This role is accountable for growing sales and passenger numbers across Plaza Premium Group’s travel trade vertical in Australia. The role seeks out, negotiates and manages preferred commercial agreements with travel agencies, retail networks, consortia and wholesalers, and designs joint marketing activity and cooperative funding programmes that convert trade relationships into measurable lounge and airport hospitality revenue across all Oceania ports. It is a dedicated demand-generation role created to build and convert a robust pipeline, scale the partner base, and own the day-to-day commercial relationships.

Key Responsibilities

- Sales & revenue generation
- Own the sales and revenue target for the travel trade vertical across all Oceania ports and drive incremental lounge and airport-hospitality revenue through the trade channel.
- Convert the existing qualified pipeline (travel agents, OTAs, TMCS, Wholesalers, corporate travel expos, industry board introductions, and inbound trade enquiries amongst others) into signed, revenue-producing agreements.
- Prospect, qualify and open recent travel trade accounts, retail agencies, TMCs, consortia, wholesalers and online travel agents.
- Explore, co-ordinate and participate in travel and trade shows, conferences and events.
- Preferred agreements & negotiation
- Seek out, structure and negotiate preferred commercial agreements covering rates, commissions, override/incentive structures and inventory access.
- Manage the full commercial lifecycle of each agreement: proposal, negotiation, contracting,

activation and renewal.
- Ensure all agreements are commercially sound and margin-accretive, partnering with Finance on rate modelling and approval.
- Joint marketing & co-operative funding
- Design and deliver joint marketing activity with trade partners to drive awareness and bookings.
- Secure,



deploy and account for co-operative marketing funding, measuring return on every campaign.
- Build and run agent incentive and familiarisation programmes to grow front-line advocacy and sell through.
- Account & relationship management
- Manage existing accounts to grow both brand presence and revenue contribution, leveraging those relationships and the wider pipeline to convert new sales opportunities.
- Act as the primary commercial contact for travel trade partners across the region.
- Deliver account plans, quarterly business reviews and performance reporting for key partners.
- Resolve commercial and operational issues (e.g. rate-loading and distribution) with internal Operations, Systems/POS and Finance teams
- Pipeline, reporting & governance
- Build and maintain a qualified pipeline of leads, underpinned by a disciplined revenue forecast for the vertical.
- Report on vertical performance — revenue, margin, partner activity and return on co-op spend.
- Operate within Plaza Premium Group’s commercial governance, delegation and approval frameworks.

Requirements

- Tertiary qualification in business, marketing, tourism or a related field.
- 5+ years’ relevant experience in B2B sales, business development or commercial partnerships
- Proven B2B sales / business development track record in travel, aviation or an adjacent channel
- Demonstrated success negotiating commercial agreements and consistently meeting revenue targets
- Working knowledge of travel trade and agency distribution networks
- Strong commercial acumen — rate and margin modelling, co-op funding and ROI measurement. • Excellent relationship-building, negotiation, presentation and stakeholder-management skills
- Willingness and ability to travel across Oceania ports and to participate in travel expos and seminars
- An established travel trade network within the Australian market; CRM and pipeline-management discipline are desirable

📌 Business Development Manager/Assistant Manager, Travel Trade (Oceania) (Sydney)
🏢 Plaza Premium Group
📍 Sydney