Job Description

Job Title: Senior Specialist – Sales Tour Series & Groups (DACH Market)

Location: South Africa (Remote / Hybrid by agreement)

Reporting To: Team Leader

Market Focus: Germany, Austria & Switzerland (DACH Region)

Overview

A leading African Destination Management Company is seeking a highly experienced Senior Specialist – Sales Tour Series & Groups (DACH Market) to lead and grow its German-speaking tour series and group travel division.

This is a senior, hands-on sales role focused on developing and managing strong B2B partnerships with tour operators and wholesalers across the DACH market, while designing and converting profitable series and group travel opportunities across Southern and East Africa.

The successful candidate will combine strong commercial acumen, destination expertise, and relationship management skills with a proven track record in inbound tourism, series sales, and group travel within a DMC or tour operating environment.

This role is ideally suited to a proactive and strategic tourism professional who thrives in a fast-paced, entrepreneurial environment and is passionate about delivering exceptional African travel experiences.

Main Purpose of the Role

To drive growth within the DACH Tour Series and Groups market by developing strategic B2B relationships, creating competitive and market-relevant tour products, managing commercial negotiations, and converting opportunities into profitable, high-quality business across Southern and East Africa.

Key Responsibilities

Sales & Market Development

• Own and grow the Tour Series and Groups segment within the DACH market
• Build, maintain, and strengthen long-term relationships with tour operators, wholesalers, and key B2B partners
• Proactively identify and convert new business opportunities into confirmed group and series departures
• Represent the business professionally within the international tourism and travel trade environment

Product Development & Contracting Support

• Design, cost, and continuously refine tour series and group itineraries
• Collaborate closely with contracting and operations teams to ensure:
• Competitive pricing and sustainable margins
• Market-relevant products and routing
• Consistent supplier quality and service delivery
• Research and identify new destinations, experiences, and accommodation products suitable for the DACH market

Quoting, Negotiation & Conversions

• Prepare accurate, detailed, and compelling proposals and quotations
• Lead commercial negotiations relating to pricing, allocations, terms, and series agreements
• Ensure profitability and operational feasibility across all proposals and confirmed business
• Monitor conversion ratios and proactively manage sales pipelines

Account Management & Performance Monitoring

• Act as the senior point of contact for key DACH accounts
• Monitor account performance, business volumes, margins, and seasonal trends
• Provide structured market feedback and recommendations to leadership, product, and operations teams
• Support and mentor junior sales team members where required

Requirements

Qualifications & Experience

• Minimum 5–8 years’ experience within tourism sales, ideally in a DMC, inbound tour operating, or group/series travel environment
• Proven track record in Tour Series and Group Sales
• Fluent German and English (spoken and written at business level)
• Strong destination knowledge of Southern and/or East Africa
• Experience working with international B2B travel partners and wholesalers
• Experience with Tourplan or similar quoting systems advantageous
• Exposure to MICE or special-interest group travel advantageous

Skills & Competencies

• Strong commercial acumen and negotiation ability
• Excellent relationship management and consultative sales skills
• Highly organised with exceptional attention to detail
• Ability to manage multiple projects, partners, and deadlines simultaneously
• Strong communication and presentation skills
• Strategic thinker with strong operational execution ability
• Self-driven, proactive, and results-oriented
• Passionate about African tourism and travel experiences

Working Environment

• Remote / Hybrid working model by agreement
• Fast-paced, entrepreneurial, and collaborative environment
• Opportunity to work across diverse African destinations and tourism products

What Success Looks Like

• Growth in DACH Tour Series and Group business
• Strong long-term B2B partner relationships
• High conversion rates and profitable sales performance
• Competitive, market-aligned tour products
• Seamless collaboration between sales, product, and operations teams
• Exceptional client and partner satisfaction