Director of Trade Sales

Key Responsibilities

1. Channel Development & Strategy

• Design and execute GCC’s travel agency and consortia sales strategy, including partnership models, contracting, and go-to-market approach.
• Develop scalable frameworks for commission structures, incentives, and training programs that drive performance and loyalty.
• Identify high-potential agencies and consortia to establish preferred partnerships and long-term business growth.

2. Revenue Growth & Performance

• Deliver measurable passenger and revenue growth through the agency channel, with accountability for targets, profitability, and ROI.
• Leverage data and analytics to track partner performance, optimize spend, and refine sales priorities.

3. Relationship Management

• Build trusted relationships with key partners across the U.S. travel trade
• Serve as the face of GCC to the travel advisor community, representing our brand at industry events, conferences, and trade shows.

4. Trade Marketing & Enablement

• Collaborate with Marketing and Product teams to create compelling trade marketing materials, training content, and co-op campaigns.
• Oversee FAM trips, webinars, and roadshows to engage advisors and showcase the O.A.T. experience.
• Champion the development of an agent portal and communication tools to streamline engagement.

5. Cross-Functional Leadership

• Partner with internal teams — including Marketing, Finance, Operations, and Customer Experience — to ensure smooth integration of trade partnerships into our overall distribution strategy.
• Maintain brand integrity by ensuring the agency channel enhances, rather than competes with, our direct-to-consumer business.

Qualifications

• 10+ years of progressive sales experience in the travel, tourism, or hospitality industry, including at least 3–5 years managing travel agency or trade partnerships.
• Demonstrated success launching or scaling a trade sales channel for a tour operator, cruise line, or experiential travel brand.
• Established network within the U.S. travel advisor and consortia community.
• Deep understanding of agency economics, preferred agreements, and consortia dynamics.
• Entrepreneurial spirit — energized by the opportunity to build something new within a respected, mission-driven organization.

Total Rewards

The base salary range for this role is $130,000 – $180,000 annually for employees based in Boston, MA. Final compensation may vary and will be determined based on factors such as relevant experience, skills, internal equity, and geographic location. In addition to base pay, this role is eligible for an annual incentive bonuses, including commission with on target earnings nearing $90,000 and first-class benefits, which include:

• Health & wellness: Comprehensive and heavily subsidized medical, dental, and vision plans, plus on-site gym access, holistic wellness sessions, and group fitness classes
• Time for you: Substantial Paid Time Off (PTO), and 11 paid holidays- including Juneteenth, Memorial Day, and Labor Day – and Summer Fridays. Plus- extensive parental leave, with up to 12-16 weeks paid leave at 100% base salary.
• Travel more, spend less: 50% off our trips for you and a companion, 25% for additional immediate family members, and exclusive quarterly associate travel deals
• Your future, secured: 401(k) with company match, life insurance, and disability coverage
• Continuous growth: Tuition assistance for both professional and personal development, opportunities for professional development through oversees travel, and direct access to Pinnacle Leadership & Team Development.
• Extra perks: Commuter benefits, FSA options, pet insurance, home & auto discounts, and paid volunteer time off to give back to the community