Head of Sales – Global Touring

Position:

Head of Sales – Global TouringContract type:

Full time permanent

Based:

Brisbane

Region:

APAC

Department:

Sales

Reporting to:

General Manager – APAC

Global Touring is seeking a unicorn for our new Head of Sales —dynamic, pragmatic, and strategic, yet possessing a visionary flair that breaks the mold. We’re on the lookout for a leader who can orchestrate teams with finesse, navigating the strategic landscape while ensuring tactical execution is flawless.

The Head of Sales – Global Touring will have responsibility for owning key partner relationships for the Topdeck, Back-Roads and Grasshopper Adventures brands and for delivering strong sales growth within the Australian and New Zealand markets primarily, with other regions as required.

Our new Head of Sales must have outstanding commercial acumen and excellent people skills. You’ll not only be leading a team to achieve growth targets, but you’ll be building and developing key partner relationships across all levels, to do so. You’ll nurture talent and foster a culture of excellence, all while championing innovation to set our brands apart from the competition in the sales space.

Your mandate extends beyond just oversight; it’s about crafting strong partnerships, leveraging market insights and using data to steer our brands to new heights. You will collaborate closely with global counterparts to help shape plans that deliver on global strategies while leading the regional sales activity and owning the results. A natural collaborator, you will deeply understand the vital synergy between Sales, Marketing, Customer Service (and all other departments), appreciating how seamless integration delivers the best results.

You will be an out of the box thinker – a keen strategist who can translate data into actionable plans, a beacon of leadership amidst a sea of challenges, and a seasoned navigator of the travel industry’s nuances. With a track record of driving results and forging lasting relationships, you’ll be the catalyst for our exponential growth in the trade and sales space.

The below competencies are more than checkboxes—they’re the pillars upon which success rests. From masterful negotiation to meticulous planning, from visionary leadership to unwavering focus on results, you’ll embody the ethos of excellence. Our values with will be your guiding light and your ethical compass will guide every decision, ensuring our journey is not just profitable but principled.

Reporting to and supporting the General Manager – APAC, you will be part of an amazing company where the boundaries of possibility can be redrawn, and the horizon holds limitless potential; know that your role isn’t just about sales figures—it’s about shaping the narrative of our success, one strategic move at a time. Working together we will develop our people, and of course, the massive growth potential of the Topdeck, Back-Roads and Grasshopper Adventures brands.

Key Responsibilities:

Leading and developing a growing team of 5 Business Development Managers to deliver exceptional results through continual improvements to the sales process

Developing an innovative sales approach to differentiate Topdeck, Back-Roads and Grasshopper Adventures in the APAC region, while staying on strategy

Developing and maintaining strong relationships with key trade, business, and brand partners across the travel industry

Analyzing individual source market, state and area performance and implementing strategically aligned plans to correct or exploit where appropriate

Analyzing individual key distribution partner performances and implementing tactics that deliver on brand strategy

Coordinating market intelligence and providing relevant feedback to the Executive Leadership team and Extended Leadership Group.

Designing and implementing plans to deliver targeted sales growth within the Australian and New Zealand markets (and wider regions as required)

Playing a key leadership role within the wider Global Touring teams to help define and deploy the sales strategy across APAC (and wider regions as required)

Managing annual expenditure within budget

Developing and maintaining strong relationships with travel agencies, consortia, independent agents, DMCs, media and other trade partners within the Australian and NZ markets (and wider regions as required)

Analyzing market performance metrics, including booking trends, revenue figures, and competitor analysis, to identify opportunities for growth

Collaborating with marketing teams to develop and execute promotions

Collaborating with key trade partners to develop and execute promotional strategies aimed at driving sales within their distribution channels

Negotiating and managing contracts and agreements with trade partners to maximize revenue and market share

Monitoring, evaluating and reporting sales performance against targets, identifying areas for improvement, and implementing corrective actions as necessary

Representing the company at industry events, trade shows, and conferences to promote brand awareness and forge new partnerships

Competencies and Experience:

Bachelor’s degree in business, marketing, or related field desirable, but not essential

Minimum of 6 years of experience in commercial roles within the travel industry, with at least 3 years in a leadership position, including staff management

Previous experience in sales, business development, and marketing is essential

Results-oriented mindset with a track record of meeting or exceeding targets

Experience working in a global team environment desirable, but not essential

Proven track record of success in trade sales, including building and maintaining relationships with trade partners and achieving revenue targets

Demonstrated ability to utilize data to devise a regional approach in line with budgets and strategy

Strategic thinker with a proactive and creative approach to problem-solving

Experience in developing and implementing sales strategies tailored to the Australian and New Zealand markets

Excellent communication and interpersonal skills, with the ability to build rapport and negotiate effectively with trade and business partners.

Proven ability to engage across all levels and in multiple forums, internally and externally

Ability to work collaboratively across departments, timezones and with senior leadership to drive business objectives

Demonstrated leadership abilities, with experience managing and developing sales teams to achieve results

Demonstrated proficiency in budget management, ensuring adherence to financial parameters while maximizing sales performance and ROI

Exemplary discipline and a strong sense of ownership, driving initiatives forward with accountability and dedication to achieving set objectives

Strong network of contacts within the Australian and New Zealand travel industry, including travel agencies, tour operators, and industry associations

Flexibility to travel as needed within Australia and potentially internationally

Global Touring Values

Our values aren’t just words on a page. They’re the backbone; the steering wheel;

the soundtrack to how we embrace each day. Like a well baked brownie, every ingredient

combines to achieve the rich consistency fuelling the soul of Global Touring.

Stay Curious

We are natural born explorers. Our people question old solutions, apply alternative thinking and embrace being challenged in the search for outcomes. We’re excited by the journey on and off the road – expanding our knowledge, adapting to feedback and questioning the status quo. Value ideas over hierarchy. Have the courage to take risks. Don’t let perfection prevent growth.

Choose transparency

We take the right way, not the easy way. We’re straight up even through the toughest conversations; tackling challenges head-on and with integrity. Honour commitments. Communicate with clarity. And build relationships based on mutual respect. Forget hidden agendas, we treat everyone fairly – despite a preference for instant coffee.

Don’t pass the buck

If we do it, we do it well. We are empowered to make decisions based on data and experience – holding each other accountable along the way. Spare the excuses. Be fearless in the pursuit of results. And take responsibility – even when no one’s looking. There will be bumps in the road; that’s ok. We own our mistakes and learn from the challenges as well as the successes.

Together we go further

Across oceans and office desks, it’s more than a love for travel that keeps us connected. There are no silos here; we are each other’s toughest critics and loudest supporters – especially around the ping pong table. People with diverse backgrounds, different identities and varied experiences make our company exceptional. We embrace alternate perspectives, recognise each other’s strengths and champion collective genius.

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