Head Of Trade Sales in Cambridge

Established, reputable Tour Operator are seeking an experienced Head of Trade Sales to join their successful senior leadership team. The Head of Trade Sales will be responsible for driving the overall sales strategy for the company across the UK trade market. This includes leading and developing a team of three Business Development Managers, managing sales performance across all regions, providing strategic direction, and ensuring strong alignment between field activity, digital channels, product priorities, and wider business goals. The role holder will nurture key trade relationships, represent the brand at a senior level across the industry, and play a critical role in ensuring the company maintains and grows its position as a trusted long-haul specialist.

With a very competitive salary (negotiable) and a comprehensive benefits package, you will work on a hybrid basis with the office near Cambridge 3 days a week.

• Lead, motivate, and develop the team of three Business Development Managers.
• Establish KPIs and monitor performance to drive team and business growth.
• Oversee regional sales plans and ensure consistent high standards of delivery are met across all territories.
• Support BDMs during key meetings, events, and supplier engagements as needed.
• Foster a collaborative, high-performance culture across the sales function.
• Develop and implement an annual sales strategy aligned with the company's commercial priorities.
• Review and analyse sales performance data, identifying trends, challenges, and opportunities for growth.
• Oversee trade sales and marketing budgets, working closely with the Senior Partnerships Manager to optimise spend and ensure activities align with strategy, ensuring that trade marketing and sales activity remains within budget.
• Drive initiatives that grow market share, maximise revenue, and enhance brand presence.
• Provide regular insights, reporting, and recommendations to the Board of Directors.
• Be responsible for managing and maximising sales from national accounts.
• Negotiate commercial agreements, which include commission levels, overrides and marketing spend.
• Lead strategic negotiations and discussions to strengthen long-term trade partnerships.
• Support the team in initiating and nurturing relationships with travel agencies across the UK.
• Maintain deep understanding of the UK travel industry dynamics, competitor performance, and commercial trends.
• Act as the conduit between the sales team and internal departments, feeding back market intelligence to the product, marketing, commercial, and operations teams.
• Planning and overseeing trade events, roadshows, fam trips, and conferences.
• Representing the company at key conferences, trade exhibitions, and overseas educational trips.

• We are seeking an experienced Head of Trade Sales or Head Of Sales from a Tour Operator background.
• Significant leadership experience within the travel industry, ideally within a tour operator or trade-facing environment.
• Proven track record of managing a field-based sales team and driving measurable sales growth.
• Strong commercial acumen with the ability to interpret data, identify opportunities, and influence strategy.

• Very competitive salary.
• Hybrid working - 3 days office, 2 days remote - Cambridge.
• Hours are 37.5 per week from Monday to Friday from 9am-5.30pm.
• The role requires some travel to include relevant attendance at industry events, agency meetings, conferences, training sessions, and occasional overseas trips.
• Working from home 2 days per week.
• Performance related bonus.
• Annual company profit share bonus.
• Great discounts on your own holidays (plus generous friends and family discounts).
• 25 days holiday plus UK bank holidays.