Tour Manager - Sales & Operations

The successful manager must personally own sales results, forward bookings, digital lead generation, commercial writing, trip costing, supplier performance and operational execution. Tour Manager - Sales & Operations Revenue Growth, 24-Month Contracting and Profitable Tour Delivery Core mandate: Build a predictable, profitable tours business that is sold and contracted up to two years in advance - then ensure every confirmed trip is delivered safely, smoothly and within its approved margin. EMPLOYER BUSINESS AREA DUTY STATION REPORTING LINE EMPLOYMENT Omotic General Trading PLC Tourism and Hospitality - Paradise Lodge and Omo Car Rent & Tours Reservations, marketing, lodge operations, guides, drivers, transport, finance and external suppliers Arba Minch, South Ethiopia, with frequent travel across the Southern Ethiopia and Omo Valley circuits Executive Management Full-time, on-site management role TEAM INTERFACE Why this role exists Tours are a major revenue engine for the business. The company therefore needs a senior, hands-on commercial operator who can create demand before travel dates arrive, win and retain tour operator accounts, convert enquiries quickly, protect contribution margin, and coordinate the complete operating chain from the first sales message to the final guest departure. This is not a guide-only, reservations-only or coordination-only position. The successful manager must personally own sales results, forward bookings, digital lead generation, commercial writing, trip costing, supplier performance and operational execution. The role will be successful when ● A visible 12-24 month pipeline is maintained by market, account, travel date, value, probability and next action. ● Tour revenue and gross contribution grow without sacrificing safety, service quality or cash collection. ● International and domestic enquiries receive fast, persuasive and accurate proposals that convert. ● Digital marketing produces qualified enquiries and bookings that can be traced to channel and campaign. ● Vehicles, guides, rooms, meals, permits and suppliers are coordinated at the lowest responsible cost with no avoidable service failure. Revenue and Market Growth Responsibilities The manager owns commercial performance from market strategy through confirmed booking. 1. Build and Convert a 12-24 Month Sales Pipeline ● Prepare an annual and quarterly sales plan by source market, customer segment, channel, season, product and revenue target. ● Create a forward sales calendar covering departures, group series, seasonal campaigns, contracting windows, trade events and follow-up deadlines for the next 24 months. ● Prospect and win international tour operators, outbound agencies, destination management companies, wholesalers, group organizers and specialist travel companies. ● Grow domestic and regional business from corporates, NGOs, development partners, embassies, schools, universities, researchers, diaspora groups and private travelers. ● Sell differentiated segments including FIT, leisure groups, scheduled series, cultural tours, wildlife and birding, photography, adventure, premium/private, educational, research and corporate travel. ● Use outbound email, calls, virtual meetings, trade contacts, familiarization trips, agent training, referrals and account visits to generate business instead of waiting for enquiries. ● Negotiate 12-24 month net-rate and package agreements covering seasons, validity, allotments, release periods, deposits, cancellation terms, payment deadlines, commissions and escalation clauses. ● Maintain a disciplined CRM pipeline with owner, stage, booking value, expected margin, probability, travel date, source, last contact, next action and expected close date for every opportunity. ● Reactivate dormant accounts, secure repeat series, increase share of wallet and build referral programs for past guests and travel partners. ● Provide a weekly sales forecast separating confirmed, contracted, quoted, qualified and early-stage business; identify gaps early and launch corrective actions. 2. Digital Marketing and Demand Generation ● Own a conversion-focused digital plan that connects content, campaigns, landing pages, enquiry handling, quotation and follow-up to actual bookings and revenue. ● Improve search visibility through destination-led website content, technical and on-page SEO, local search, Google Business Profile management and useful itinerary pages. ● Plan and manage organic content across the channels relevant to each target market, including Instagram, Facebook, TikTok, YouTube, LinkedIn and email. ● Run or supervise paid Google and Meta campaigns, retargeting, audience testing and campaign-specific landing pages within approved budgets. ● Build a content system using itinerary highlights, short-form video, guest stories, guide expertise, wildlife and cultural experiences, lodge assets and seasonal travel reasons. ● Create lead capture and nurture journeys for new enquiries, incomplete bookings, long-lead travelers, past guests and trade partners. ● Track qualified leads, source, conversion, cost per lead, customer acquisition cost, return on advertising spend, booking value and margin - not likes or reach alone. ● Test messages, offers, audiences, creative and landing pages; stop weak campaigns quickly and scale campaigns that produce profitable bookings. 