Head of Sales Jarat Tours - Cape Town

The Head of Sales will lead Jarat Tours’ new-business acquisition and build a capable Sales department. Build a quality pipeline, convert new business and focus sales activity on profitable growth. Personally develop priority prospects while recruiting, managing and coaching approved Sales hires. Turn the approved strategy into profitable new revenue across relevant premium travel channels, with disciplined pipeline management and forecasting. Report to the General Manager and work alongside the Client Relationship Manager, who reports to the GM and owns retention and growth of existing clients.

• Own the new-business plan, budgets and targets agreed with MD, with priorities aligned to premium ground transport, tours and disposals.

• Lead day-to-day sales activity, qualify leads and prioritise disciplined follow-up. Personally meet decision-makers, prepare proposals, quotes and presentations, and close priority new accounts.

• Build and manage the Sales department. Implement and update the Sales Strategy, recruit approved hires with MD, and lead onboarding and performance management.

• Develop new DMC, hotel and five-star venue business. Activate additional verticals only when approved capacity, collateral and commercial readiness justify them.

• Maintain a researched and prioritised prospect database, account dossiers, opportunity stages, next actions and realistic pipeline forecasts.

• Agree new-account activation and handover with the Client Relationship Manager and GM, separating new-business results from growth in existing accounts.

• Protect Jarat’s premium positioning and channel relationships.

• Coordinate collateral, product education, FAMs and events through the responsible managers. Obtain agreement on operational feasibility before committing to clients.

• Run weekly pipeline reviews, monthly sales/vertical reviews and quarterly market reviews. Report performance, forecast changes, lost opportunities and corrective actions.

Key Performance areas

• Profitable new revenue

Convert priority prospects into active clients and deliver phased new-business targets within margin guardrails.

Monthly: new-account revenue and margin against approved budget. Track tours/disposals mix in new business. Evidence: Finance and booking records.

• Qualified pipeline and forecasting

Qualify opportunities, maintain dated next actions, ensure proposal quality and timely responses, and issue evidence-based forecasts.

Weekly/monthly: pipeline value and weighted coverage, lead-to-proposal and proposal-to-close conversion, average response time to qualified leads and forecast accuracy against agreed thresholds. Evidence: CRM and actual revenue.

• Target-market development

Research priority venues/DMCs, engage decision-makers and develop approved verticals.

Monthly: new activated accounts and prospect-to-meeting/opportunity conversion against agreed targets. Evidence: prospect dossiers, CRM and first bookings.

• Team and implementation delivery

Recruit approved roles, onboard and coach staff, allocate targets and deliver implementation milestones.

Monthly: approved hiring/onboarding and 30/60/90/180-day milestones delivered by agreed dates. Record capacity constraints and corrective actions. Evidence: recruitment and review records.

• Sales discipline and coordination

Maintain CRM, comply with pricing authority, coordinate fulfilment and complete account handovers.

Monthly: at least 90% required-field CRM completeness and 100% concessions approved/logged. New-account handovers and reports completed to agreed schedule. Evidence: audits and handover records.

• Client retention and relationship management

Partner with the Client Relationship Manager and GM on strategic client relationships, retention risks and growth opportunities. Support client reviews and service-recovery follow-through while the Client Relationship Manager retains day-to-day account ownership.

Monthly: retained revenue and repeat-business performance against agreed targets. Quarterly: strategic client review completion, relationship-health trends and agreed retention actions closed on time. Assess the Head of Sales’ agreed contribution using CRM, client feedback and Finance reports.

Education: Relevant sales, business, tourism or hospitality qualification preferred, or equivalent practical experience.

Experience: Proven B2B sales leadership, new-business delivery and team-building experience. Experience selling through luxury travel, hotel or DMC channels preferred.

Licences / Certificates: Valid driving licence for client visits and business travel.

Systems / Technical Skills: Strong CRM, pipeline management, forecasting, Excel, budgeting and proposal/presentation skills.

Other Requirements: Ability to travel nationally, negotiate professionally and represent a premium brand with discretion.

Sales leadership: Set priorities and manage accountable execution. Coaches staff and addresses performance gaps.

Business development: Convert research into qualified opportunities. Personally advances prospects and wins suitable accounts.

Commercial judgement: Protect margin and channel relationships. Uses approved pricing and tests revenue assumptions.

Planning and analysis: Turn strategy into a resource-based sales plan. Maintains credible forecasts and milestone evidence.

Collaboration: Work through agreed functional authority. Confirms delivery feasibility and clear handovers.

Communication: Build credibility with clients and colleagues. Presents clear proposals and timely, honest reporting.

Working Hours / Shifts

Full-time business hours, with client meetings and events outside normal hours as agreed.

Travel / Mobility

Cape Town base with national travel and regular client/site visits.

Physical / Environmental Requirements

Office and client-facing work.

Systems / Equipment Used

Company-approved CRM or account database, booking/revenue reports, laptop and mobile communication.

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Should you not hear from us within 2 weeks, pleasec onsider your application unsuccessful.