About the Role:

We are looking for an accomplished and commercially driven Head – Sales to lead and shape our national sales strategy within the travel trade segment.

This is a high-impact leadership role with responsibility for driving revenue growth, expanding market presence, strengthening strategic partnerships, and building high-performing sales teams across key travel segments including Corporate Travel, MICE, Group Travel, and the broader Travel Trade.

The ideal candidate will bring deep industry knowledge, strong commercial acumen, an established network within the travel ecosystem, and the leadership capability to translate business strategy into measurable results.

Key Responsibilities:

Sales Strategy & Business Growth

- Develop and execute a comprehensive national sales strategy aligned with overall business objectives, market opportunities, and customer expectations.
- Own sales performance, revenue growth, pipeline development, and achievement of business targets across identified market segments.
- Identify new markets, customer segments, and business opportunities to strengthen market share and accelerate growth.
- Build a robust and sustainable sales pipeline through a combination of new business acquisition, strategic accounts, partnerships, and market expansion.
- Leverage market intelligence, customer insights, and competitor analysis to identify emerging opportunities and refine sales strategies.

Strategic Accounts & Commercial Leadership
- Build and maintain strong relationships with key corporate clients, travel agents, tour operators, MICE partners, and other strategic stakeholders.
- Personally engage with high-value clients and strategic accounts to strengthen relationships, drive retention, and identify opportunities for account expansion.
- Lead complex commercial negotiations and contract discussions, ensuring sustainable revenue growth and profitability.




- Develop strategic partnerships and alliances that create long-term business value and strengthen the company's position in the market.

Team Leadership
- Lead, coach, mentor, and develop regional and national sales teams to deliver consistently high performance.
- Establish clear goals, KPIs, sales processes, and performance expectations across the sales organization.
- Build a culture of accountability, collaboration, customer focus, innovation, and continuous improvement.
- Identify capability gaps and drive appropriate coaching, development, and succession planning initiatives.

Cross-Functional Collaboration
- Partner closely with Operations, Marketing, Product, Finance, and other functions to ensure commercial priorities are aligned with business delivery.
- Work collaboratively to ensure a seamless customer experience, strong service delivery, and effective resolution of client issues.
- Represent the organization at industry events, trade shows, conferences, and business forums, strengthening market visibility and industry relationships.

Business Intelligence & Governance
- Establish and maintain an effective sales forecasting and reporting framework, providing accurate visibility into pipeline, revenue, conversion, and performance.
- Present regular business updates, market insights, risks, and growth opportunities to senior leadership.
- Use CRM systems, sales analytics, and business intelligence to support data-driven decision-making.

What We're Looking For:

We are looking for a strategic sales leader and industry professional who combines commercial thinking with strong people leadership.

The ideal candidate will have:

- 10+ years of overall sales experience,



with at least 3–5 years in a senior sales leadership position within the travel industry.
- Proven experience leading national, regional, or multi-location sales teams.
- Strong understanding of the travel trade, corporate travel, MICE, group travel, and/or related B2B travel segments.
- A demonstrated track record of delivering revenue growth, acquiring new business, and expanding strategic accounts.
- Strong existing relationships and networks within the travel industry will be highly valued.
- Excellent commercial negotiation, influencing, and stakeholder management skills.
- Strong understanding of sales forecasting, pipeline management, CRM, and sales analytics.
- Ability to translate market trends and customer insights into actionable business strategies.
- Excellent communication, presentation, and interpersonal skills.
- A collaborative leadership style with high emotional intelligence and the ability to inspire and develop teams.
- Strong business judgment, resilience, adaptability, and a high level of skilled integrity.

Qualifications:

- Graduate degree in any discipline; MBA/PGDM in Sales, Marketing, Business Management, or a related field will be preferred.
- Minimum 10 years of relevant sales experience.
- Prior leadership experience within the travel, corporate travel, MICE, hospitality, or related B2B services industry.

What Success Looks Like In this role, success will be measured by your ability to:

- Deliver sustainable revenue and profitability growth.
- Expand the organization's customer and strategic partner base.
- Strengthen retention and revenue contribution from key accounts.
- Build a healthy, predictable, and high-conversion sales pipeline.
- Develop a high-performing and accountable national sales organization.
- Identify and convert new market and business opportunities.
- Strengthen the organization's presence and reputation within the travel industry.

📌 Regional Sales Head (Mumbai)
🏢 Atpi
📍 Mumbai