This senior commercial role involves leading the commercial strategy for a fly-in safari company, driving B2B distribution success across priority source markets in the luxury travel sector. The successful candidate will leverage existing market knowledge and relationships to accelerate market penetration and ensure commercial advantage.
Key Responsibilities
- Develop and implement a comprehensive B2B commercial strategy across priority source markets, supported by market segmentation and targeted channel approaches.
- Establish and manage relationships with key wholesale operators, retail agencies, and luxury travel partners, leveraging the brand to accelerate market penetration.
- Design and execute tailored lead-generation, sales conversion, and trade education programs to strengthen engagement and drive bookings.
- Recruit, train, and oversee sales resources in key markets, ensuring they have effective tools, materials, and support.
- Create and manage a robust CRM system to monitor partner performance, sales pipeline, and market intelligence.
- Develop competitive, flexible pricing models and commercial toolkits including rate cards, commission structures, booking terms, and promotional assets.
- Monitor market trends and competitive activity, using insights to adjust strategies and maintain the commercial advantage.
- Collaborate with internal teams and represent the company externally, ensuring alignment across marketing/reservations and providing senior leadership with regular reporting and strategic recommendations.
Key Qualifications and Experience
- Experience: 8–10 years of senior commercial or sales leadership experience within the safari, luxury travel, or adventure tourism sector, with a strong record of B2B distribution success.
- Market Knowledge: In-depth knowledge of East African safari markets, including luxury lodge operations, fly-in safaris, and packaged travel products.
- Financial Acumen: Strong commercial and financial acumen, including pricing strategy, yield management, P&L ownership, and air charter cost structures.
- Global Relationships: Established global trade relationships with DMCs, tour operators, retail agencies, and luxury travel consortia across North America, Europe, and emerging Asian markets.
- Leadership: Proven ability to build, lead, and motivate sales teams across multiple source markets.
- Soft Skills: Exceptional communication, presentation, and stakeholder-influencing skills at all organizational levels.
- Technical Proficiency: Highly analytical and tech-savvy, comfortable with CRM systems, sales analytics, and data-driven decision-making.
- Attributes: Entrepreneurial, adaptable, and committed to sustainable tourism, with a willingness to travel extensively for market engagement and industry events.
- Cultural Fit: Cultural sensitivity and ability to work effectively across diverse markets.
