissions revenue and market share growth.

The ideal candidate is an entrepreneurial sales and business development leader who brings creative ideas to grow group sales takes initiative to pursue new business opportunities and builds strong partnerships that deliver measurable revenue growth. The ideal candidate is an entrepreneurial commercial sales and business development leader who brings creative ideas to grow group sales proactively pursues new business opportunities and builds strong strategic partnerships that deliver profitable admissions and revenue growth. This leader combines strong sales execution with commercial judgment understands how to balance admissions growth with per-cap performance and channel profitability and translates business opportunities into measurable financial results.

RESPONSIBILITIES

CORE FUNCTIONS:

• Build train and lead a high-performing sales team that consistently achieves ticket sales revenue and per cap goals Build and lead a high-performing commercially disciplined sales organization with clear goals defined account ownership and accountability for profitable revenue growth pipeline development forecasting accuracy sales execution and continuous improvement.
• Track analyze and report sales performance data to highlight trends identify improvement opportunities and provide leadership updates in a clear and actionable way

COMMERCIAL TURNAROUND & GROWTH:

• Own the travel-trade admissions revenue channel-mix and profitability plan
• Develop a clear channel strategy that determines where ESBOD should grow defend renegotiate reduce exposure or invest
• Rebuild performance with underperforming channels through senior relationships stronger placement correct product tagging improved content competitive economics premium-product distribution and joint marketing
• Reduce dependency on a small number of partners by developing new sources of profitable volume
• Expand high-potential segments including student groups domestic tour operators hotels and concierges transportation partners receptive operators corporate groups and attraction bundles
• Create market-specific plans for priority international and domestic source markets
• Convert trade shows sales missions FAMs and partner meetings into measurable bookings and admissions
• Identify partnership product and distribution concepts that give ESBOD a differentiated commercial advantage

REVENUE & CHANNEL MANAGEMENT:

• Work with Revenue Management to protect per-cap performance while increasing volume
• Evaluate pricing commissions inventory blackout periods dynamic pricing promotional offers and premium-product distribution by channel Partner with Revenue Management to evaluate channel pricing commissions inventory allocation blackout periods dynamic pricing promotional offers and premium-product distribution to maximize profitable admissions and revenue growth.
• Lead negotiations and annual business reviews with priority partners
• Maintain account-level forecasts growth plans opportunity pipelines and financial return analyses
• Test initiatives quickly measure incremental results scale what works and stop low-return activity

LEADERSHIP & EXECUTION:

• Build a results-driven sales team with clear goals ownership of accounts and accountability for sales and revenue performance
• Clarify roles territories account ownership targets and decision rights
• Coach the team on strategic account management negotiation prospecting analytics and closing
• Personally lead the highest-value and most complex partner relationships
• Collaborate closely with Marketing Digital Revenue Operations Accounting Ticketing Technology and Guest Experience
• Communicate performance transparently: what happened why it happened what is changing and what decision is required
• Develop and execute sales plans that target groups and travel trade segments including account development of existing clients and proactive outreach to attract new clients
• Oversee sales operations including contract management rate distribution pricing group sales reservations and reseller content delivery
• Direct the implementation of the travel trade sales and marketing plan to include account development activities for priority customers prospects source markets and segments
• Maintain a structured competitive-intelligence program to cover peer attractions observation decks channel terms products packaging placement and market activity; translate insights into clear commercial actions
• Own governance training adoption and data quality for Salesforce Ventrata and Satisfi Labs including system updates reporting standards and user accountability
• Establish audit processes for all travel trade accounts to ensure content accuracy premium placement and strong visibility across partner platforms
• Leverage emerging technologies such as AI to identify prospects strengthen account intelligence streamline reporting and improve departmental efficiency to protect confidential information and data quality
• Collaborate with Operations Accounting Revenue and Ticketing departments to streamline sales processes and ensure that sales strategies are aligned with overall business goals

WHAT SUCCESS LOOKS LIKE

• Success in this role means profitable admissions growth stronger travel trade partnerships and a productive motivated accountable sales team that delivers results transparently against goals set by Observation Deck leadership
• Within the first 3 months complete a fact-based assessment of admissions performance channel mix partner profitability source markets and growth opportunities; evaluate the sales organization operating model technology use account ownership and pipeline quality; establish leadership reports a weekly commercial scorecard and clear accountability; and deliver a prioritized 12-month growth strategy with measurable milestones and expected financial outcomes Within the first 90 days Assess the sales organizations performance capabilities account portfolio and growth opportunities. Establish clear goals reporting and accountability and develop a prioritized 12-month sales strategy focused on profitable admissions and revenue growth.
• Within 6 months execute recovery plans for priority partners and underperforming channels; expand domestic and international distribution through strategic partnerships and new business development; improve partner visibility product placement content quality forecasts and pipeline management; and strengthen execution across Revenue Management Marketing Operations Accounting Ticketing and Technology Within 6 months demonstrate measurable progress in new business development strategic partnership growth account performance and sales pipeline conversion. Strengthen team productivity forecasting accuracy and execution against agreed commercial priorities.
• Within 12 months demonstrate profitable admissions growth against the approved plan and prior year increased net ticket revenue and NOI contribution strong per-cap performance improved channel profitability and growth across strategic distribution channels Within 12 month deliver measurable profitable admissions and revenue growth against established targets while maintaining strong per-cap performance improving channel profitability expanding strategic partnerships and building a high-performing accountable sales organization.
• Improve market share and conversion with strategic partners while diversifying distribution channels to reduce concentration risk.
• Demonstrate improved forecast accuracy pipeline conversion and sales team productivity.
• Clear communication of performance priorities and required decisions to senior leadership weekly monthly quarterly and annually.
• Use of competitive intelligence emerging technologies and AI to improve sales effectiveness.