3. Tour Products, Pricing and Revenue Management ● Develop clear, bookable itineraries with daily routing, timings, accommodation, meals, vehicles, guides, activities, permits, inclusions, exclusions and optional upgrades. ● Package the company's lodge, transport, guide, meal, transfer and experience assets to increase direct revenue and reduce dependence on outside suppliers. ● Maintain current cost and selling-rate matrices by season, group size, vehicle type, room category, source market and channel. ● Set prices from verified cost sheets that include tax, commission, payment fees, fuel and exchange-rate exposure, inflation risk, contingencies and the required margin. ● Use early-booking offers, value-added packages, group-leader terms, tiered volume rates, shoulder-season products and targeted promotions without uncontrolled discounting. ● Review product and channel profitability monthly; discontinue, redesign or reprice products that consume capacity without adequate contribution. Commercial Writing and Profitable Tour Delivery 4. Quotations, Proposals and Speed-to-Lead ● Write persuasive, accurate and natural English emails, itineraries, quotations, proposals, contracts, agent rate sheets and tender responses. ● Acknowledge enquiries rapidly, ask the right qualification questions and move each lead toward a clear next step, deadline and decision. ● Produce same-day standard quotations and complete complex, multi-destination proposals within the approved service standard. ● Build and control reusable templates, images, destination descriptions, inclusions, terms and follow-up sequences while keeping each proposal personalized. ● Follow up consistently across international time zones and record every commitment, version, price validity and client decision in the CRM. ● Protect brand credibility by checking all names, dates, rates, routes, availability, taxes, terms and operational promises before sending. 5. End-to-End Tour Operations and Logistics ● Own the complete booking file from confirmation to closure, including signed terms, deposits, passenger details, rooming lists, manifests, emergency contacts and special requirements. ● Plan vehicles, drivers, fuel, guides, routes, domestic travel links, meet-and-greet, accommodation, meals, boats, permits, tickets, community visits, baggage and equipment. ● Coordinate closely with Paradise Lodge Arba Minch, Paradise Lodge Turmi, Omo Car Rent & Tours and approved outside suppliers so capacity is reserved and reconfirmed. ● Issue final operating orders, driver and guide briefs, guest information and supplier vouchers with one clear source of truth for the itinerary. ● Conduct scheduled readiness checks before arrival and departure, including 72-hour and 24-hour reconfirmation of critical services. ● Monitor active tours, solve disruptions quickly, keep management and guests informed, and document every material change or incident. ● Maintain practical contingency plans for vehicle failure, road conditions, flight changes, weather, medical issues, supplier cancellation and communication loss. ● Ensure every departure follows safety, licensing, insurance, cash-handling, guest-protection and documentation requirements. 6. Cost Control, Procurement and Margin Protection ● Prepare a complete pre-trip cost sheet and expected gross contribution for every booking before final price approval. ● Negotiate supplier contracts, rate cards, service levels, credit terms, cancellation protection, volume discounts and price validity using comparative quotations and performance data. ● Reduce cost per passenger and cost per trip through route planning, group-size economics, vehicle utilization, fewer empty runs, controlled fuel use, consolidated purchasing and smarter scheduling. ● Set and enforce approval limits for discounts, complimentary services, upgrades, overtime, per diems, emergency purchases and itinerary changes. ● Reconcile actual cost against budget immediately after each trip; investigate fuel, supplier, cash, accommodation, meal and activity variances and recover unsupported amounts. ● Work with finance to control deposits, balances, receivables, refunds, foreign-currency exposure, supplier payments and supporting documents. ● Achieve savings without compromising vehicle safety, guide quality, guest comfort, legal compliance, community relations or the promised experience. 7. Guest Experience, Quality and Responsible Tourism ● Set clear service standards for enquiry handling, pre-arrival communication, guiding, transport, accommodation, meals, issue resolution and post-trip follow-up. ● C

• The successful manager must personally own sales results, forward bookings, digital lead generation, commercial writing, trip costing, supplier performance and operational execution. • A visible 12-24 month pipeline is maintained by market, account, travel date, value, probability and next action. • Tour revenue and gross contribution grow without sacrificing safety, service quality or cash collection. • International and domestic enquiries receive fast, persuasive and accurate proposals that convert. • Digital marketing produces qualified enquiries and bookings that can be traced to channel and campaign. • Vehicles, guides, rooms, meals, permits and suppliers are coordinated at the lowest responsible cost with no avoidable service failure. Revenue and Market Growth Responsibilities The manager owns commercial performance from market strategy through confirmed booking. • Build and Convert a 12-24 Month Sales Pipeline • Prepare an annual and quarterly sales plan by source market, customer segment, channel, season, product and revenue target. • Create a forward sales calendar covering departures, group series, seasonal campaigns, contracting windows, trade events and follow-up deadlines for the next 24 months. • Prospect and win international tour operators, outbound agencies, destination management companies, wholesalers, group organizers and specialist travel companies. • Grow domestic and regional business from corporates, NGOs, development partners, embassies, schools, universities, researchers, diaspora groups and private travelers. • Sell differentiated segments including FIT, leisure groups, scheduled series, cultural tours, wildlife and birding, photography, adventure, premium/private, educational, research and corporate travel. • Use outbound email, calls, virtual meetings, trade contacts, familiarization trips, agent training, referrals and account visits to generate business instead of waiting for enquiries. • Negotiate 12-24 month net-rate and package agreements covering seasons, validity, allotments, release periods, deposits, cancellation terms, payment deadlines, commissions and escalation clauses. • Maintain a disciplined CRM pipeline with owner, stage, booking value, expected margin, probability, travel date, source, last contact, next action and expected close date for every opportunity.