Travel Trade Sales Consultant

PROJECT SUMMARY

The Travel Trade Sales Consultant will report to the SVP, General Manager and provide advisory, coaching, and project-based support to the existing ESBO Sales team. This engagement is intended to optimize the travel trade sales function over a defined six-month period, with a focus on measurable deliverables, actionable recommendations, and a clear transition plan.

The consultant will assess current sales performance, team structure, account coverage, systems, reporting practices, and partner relationships; recommend improvements to sales process, account management, sales operations, and technology adoption; and support the team in implementing practical improvements during the engagement.

The ideal consultant will bring strong travel trade, group sales, tourism, hospitality, or attraction sales experience; existing industry relationships; comfort with sales technology and reporting; and the ability to work collaboratively with internal stakeholders while maintaining the independence appropriate to a contractor engagement.

SCOPE OF SERVICES

• Conduct a 10-day assessment of current travel trade sales performance, account coverage, team structure, sales process, systems, reporting, and partner relationships
• Develop an action plan for 30 days, 60 days, and 90 days actions focused on source markets, account prioritization, partner engagement, admissions, revenue, per-cap growth, and operational efficiency
• Advise on sales actions accountability, including key metrics, cadence, templates, trend analysis, and leadership-ready updates that clearly communicate performance, actions taken, next steps, and recommendations
• Assess existing travel trade and group sales accounts and recommend account segmentation, prioritization, outreach strategy, and growth opportunities
• Support business development efforts through targeted outreach recommendations, partner engagement strategies, and identification of new sales opportunities
• Review reseller, group sales, and travel trade content to identify opportunities for improved accuracy, visibility, premium placement, and brand consistency across partner platforms
• Recommend improvements to sales operations, including technology, contract management, rate distribution, pricing coordination, group reservations, reseller content delivery, and internal workflows
• Collaborate with Operations, Accounting, Revenue, Ticketing, and Marketing teams as needed to streamline processes, including automated APIs, and align sales activity with broader business goals
• Provide coaching, guidance, and sales best-practice support to the existing team without serving as the formal employer or direct manager of ESBO employees
• Support improved adoption and use of Salesforce, Ventrata, Monday.com, Satisfi Labs chatbot, and other relevant platforms to enhance reporting, follow-up, accountability, and workflow efficiency
• Identify process bottlenecks, market trends, competitive considerations, and technology opportunities, including appropriate uses of AI, to improve departmental effectiveness
• Perform a SWOT analysis from a travel trade perspective of ESBO vs. direct competitors
• Prepare a final transition document summarizing completed work, progress against deliverables, outstanding opportunities, recommended next steps, and considerations for the permanent structure of the function

WHAT SUCCESS LOOKS LIKE

• A completed initial assessment with clear findings on sales performance, account coverage, team workflow, systems, reporting, and partner opportunities
• A focused action plan that identifies priority accounts, revenue opportunities, process improvements, and implementation steps for the six-month engagement
• Improved reporting discipline, including leadership-ready updates that make performance trends, risks, actions, and next steps easier to understand
• Stronger account management practices, partner engagement, content accuracy, and visibility across reseller, OTA, group sales, and travel trade channels
• Updated or recommended SOPs, workflows, tools, and training guidance that support consistency, accountability, and operational efficiency
• A final transition document that enables ESBO leadership to determine next steps, including permanent staffing, structure, priorities, and ongoing sales process improvements

REQUIRED SKILLS / ABILITIES

• Exceptional written and oral communication skills
• Ability to work in a fast-paced environment and manage multiple tasks simultaneously
• Knowledge of sales techniques and customer service best practices
• Strong analytical and problem-solving skills
• Strong proficiency in MS Office (Excel, Word, PowerPoint)
• Proficient in Salesforce (or other CRM system), Ventrata ticketing (or other ticketing system) and Monday.com (or other work management platform)

EDUCATION & EXPERIENCE

• Bachelor’s degree in a related field preferred, or equivalent professional experience
• Minimum of seven years of relevant sales experience, including travel trade, group sales, tourism, hospitality, attractions, OTA, reseller, or related experience
• Demonstrated experience advising, coaching, or supporting sales teams and cross-functional stakeholders
• New York City tourism market experience and established travel trade relationships are strongly preferred

ENGAGEMENT TERMS

This is a temporary six-month independent contractor engagement. The consultant will provide services under the terms of a separate consulting agreement and will not be considered an employee of ESBO or ESRT.

Compensation for this six-month independent contractor engagement will be commensurate with experience and determined based on the agreed scope of services.

The consultant will be responsible for their own taxes, insurance, equipment, and business expenses unless otherwise agreed in writing.