Key Account Director Tours & Groups

Edyn; City of London; On-site; GBP 60,000 - 80,000; Full time

Job summary

A leading hospitality firm in London is seeking a Senior Sales Manager for Tours and Groups to drive revenue and client retention. This role entails managing relationships with tour operators and executing sales strategies to maximize commercial value. The ideal candidate will have significant experience in hospitality, strategic partnerships, and a proven track record in driving growth. This position is based on-site in London.

Qualifications

• Significant experience managing strategic tour operator and group travel partnerships.
• At least 5 years' experience in the hotel sector focused on tours and groups.
• Proven track record of driving revenue through group travel providers.

Responsibilities

• Own and manage strategic relationships with key tour operators.
• Develop and execute a proactive tours and groups sales strategy.
• Shape and deliver growth plans for key regions.

Skills

Strong communicator

Stakeholder management

Strategic thinking

Confident negotiator

Analytical skills

Sales proficiency

Tools

CRM platforms

Job description

Purpose: To own and lead Edyn's tours and groups sales strategy, driving revenue, client retention, and market growth through strategic account management and high-impact partnerships across the tour operators and group travel sectors in all relevant markets.

Reporting to: Global Director Key Accounts

Location & Hours: Based at our London offices 5 days a week.

IN THIS ROLE YOU WILL BE RESPONSIBLE FOR THE FOLLOWING

• Own and manage strategic relationships with key tour operators and group travel providers to maximise commercial value and brand loyalty
• Develop and execute a proactive tours and groups sales strategy, focused on driving revenue and optimising distribution
• Shape and deliver growth plans for key regions, leveraging market insights and group travel demand data
• Lead commercial negotiations, rate strategy, and joint initiatives with tour operators and group travel partners to optimise visibility and conversion
• Drive tours and groups performance, including preferred partnership programmes and strategic alliances with organisations
• Collaborate cross-functionally with revenue, marketing, and operations teams to align commercial goals and tactical execution
• Analyse performance across all tours and groups channels, using insights to refine strategy and report on ROI
• Represent Edyn at key industry events and conferences, building visibility and driving influence within the tours and groups sector
• Identify and develop new tour operator and group travel partnerships, supporting growth and expansion into untapped markets and sectors

IN THIS ROLE YOU WILL NEED THE FOLLOWING

Experience

• Significant experience managing strategic tour operator and group travel partnerships in hospitality looking after £3m plus of annual business
• At least 5 years' experience in the hotel sector with focus on tours and groups
• Proven track record of driving revenue and brand exposure through tour operators, group travel providers, and wholesale channels
• Deep understanding of group booking processes, tour series contracting, and distribution strategies
• Experience managing regional, national and international tour operator accounts with a commercial lens
• Minimum 7 years in senior sales or account management roles in fast-paced, commercially focused businesses
• Strong knowledge of the tourism landscape and group travel markets

Skills

• Strong communicator with excellent stakeholder and partner management skills
• Strategic thinker with a high level of commercial acumen and a results-driven mindset
• Confident negotiator with experience in group rate and contract management
• Highly analytical and comfortable using performance data to shape sales activity
• Proficient in sales, CRM, and reporting platforms
• Excellent knowledge of tourism industry and group travel procurement practices

Attributes

• Entrepreneurial and commercially proactive, with a clear focus on growth
• Client and brand-focused, with a solutions-driven approach
• Self-motivated, collaborative, and able to lead initiatives independently
• Well-connected within tour operator and group travel landscapes
• Organised, detail-oriented, and driven to exceed performance expectations
• Passionate about the tourism and group travel market and its evolving needs