About the job
Wholesale & Tour Operator Sales | Mumbai or Delhi Based
Position: India Sales Manager – Thailand
Location: Mumbai or Delhi, India
Employment: Full-Time
Market: India Outbound Thailand
Salary: USD $2,000–$3,000 per month + performance incentives
Primary Focus: Wholesale Tour Operators Travel Trade Room-Night Production
ROLE PURPOSE
Destination Hospitality is seeking an experienced and highly motivated India Sales Manager to represent its Thailand hotel portfolio in the India outbound travel market. The position will be based in Mumbai or Delhi and will have a clear commercial mandate: build and grow wholesale and tour operator business from India to our hotels in Phuket and Hua Hin.
The successful candidate will be responsible for developing productive relationships with India outbound tour operators, wholesalers, travel agencies and travel-trade partners that sell Thailand. The core objective is to increase contracted business, room nights, revenue and market share from the India outbound market.
This is a business-development and account-production role, not a general hotel marketing position. The ideal candidate already understands the India Thailand distribution network and has strong relationships with operators capable of producing significant room-night volume.
DESTINATION HOSPITALITY HOTEL PORTFOLIO
- Radisson Phuket – Phuket
- Radisson RED Phuket – Phuket
- Holiday Inn Phuket Karon Beach – Phuket
- Holiday Inn Surin Beach Phuket – Phuket
- Radisson Hua Hin Resort & Spa – Hua Hin
KEY RESPONSIBILITIES1. India Wholesale & Tour Operator Sales
- Develop and manage relationships with major India outbound wholesalers and tour operators selling Thailand.
- Generate contracted and tactical business producing room nights and revenue.
- Increase hotel visibility and preferred-hotel status among key travel-trade partners.
- Develop targeted promotions and packages within approved commercial parameters.
- Monitor competitor hotels, market pricing and account production.
- Regularly visit priority accounts and take corrective action where production is below target.
- Develop account plans for the highest-value wholesale and tour operator relationships.
2. India Travel Trade Network Development
- Build a comprehensive network of India outbound travel agencies, tour operators, wholesalers and travel-trade decision makers.
- Map the India distribution market and identify where Thailand bookings are being generated.
- Identify operators specializing in Phuket, family holidays, leisure Thailand, premium travel and multi-destination Thailand programs.
- Develop strong relationships with contracting, product, purchasing and senior management teams at key operators.
- Create regular communication and sales activity with priority accounts.
3. Account Production & Revenue Growth
- Take direct responsibility for room-night and revenue production from assigned India accounts.
- Set account-level production targets and develop plans to increase share of wallet.
- Track room nights, revenue, average rates and booking trends by operator.
- Identify accounts with declining production and implement recovery plans.
- Cross-sell the full Destination Hospitality portfolio according to each hotel's market positioning.
- Build repeat production by ensuring operators have the information, rates and sales support required to sell the hotels.
4. Sales Calls & Market Visits
- Conduct regular face-to-face sales calls with major India operators and wholesalers.
- Maintain an active travel schedule covering Mumbai, Delhi NCR and other priority India markets.
- Meet senior decision makers, product managers, contracting managers and Thailand specialists.
- Conduct hotel portfolio presentations and product updates.
- Use market visits to generate measurable commercial opportunities rather than simply maintain relationships.
5. Trade Events & Partner Activities
- Represent Destination Hospitality at selected India travel-trade events, Thailand roadshows and industry networking opportunities.
- Organize and participate in sales missions, operator presentations and partner training sessions.
- Evaluate every trade activity based on its ability to generate productive operator relationships and room-night production.
6. Market Intelligence
- Monitor India demand for Thailand and changes in operator booking patterns.
- Track competitor hotels, pricing, promotions, new openings and distribution strategies.
- Monitor airline capacity, new routes and market developments affecting India–Thailand travel.
- Provide regular intelligence on which operators are growing, declining or gaining market share.
- Provide management with clear recommendations on how Destination Hospitality can increase its share of the India market.
KEY PERFORMANCE INDICATORS
KPIPrimary ObjectiveIndian room nightsGrow total room-night production from IndiaWholesale revenueIncrease revenue generated through India operatorsProductive operatorsIncrease number of active operators producing bookingsNew accountsOpen and activate high-potential wholesale accountsExisting accountsIncrease production and share of walletContracted businessSecure competitive annual / seasonal operator agreementsAccount visitsMaintain structured face-to-face sales coveragePipelineMaintain a qualified pipeline of future wholesale business
CANDIDATE PROFILERequired Experience
- 5+ years of sales experience in India outbound travel, hospitality or tourism.
- Strong and current knowledge of the India outbound Thailand market.
- Established relationships with India tour operators and wholesale travel companies.
- Proven track record in wholesale or tour operator sales.
- Experience selling hotels, resorts, destinations or DMC products.
- Demonstrated ability to generate measurable room-night and revenue production.
- Strong commercial negotiation and account-management skills.
- Excellent English communication and presentation skills.
- Willingness to travel extensively throughout India.
Highly Preferred Background
Experience with a Thailand hotel group, destination management company, India outbound tour operator, Thailand-focused wholesaler, international hotel company or travel company with significant Thailand business.
PERSONAL ATTRIBUTES
- Commercially aggressive and target driven.
- Strong existing relationships within the India outbound travel trade.
- Excellent networker and relationship builder.
- Entrepreneurial and capable of developing new business independently.
- Strong negotiator who understands wholesale contracting and distribution.
- Highly organized with disciplined account follow-up and reporting.
- Comfortable with frequent travel and face-to-face sales.
- Focused on actual bookings and room nights rather than activity for its own sake.
- A true sales hunter who actively opens new accounts.
COMPENSATION
Base Salary: USD $2,000–$3,000 per month + performance-based incentives.
The incentive program will reward measurable wholesale business, room-night production and revenue generated for Destination Hospitality's hotels. Approved business travel, sales calls and trade activities will be supported by the company.
90-DAY OBJECTIVESFIRST 30 DAYS
- Become fully familiar with all five hotels, their positioning, room types, facilities, rates and key selling points.
- Map the India outbound Thailand wholesale and tour operator landscape.
- Identify a priority list of high-volume operators and wholesalers.
- Build an initial account pipeline and sales-call schedule.
- Establish relationships with priority product, contracting and purchasing contacts.
DAYS 31–60
- Conduct intensive face-to-face account visits in Mumbai and/or Delhi.
- Begin visits to additional priority India markets based on production opportunity.
- Present the Destination Hospitality portfolio to major operators.
- Identify immediate contracting and seasonal opportunities.
- Activate new operator accounts and begin generating bookings.
DAYS 61–90
- Convert priority prospects into productive accounts.
- Establish account-level room-night and revenue targets.
- Develop a 12-month India wholesale sales strategy.
- Create a clear production plan for each major operator.
- Demonstrate measurable growth in qualified pipeline and confirmed business.
HOW TO APPLY
Please submit your CV together with a brief summary of your India outbound Thailand experience, including the tour operators and wholesalers you currently work with, the markets you cover, the approximate room-night or revenue production you have generated, and your experience contracting or selling Thailand hotels.
DESTINATION HOSPITALITY
- Building and operating a portfolio of international hotels and hospitality businesses in Thailand.