Director, Group Sales – Trade

Role Overview

• Establish and maintain client relationships for the assigned Mexico market with services in the region, understanding their needs, solving problems, identifying growth opportunities and ensuring that contracted deliverables are met on time and within budget for our target clients.
• Develop all trade and MICE activities for assigned clients in Mexico.
• Ensure the day-to-day management of assigned clients and that their requests are carried out in accordance with company policy and that contracted products are fulfilled on time and within budget to obtain the desired profit margin for the company.
• Support in the presentation of proposals for new clients, developing strategies for trade in Mexico and other markets if necessary.
• Conduct sales calls with partners and clients.
• Maintain content for MICE partner databases, including tracking of outreach activity, and partner sales.
• Develop and conduct online and offline training programs including FAM trips to educate trade and MICE partners on destinations offerings.
• Represent destination clients at select key tradeshows, roadshows, and consumer events.
• Participate in and coordinate events including budget development, planning, sourcing services, list management, and supporting promotional materials for assigned clients.
• Develop and manage program budgets that result in desired profit margin for the company.
• Produce timely reports for clients communicating results in relation to contracted deliverables.
• Negotiate pricing for services by third party vendors.
• Pursue new business for PTG Consulting by development comprehensive sales programs and participating in RFP processes as needed.

Requirements

• 10+ years of progressive experience in trade, group sales, MICE, destination marketing, tourism, hospitality, or event sales, with senior level leadership responsibility.
• Proven track record of developing and executing trade and group sales programs for destinations, hotels, DMCs, CVBs, or tourism consulting firms.
• Demonstrated success in contract implementation and fulfillment, ensuring delivery against contractual obligations and KPIs.
• Extensive experience conducting direct sales calls with corporate, association, incentive, and travel trade partners.
• Strong understanding of the Mexico tourism landscape, MICE, and group travel marketplace, with working knowledge of corporate, incentive, association, and leisure group segments.
• Experience designing and delivering training programs for industry partners, including webinars, in person workshops, and FAM trips.
• Hands on experience representing destinations or clients at tradeshows, roadshows, and industry events.
• Proven ability to plan and manage client events end to end, including budgeting, vendor sourcing, logistics, guest management, and promotional materials.
• Solid experience managing and forecasting budgets, achieving targeted profit margins, and controlling program costs.
• Demonstrated success in vendor negotiation, securing competitive pricing and managing third party service providers.
• Experience supporting or leading new business development, including responding to RFPs, pitching programs, and closing new clients.
• Fluency in Spanish and English with the ability to conduct business presentations and negotiations in both languages.

Benefits

• Company-approved AI technology
• Tourism orientation and onboarding
• Third party program training as necessary