QUALITATIVE INDICATORS OF SUCCESS:

• Demonstrate accountability through clear goals consistent performance reviews and team ownership of results supported by strong collaboration effective communication and high morale

• Build and leverage strong industry connections to drive success

• Collaborate effectively with others prioritize tasks and communicate goals and plans clearly to ensure the achievement of admissions and revenue targets

• Partner with clients and stakeholders negotiate effectively and efficiently to obtain the best results for the company

• Identify innovative solutions and process improvements through proactive problem resolution

FINANCIAL TARGETS:

• • NOI 15%
  • Reseller Admissions 45%
  • Reseller Per Cap 15%
  • Subjective 25% (based on leadership collaboration accountability communication client and partner satisfaction innovation industry knowledge and team development)

REQUIRED SKILLS / ABILITIES

• Exceptional written and oral communication skills
• Ability to work in a fast-paced environment and manage multiple tasks simultaneously
• Knowledge of sales techniques and customer service best practices
• Strong analytical and problem-solving skills
• Strong proficiency in MS Office (Excel Word PowerPoint)
• Proficient in Salesforce (or other CRM system) and (or other work management platform)
• Knowledge of Ventrata ticketing (or other ticketing system) is preferred
• Ability and willingness to travel domestically and internationally and to attend trade events partner meetings and occasional evening or weekend activities as business needs require

EDUCATION & EXPERIENCE

• Bachelors degree in related field or equivalent combination of education and directly relevant experience
• Minimum of 8 years of progressively responsible sales business development or commercial experience including at least 3 years of direct people-management experience leading and developing a sales team
• Demonstrated success in developing creative sales strategies proactively pursuing new business opportunities and building partnerships that deliver measurable revenue growth
• Experience expanding group sales or developing new customer segments

WHAT YOU CAN EXPECT

At ESRT like our tenants our employees come from everywhere. We foster a collaborative work environment that captures top talent and cultivates the best ideas. As a Great Place to Work Certified employer we are committed to maintaining our positive work culture where employees are engaged and can grow and addition ESRT employees embody our Company Culture & Success Factors -

• Adaptable you are a self-starter whos able to quickly digest and execute new processes to work both collaboratively and independently
• Dynamic you are solutions-oriented aim to improve processes and implement efficiency and offer insightful feedback to improve ESRT
• Dependable you take a strong sense of ownership and accountability over your work
• Passionate you keep up with industry trends and are excited about the potential to propel the industry forward with a roll-up-your-sleeves attitude
• Curious you consistently look for new ways to work smarter not just harder
• Ethical you treat others with respect act with integrity in how you perform your work and embrace our collaborative culture
• Positive you possess a service-oriented attitude with excellent follow through

BENEFITS

• Competitivebasesalaryandbonus
• Health/Dental/Vision insurance
• Company sponsored Life AD&D STD (with Salary Continuation) and LTD Insurance
• VoluntaryEnhancedLTDProgram
• VoluntaryHospitalAccidentandCancerPrograms
• 401(k)with100%matchupto5%
• Paidparentalleave
• Pre-taxtransitaccounts
• EmployeeAssistanceProgramforemotionalfinancialandlegalsupport

WELL-BEING

• Generous paid time off
• FlexSummerFridays
• Employeeengagementprograms
• Volunteertimeoff
• Continuingeducation
• Complimentary Empire State Building Observation Deck access
• Complimentarygymmembershipandotherwellnessbenefits
• Employee Discount Programs

$140000 - $165000 a year

Salary is based on several factors including but not limited to education work experience job location size of property where applicable and/or addition to your base salary ESRT provides discretionary annual bonuses.

ESRT is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because they drive curiosity innovation and the success of our business. We do not discriminate based on race religion color creed national origin sex sexual orientation gender identity or expression reproductive choices age marital status veteran status disability status pregnancy parental status caregiver status genetic information political affiliation or any other status protected by the laws or regulations in the locations where we operate. This policy applies to all aspects of employment including hiring promotion demotion compensation training working conditions transfer job assignments benefits layoff and termination. Reasonable accommodations that do not create an undue hardship for the Company are available for applicants and employees with disabilities or sincerely held religious beliefs.

We may use artificial intelligence (AI) tools to support parts of the hiring process such as reviewing applications analyzing resumes or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed please contact us.

Required Experience:

Director