Director of Luxury Consortia Sales

Roles & Responsibilities

JOB SUMMARY

The Director of Luxury Consortia Sales- China is responsible for developing and managing strategic relationships with China based luxury travel consortia, preferred agency networks, and high-end travel partners to drive revenue and brand awareness for the hotel or hotel group. This role requires deep understanding of China's luxury travel market, strong industry connections, and the ability to navigate both domestic and outbound travel business opportunities.

WHAT YOU WILL BE DOING:

1. Relationship & Account Management

• Act as the primary liaison for China-based luxury consortia and preferred partner agencies (e.g., HHtravel, Zanadu, Utour Luxury, JTB Luxury China, etc.).
• Build and maintain trusted relationships with agency owners, senior travel advisors, and decision-makers.
• Develop annual business plans for each consortia partner, outlining goals, marketing activities, and revenue targets.

2. Business Development in China

• Identify and onboard new luxury consortia and elite agency programs in China.
• Negotiate preferred agreements, added-value amenities, and marketing opportunities that position the hotel as a top choice for high-net-worth Chinese travellers.
• Actively seek partnerships with emerging luxury travel platforms and KOLs in China's digital ecosystem.

3. Program & Marketing Management

• Manage participation in relevant China focused luxury consortia programs, ensuring accurate and appealing content in Mandarin.
• Work closely with marketing teams to develop bespoke promotions, WeChat campaigns, and Chinese language collateral tailored for consortia audiences.
• Coordinate and execute joint marketing initiatives with consortia partners, both online and offline.

4. Sales & Revenue Performance

• Set and achieve annual production goals for China consortia segment.
• Track, analyse, and report on the performance and ROI of all China consortia partnerships.
• Adjust sales and marketing strategies based on market trends, partner feedback, and business results.

5. Training & Internal Alignment

• Provide regular training for reservations, sales, and front office teams on China consortia programs, guest expectations, and cultural nuances.
• Share insights on luxury travel trends in China to influence hotel wide sales strategies.

6. Representation & Events

• Represent the hotel at luxury travel events and consortia gatherings in China (e.g., ILTM China, ITB China, TravelDaily, consortia roadshows).
• Organise familiarisation trips (FAMs) for key Chinese travel advisors to experience the property.

YOUR EXPERIENCE AND SKILLS INCLUDE:

• Bachelor's degree in Hospitality, Business, Marketing, or related field.
• Minimum 5 years' experience in luxury hotel sales or travel trade sales, preferably with a China market focus.
• Existing network within China's luxury travel industry is highly desirable.
• Strong understanding of Chinese luxury traveller preferences, booking behaviours, and cultural expectations.
• Fluent in Mandarin (native or near-native) and English; additional languages an advantage.
• Proficiency with CRM systems, Microsoft Office, and Chinese social media platforms (WeChat, Weibo, Xiaohongshu).
• Willingness to travel frequently within China and occasionally internationally.

KEY COMPETENCIES:

• Luxury Service Mindset: Deep understanding of high-net-worth traveller needs.
• Market Intelligence: In-depth knowledge of China's luxury travel ecosystem.
• Relationship-Driven: Strong networking and partnership-building skills.
• Commercial Acumen: Ability to balance relationship-building with revenue results.
• Cultural Fluency: Able to bridge Chinese market expectations with global brand standards.

Tell employers what skills you have

CRM
Front Office
Account Management
Sales
Microsoft Office
Social Media
Property
Marketing
Networking
Market Intelligence
Marketing Management
Business Development
Bridge
Hospitality
Brand Awareness

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