Key Account Director, Tours & Groups
Meet Our Recruiter
About the Role
The Opportunity
Reporting to the Vice President of Sales & Reservations, as Key Account Director - Tours & Groups you will take ownership of our tours and groups business across key source markets, driving performance through strong account management, commercial negotiation and strategic business development.
You will be responsible for strengthening existing partnerships while identifying new opportunities to grow market share, increase visibility and maximise revenue across our expanding portfolio.
Working closely with Revenue Management, Marketing, Operations and wider Commercial teams, you'll ensure that our tours and groups strategy remains innovative, competitive and aligned with broader business objectives.
This is a high-impact commercial role for a relationship-driven sales professional who understands the complexities of group travel distribution and thrives on building strategic partnerships that deliver meaningful revenue growth.
This role is based on-site 5 days a week, either at their property in Berlin or Munich, or the London HQ.
Key Responsibilities
- Own and develop relationships with major tour operators, wholesalers and group travel partners
- Create and execute a comprehensive tours and groups sales strategy focused on revenue growth and market expansion
- Drive performance across all tours and groups channels, identifying opportunities to increase conversion and profitability
- Negotiate commercial agreements, group contracts and preferred partnership programmes
- Develop regional growth plans based on market intelligence and travel demand trends
- Identify and secure new business opportunities across emerging markets and travel sectors
- Collaborate with internal stakeholders to align commercial initiatives and maximise performance
- Monitor channel performance, analyse data and deliver strategic recommendations based on ROI
- Represent the business at industry events, trade shows and key networking opportunities
- Act as a trusted commercial partner to both internal teams and external stakeholders
About You
You are a commercially astute hospitality sales leader with a deep understanding of the tours and groups landscape.
You enjoy building long-term partnerships, negotiating complex agreements and using market insight to unlock new opportunities. Equally comfortable operating strategically and tactically, you know how to turn relationships into sustainable revenue growth.
Experience & Expertise
- Minimum 5 years' experience in hotel sales with a strong focus on tours and groups
- Significant experience managing strategic tour operator and group travel partnerships
- Proven track record of overseeing £5m+ annual account portfolios
- Strong understanding of group travel procurement, contracting and distribution channels
- Experience working with regional, national and international tour operator accounts
- Demonstrable success delivering revenue growth through wholesale, group travel and tour operator channels
- Excellent commercial negotiation and account management skills
- Strong analytical capability with the ability to translate data into actionable strategies
- Experience using CRM, sales and reporting platforms
- Extensive knowledge of the tourism, leisure and group travel sectors
- Candidates must eligible to work in either the UK or EU as sponsorship will not be provided
Why Join?
This is an opportunity to join a business that is redefining what modern hospitality can be.
You'll work with passionate people, innovative brands and a growing international portfolio while playing a key role in shaping commercial success across Europe.
If you're excited by growth, thrive on building influential partnerships and want to make a genuine impact within a forward-thinking hospitality business, we'd love to hear from you.