Agent Relationship Manager - Southern Africa

SUMMARY:
One of East Africa's longest-standing safari companies is looking for a AGENT RELATIONSHIP MANAGER to join their team in Cape Town.

POSITION INFO:
This role focuses on developing and strengthening trade partnerships across Southern Africa to drive growth in premium safari travel. The position centres on new business acquisition, reactivating dormant accounts, and nurturing long-term value through strategic, relationship-led engagement.

Candidate requirements:

• Minimum 5 years’ experience in the African travel sector (luxury safari or DMC experience advantageous).
• Proven track record in B2B relationship development, new business acquisition, and solution-based selling.
• Strong knowledge of the Southern African safari trade landscape; existing industry network highly beneficial.
• Demonstrable success in reactivating dormant accounts and driving measurable commercial results.
• Excellent communication, presentation, and pitching ability with strong storytelling and product positioning capabilities.
• Competent in Microsoft Excel and PowerPoint for data analysis and professional presentation creation.
• Comfortable using CRM systems and interpreting sales performance dashboards (Power BI or similar).
• Self-motivated, organised, professional, and confident representing a premium, conservation-driven brand.
• Passion for responsible tourism, community impact, and nature-based travel experiences.

• Identify and qualify high-value trade partners across Southern Africa.
• Lead outreach, presentations, and commercial conversations to convert new partners to a full-service East Africa ground handling model.
• Develop persuasive sales pitches that highlight end-to-end itinerary management, logistical expertise, conservation focus, and added value.
• Reactivate previously inactive or low-engagement partners through tailored re-engagement strategies.
• Represent the organisation at key industry trade events, roadshows, and networking platforms to generate new leads and increase visibility.

• Strengthen and expand existing agent relationships by encouraging deeper usage of full-service safari and DMC support.
• Provide ongoing product training, destination updates, and consultative sales guidance to agent partners.
• Conduct account reviews and develop bespoke strategies to broaden product understanding and confidence.
• Collaborate on the creation of sales enablement tools, training resources, and marketing content that clarify the value proposition.

• Monitor competitor movement, market shifts, and buyer expectations in the Southern African travel industry.
• Share market insights to support the refinement of positioning, messaging, and product strategy.
• Prepare performance reporting including pipeline tracking, KPI progress, account health, revenue impact, and business review presentations.
• Manage sales-related travel budgets and work to revenue and growth targets.

• Contribute feedback to product development, system enhancements, and service improvement initiatives.
• Participate in internal communication and knowledge-sharing across departments to strengthen alignment and execution.