Cape Town: Agent Relationship Manager – Southern Africa posted by Kendrick Recruitment

Position Overview
Kendrick Recruitment is seeking a commercially driven Agent Relationship Manager for a leading safari and hospitality company based in Cape Town. This role is responsible for driving new business growth, reactivating dormant accounts, and maximising long-term value from existing trade partners across Southern Africa. Reporting to the Head of Agent Relationships, the successful candidate will play a key role in strengthening the companys market presence by promoting its world-class safari camps, lodges, and comprehensive destination management services.

Key Responsibilities

New Business Development & Expansion
Identify and qualify high-potential new trade partners across Southern Africa aligned with the companys premium safari positioning
Lead outreach campaigns and build strong relationships with potential partners, focusing on integrated, full-service ground handling
Develop compelling pitches highlighting the companys DMC capabilities, including logistical expertise, itinerary management, conservation impact, and value-added services
Reactivate dormant or lapsed partners with tailored re-introduction efforts
Represent the company at trade shows, roadshows, and industry events to generate leads and increase brand awareness

Account Growth, Relationship Management & DMC Exposure
Maintain and grow relationships with existing trade partners, promoting the full range of services
Consistently communicate the companys value proposition through account reviews, product updates, trainings, and marketing collaborations
Develop customised strategies to support agents in selling a broader range of services
Assist in creating sales enablement tools, training materials, and digital assets that highlight the companys offerings

Strategic Sales Planning & Market Intelligence
Monitor market trends, competitor activity, and evolving client expectations
Provide insights to the wider Agent Relationship team to support global messaging and strategy
Deliver market-specific business reviews, including KPIs, new acquisitions, reactivations, and service uptake

Additional Responsibilities
Provide agent-focused input for product development, systems, and service delivery improvements
Manage individual travel and sales budgets in line with performance targets
Support internal knowledge-sharing and cross-department collaboration

Qualifications & Experience
Minimum of 5 years experience in the African travel industry
Proven ability to sell and position complex services, preferably within luxury travel, safari operations, or destination management
Strong B2B relationship development and solution-based selling skills
Deep familiarity with the Southern African safari trade landscape; existing network highly desirable
Demonstrated success in securing new trade partnerships and reactivating dormant accounts
Excellent communication, presentation, and storytelling skills
Proficient in Microsoft Office (Excel, PowerPoint) and CRM platforms
Familiarity with BI tools such as Power BI advantageous
Digitally confident and professional in communication and collaboration tools
High integrity, passion for conservation-driven travel, and a self-starting approach