Vice President - Sales

Role : Vice President - Sales

Reporting : Chief Operating Officer (COO)

Location: Corporate Office (Bengaluru) | Pan-India Responsibility

Role Purpose:

The Vice President - Sales will lead Wonderla's B2B growth strategy across Corporates, Schools, Colleges, Universities, Government Institutions, Associations, Tour Operators, Travel Trade Partners, and Group Business segments.

The role is responsible for driving institutional footfalls, corporate events, strategic partnerships, tourist traffic, and long-term customer relationships across all Wonderla Parks. As a member of the leadership team, the incumbent will define and execute the long-term growth strategy for the sales function while building and leading a dynamic, fast-growing, high-performing national sales organization of 80+ team members.

In addition to sales leadership, the role will own B2B marketing initiatives focused on lead generation, market development, brand visibility, and demand creation across institutional, corporate, travel, and group business segments.

Key Responsibilities:Strategic Business Leadership:

• Develop and execute the Institutional, Corporate, Travel Trade, and Group Sales strategy aligned with Wonderla's growth objectives.

• Drive revenue, footfalls, and profitability across all Parks.

• Identify and develop new business opportunities, partnerships, and revenue streams.

• Expand Wonderla's presence within corporate, educational, institutional, and travel ecosystems.

• Develop long-term growth plans to increase market penetration and strengthen Wonderla's position as India's preferred entertainment destination.

Revenue Growth & Market Expansion:

• Drive acquisition of large corporate and institutional accounts across India.

• Build strong engagement programs for Schools, Colleges, Universities, and Corporates.

• Develop strategic alliances and channel partnerships to increase market penetration.

• Lead annual business planning, forecasting, and revenue management processes.

• Build and strengthen a robust network of Tour Operators, Travel Agents, Destination Management Companies (DMCs), and Travel Trade Partners.

• Drive tourist traffic from both home markets and away markets through structured travel trade partnerships.

• Develop group travel programs and partnerships targeting leisure groups, educational groups, employee outings, and large organized travel segments.

• Identify opportunities to increase domestic tourist inflow through strategic collaborations with tourism stakeholders and travel ecosystems.

Institutional, Corporate & Travel Partnerships:

• Build and nurture relationships with CXOs, CHROs, HR Leaders, Administrative Heads, Procurement Leaders, Educational Trustees, Principals, Vice Chancellors, Government stakeholders, Travel Trade Leaders, and Tourism Partners.

• Lead negotiations and commercial discussions for strategic partnerships and long-term agreements.

• Drive customer retention and growth across key accounts.

• Develop national and regional partnership programs that contribute to sustained business growth.

B2B Marketing & Demand Generation:

• Own and drive Wonderla's B2B marketing strategy across institutional, corporate, educational, and travel segments.

• Develop lead-generation programs that create a strong pipeline of high-potential opportunities.

• Partner with Marketing teams to design targeted campaigns, events, roadshows, digital initiatives, and account-based marketing programs.

• Establish measurable lead generation, conversion, and ROI frameworks.

• Strengthen Wonderla's brand visibility and positioning within corporate, educational, and travel ecosystems.

Leadership & Team Management:

• Lead, mentor, and develop a dynamic, fast-growing, high-performing sales organization comprising 80+ team members across India.

• Build a culture of accountability, customer focus, collaboration, and performance excellence.

• Establish performance metrics, governance mechanisms, and sales review processes.

• Build leadership capability and succession pipelines within the function.

• Attract, develop, and retain top sales talent.

Cross Functional Collaboration:

• Partner closely with Park Heads, Marketing, Operations, Finance, and Customer Experience teams.

• Ensure seamless delivery of customer commitments and exceptional client experiences.

• Drive customer-centric decision-making across the organization.

• Collaborate with key stakeholders to deliver integrated commercial growth strategies.

Governance & Analytics:

• Drive CRM adoption, sales process excellence, and pipeline management.

• Monitor sales performance, conversion effectiveness, customer acquisition, and profitability metrics.

• Leverage analytics and market intelligence to drive strategic decision-making.

• Present business reviews and growth plans to the COO and Executive Leadership Team.

Key Deliverables:

• Achievement of annual sales revenue and footfall targets.

• Growth in institutional, corporate, travel trade, and group business contribution across all Wonderla Parks.

• Expansion of strategic partnerships across corporate, educational, and travel segments.

• Increased tourist traffic from home markets, away markets, and organized group travel channels.

• Development of a robust national Tour Operator and Travel Trade network.

• Strong B2B lead generation pipeline and measurable marketing ROI.

• Development of a high-performing national sales organization of 80+ team members.

• Sustainable growth in market share, customer retention, and profitability.

Qualifications & Experience:

Education: MBA / Post Graduate Degree in Business Management, Sales, Marketing, or related discipline preferred.

Experience:

• 15+ years of experience in Institutional Sales, Enterprise Sales, Corporate Partnerships, Business Development, Travel Trade, Tourism, or Revenue Leadership roles.

• Proven experience managing and growing businesses exceeding - 100 Crores annually.

• Demonstrated success in building and scaling national sales functions.

• Strong experience managing large strategic accounts and senior stakeholder relationships.

• Experience leading large, geographically dispersed sales teams.

• Exposure to B2B marketing, demand generation, and commercial growth initiatives.

Preferred Industry Background:

Candidates from the following sectors will be preferred:

• EdTech

• Education Services

• Hospitality & Tourism

• Entertainment & Leisure

• Travel & Travel Trade

• Retail

• Telecom

• Large Consumer-Facing Service Businesses

Preferred Exposure:

• Institutional partnerships with Schools, Colleges, Universities, and Educational Trusts.

• Corporate engagement and enterprise sales.

• B2B and B2B2C business models.

• Government and public sector partnerships.

• Travel Trade, Tour Operator, and Group Travel ecosystems.

• Strategic alliance management and channel development.

• Lead generation and B2B marketing programs.

Competencies:

• Strategic Business Leadership

• Revenue Growth & Commercial Acumen

• Institutional & Enterprise Sales

• Travel Trade & Channel Development

• B2B Marketing & Demand Generation

• Key Account Management

• Market Expansion & Business Development

• Negotiation & Influencing Skills

• Stakeholder Management

• Team Leadership & Talent Development

• Data-Driven Decision Making

• Customer-Centric Mindset

Ideal Candidate Profile:

A seasoned commercial leader with a proven track record of building large-scale institutional, corporate, and channel businesses while leading high-performance teams. The ideal candidate will bring strong exposure to EdTech, Education Services, Hospitality, Tourism, Travel Trade, or other consumer-facing industries, with demonstrated success in driving revenue growth, developing strategic partnerships, building B2B marketing engines, and leading large distributed teams at scale.