andBeyond is built on the strength of remarkable people who bring passion, care and commitment to their roles every day. Every andBeyonder plays a part in delivering exceptional guest experiences while staying true to our values of Care of the Land, Wildlife and People. This is how we continue to live our purpose of leaving our world a better place than we found it. For this reason, we choose andBeyonders carefully, as they are the strength and future of this company.
The Sales Manager – North America is accountable for growing South America revenue from the North American source markets into our South America DMC, andBeyond lodges, camps and yachts. The role also supports the thoughtful cross-promotion of andBeyond’s other operating geographies in Africa and Asia where this strengthens client relationships, partner confidence and the guest journey.
The role is accountable for South America gross revenue generation, delivered in partnership with in-market sales representatives, together with margin maintenance and improvement across Touring, Lodges, Camps and Yachts. Success in this role requires disciplined planning, consistent execution and close alignment with the Regional Sales Manager – South America and the Managing Director – South America Touring.
They will also lead the trade sales focus needed to identify, win and retain the right clients, while identifying new revenue opportunities that support andBeyond’s brand, commercial goals and long-term partner relationships.
The person in this role will bring sound judgement, resilience and calm decision-making in a fast-paced, high-pressure and complex environment.
KEY OUTPUTS:
Accountable for the delivery of gross revenue for South America against agreed budgets, segmented by:
- Lodges, Camps and Yachts; and
- South American Touring (DMC).
- 1. Geographic Target Setting:
Provide input and guidance, then agree revenue budgets by market representative, channel and geography in conjunction with the Regional Sales Manager – South America and Managing Director – South America Touring.
Accountable for market margin delivery against agreed budgets for the:
- Wholesale and Retail DMC business; and
- Lodges, Camps and Yachts business.
- 2. Marginmaintenance and improvement:
- Effective Cost Control;
- Steering of support into targeted third-party partners;
- Effective channel management;
- Support the ongoing quality control effort;
- Guide and influence yield management;
- Influence and input into the crafting of new Touring experiences and itinerary development;
- Grow andBeyond’s DMC support base in the channels of focus;
- Provide commercial recommendations on market prioritisation, tactical sales activity and partner focus, in alignment with agreed revenue, margin and brand priorities;
- Work through direct, matrix or representative relationships to align market activity, performance focus and partner engagement as required for trade engagement, partner development and product understanding;
- Represent andBeyond with care, commercial discipline and brand integrity across trade relationships, market activity and partner engagement;
- Maintain disciplined CRM, pipeline and market intelligence practices to support accurate forecasting, focused follow-up and clear commercial decision-making.
KNOWLEDGE AND EXPERIENCE:
- International sales and luxury tourism product, touring and DMC experience (Required);
- In depth understanding of the travel industry channels and their yielding (Required);
- Minimum three years’ international, multi-channel sales and sales management experience in business-to-business sales environments (Required);
- Proven track record in business planning, implementation and sales management (Required);
- Demonstrated ability to work in and with a culturally diverse group of people (Required)
- Proven leadership experience working within a geographically dispersed sales team (Preferred);
- Proven track record of hitting and exceeding stretch sales and margin targets (Required);
- Proven track record in successfully managing analytically rigorous initiatives and their successful implementation (Preferred);
- Demonstrated success working as part of a collaborative team environment (Required); and
- Knowledge of the products and destinations that andBeyond offers would be advantageous (Preferred).
QUALIFICATIONS PREFERRED:
- Relevant tertiary qualification or equivalent industry experience; and
- Sales, commercial or leadership development qualifications would be advantageous.
SKILLS REQUIRED:
- Language and destination knowledge: Fluency in English, with Spanish and/or Portuguese strongly preferred;
- Excellent understanding of luxury 4- and 5-star product, DMC operations, destination knowledge across Argentina, Chile, Ecuador and Peru, and the ability to position these experiences confidently for discerning trade partners and clients;
- Leadership and collaboration: Management skills with experience managing and collaborating with people located across multiple geographies;
- Experience working with andBeyond guests, clients or comparable luxury travel audiences;
- Exposure to andBeyond lodges, camps, yachts and operating regions;
- Commercial and financial capability: Financial management experience, including budgeting and management accounts;
- Understanding of quantitative and qualitative data analysis, with the ability to make sound decisions based on these analyses;
- Development of new business and revenue-generating initiatives;
- Understanding of yield management and the different markets in which andBeyond operates;
- Relationship and brand representation: Sales and brand representation, negotiation and partner engagement;
- Maintain trusted relationships with key andBeyond clients and influence internal teams to deliver consistently high levels of client satisfaction;
- Execution and communication: Excellent computer skills, including Microsoft Word, PowerPoint, Excel and Outlook;
- Problem-solving, time management, prioritisation and conflict management; and
- Excellent communication skills, including verbal communication, written communication, reporting and professional presence.
SUCCESS MEASURES:
- Achievement of agreed South America gross revenue and market margin targets by source market, channel and geography;
- Growth and retention of the right trade partner and client relationships, aligned to andBeyond’s brand and commercial priorities;
- Improved pipeline quality, CRM discipline, forecasting accuracy and follow-up consistency;
- Effective collaboration with regional leaders, market representatives and internal teams to strengthen partner trust and client satisfaction; and
- Consistent representation of andBeyond’s brand, values and guest experience standards in trade engagement and market activity.
This is a permanent position
Please speak with your manager before making your application.
We reserve the right not to make an appointment.
