BUSINESS DEVELOPMENT MANAGER - DESTINATION MANAGEMENT COMPANY (DMC)

Introduction

Location: Cape Town, Western Cape

Industry: Travel & Tourism / Destination Management

Employment Type: Full-Time

Department: Business Development / DMC Sales

About the Opportunity

Our client, an established organisation within the Travel and Tourism industry , is seeking an experienced, commercially driven and well-connected Business Development Manager – Destination Management Company (DMC) to join its Cape Town operation.

This is a specialist DMC business development position focused exclusively on growing inbound travel business into South Africa.

The successful candidate will be responsible for developing new international DMC and wholesale partnerships, growing existing accounts, generating profitable inbound business and positioning the company as a preferred South African destination management partner.

This role requires an individual with proven DMC experience, strong international travel trade relationships, excellent commercial awareness and a demonstrated ability to convert opportunities into profitable revenue.

Key Responsibilities

The Business Development Manager will be responsible for

• Identifying, developing and securing new international DMC, tour operator, wholesaler and travel agency partnerships.

• Generating sustainable inbound travel business into South Africa.

• Managing and growing an active portfolio of existing DMC clients.

• Developing long-term commercial relationships with international travel trade partners.

• Identifying new source markets and business development opportunities.

• Preparing and presenting competitive DMC proposals, programmes and quotations.

• Developing customised South African travel programmes for FIT, Groups, MICE, Luxury Travel, Safari, Experiences, Transportation and other relevant inbound tourism segments .

• Working closely with hotels, transport providers, guides, attractions and other tourism suppliers to negotiate competitive rates and commercial terms.

• Protecting and improving gross profit margins across DMC business.

• Ensuring quotations and proposals are professional, commercially competitive and delivered within agreed turnaround times.

• Maintaining regular engagement with international clients through meetings, calls, presentations and structured follow-ups.

• Monitoring the sales pipeline from prospecting through quotation, conversion and repeat business.

• Working closely with operational teams to ensure successful delivery of confirmed DMC business.

• Monitoring client credit terms, receivables and outstanding payments.

• Maintaining accurate CRM records and providing regular sales, pipeline, conversion and revenue reports to management.

Duties & Responsibilities

Key Performance Indicators (KPIs)

Performance will be measured against clearly defined commercial and business development objectives, including:

DMC Sales Revenue

Achieve agreed monthly, quarterly and annual DMC revenue targets.

Gross Profit & Margins

Achieve agreed gross profit targets while maintaining sustainable and healthy margins across the DMC portfolio.

New DMC Client Acquisition

Secure a minimum of 3–5 new active DMC clients per quarter , with emphasis on clients who generate actual and sustainable business.

Business Development Pipeline

Maintain a qualified DMC opportunity pipeline equivalent to at least three times the monthly sales target .

Sales Conversion

Maintain a minimum 25–30% conversion rate on qualified DMC opportunities and quotations.

Existing Account Growth

Increase revenue and repeat business from existing DMC clients through proactive account development and relationship management.

International Partnerships

Develop strong, sustainable relationships with international DMCs, tour operators, wholesalers and travel agencies generating inbound travel to South Africa.

Client Engagement

Conduct a minimum of 15–20 qualified DMC sales meetings or calls per month .

Quotation Turnaround Time

Ensure DMC quotations are completed within agreed turnaround times, with standard requests preferably responded to on the same business day.

Product Development

Develop competitive, innovative and commercially viable South African DMC programmes across FIT, Groups, MICE, Luxury, Safari, Experiences, Transportation and related tourism products.

Supplier Negotiation

Work strategically with hotels, transport providers, guides, attractions and other suppliers to secure competitive rates, favourable commercial terms and improved margins.

Client Retention

Maintain strong relationships with existing DMC clients and achieve a minimum 90% retention rate across active accounts.

Receivables & Credit Management

Ensure DMC clients operate within approved credit terms and proactively monitor outstanding payments in conjunction with the relevant finance team.

CRM & Reporting

Maintain accurate and up-to-date records of prospects, client meetings, opportunities, quotations, conversions and follow-ups, and provide management with regular DMC sales and performance reports.

Desired Experience & Qualification

Minimum Candidate Requirements

DMC experience is mandatory for this position.

Applicants must demonstrate

• Proven experience in Destination Management Company (DMC) business development and sales .

• Strong knowledge of the inbound tourism sector in South Africa.

• A successful track record of generating and converting international inbound tourism business.

• Experience developing and managing relationships with international tour operators, wholesalers, DMC partners and travel agencies.

• A strong understanding of DMC pricing, contracting, margins, supplier negotiations and quotation processes.

• Experience developing FIT, group and/or MICE travel programmes.

• Strong commercial and negotiation skills.

• Excellent relationship-building and account-management capabilities.

• Strong written and verbal communication and presentation skills.

• Ability to work against demanding revenue, gross profit, client acquisition and conversion targets.

• Strong CRM, pipeline management and reporting discipline.

• Ability to work independently, proactively identify opportunities and take ownership of business development objectives.

An existing international network of DMCs, tour operators, wholesalers and travel agencies generating inbound business into South Africa will be highly advantageous.

Important Application Requirement

This position is specifically focused on Destination Management Company business development .

Candidates whose experience is limited primarily to corporate travel, retail travel or leisure sales will not be considered unless they can demonstrate substantial, relevant and successful DMC experience , particularly in developing international partnerships and generating inbound business into South Africa.

The Ideal Candidate

The ideal candidate is a commercially minded DMC professional who understands that successful business development extends beyond generating quotations.

You should be capable of identifying international opportunities, building trusted relationships, developing commercially attractive South African travel programmes, negotiating effectively with suppliers and converting opportunities into profitable, sustainable and repeat DMC business .

The core focus of this position is

Revenue Growth | Profitability | New Client Acquisition | International Partnerships | Account Growth | Client Retention

Package & Remuneration

TCTC - R35000.00 Neg.

Interested?

• If you have a proven track record in DMC apply and join our exciting team.