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Job Details
If you need assistance during the recruiting process due to a disability, please reach out to our Recruiting Accommodations Team through the Accommodation Request form. This form is used only by individuals with disabilities who require assistance or adjustments in applying and interviewing for a job. This form is not for inquiring about a position or the status of an application. ****Fluency in Portuguese and Spanish Required**** The Senior Business Development Manager will work across functional teams to identify, evaluate, negotiate, and onboard partnerships in various segments throughout the Americas (Canada, United States, and Latin America) for Expedia Group’s Private Label Solutions. This role is accountable for independently building and executing a new business pipeline by prospecting leads, comprehensive qualifying opportunities, describing value propositions, performing financial analysis, and leading all facets of structuring, negotiating, and onboarding new partnerships. A thorough understanding of the current products and services is critical. Keys to the role include enthusiasm, market knowledge, and hunger to grow Expedia Group's B2B revenue. Success is the achievement of annual commercial targets from new commercial relationships with businesses across the travel ecosystem, including online travel agencies, offline agencies, and tour operators. The scope may also include developing revenue opportunities in the non-travel sectors, such as e-commerce, loyalty, and financial institutions. This role will work closely with technology, finance, legal, and operation teams to position Expedia Group solutions successfully, including recommending integration approaches, support platform providers, reporting, and analytics. Strong candidates are self-starters who enjoy variety in their work, can manage multiple priorities, can lead cross-organization workstreams within defined business processes, have a proven ability to communicate effectively, and have relevant experience in one or more of the following areas: travel segment, lodging distribution, consultative sales, and relationship management. What You’ll Do:
- Independently develop a pipeline of new partnership opportunities, ensuring annual attainment of set revenue targets.
- Effectively represent Expedia Group, including product capabilities, marketing strategies, partnership operations, and solution definition. Work collaboratively with various support teams to ensure successful new partner onboarding and optimization.
- Build comprehensive commercial relationships with high-impact strategic partners to establish ongoing revenues for Expedia Group’s B2B business. Apply data-driven commercial acumen, including modeling historical production, growth trends, competitive positioning, and partner financial viability to qualify opportunities fully. Avoid over-utilization of support team resources until opportunities are comprehensively qualified.
- Adherence to business processes to successfully onboard new partners. Stay updated on product and commercial support materials. Accountable for negotiating contract terms. Effectively collaborate with support teams within the scope of their domain. Take ownership of challenges and new initiatives to continuously gain efficiency for onboarding partners.
- Proactively leading virtual teams and organizing resources until new partners are fully onboarded. Coordinate with account management to transition partners and continue to to support partnership success.
- Demonstrating a passion for continuous self-improvement and learning, sharing knowledge with the team to continue raising the bar. Effectively collaborate across teams to influence product and process enhancements. Drive clarity and create momentum for doing better for our partners and their travelers.
- Develop potential product solutions and commercial tactics based on partner needs and conduct broad analysis (e.g., pros/cons, cost/benefit, risks, resources, timing) to determine the viability of various alternatives.
- Demonstrate understanding of the financial impact of decisions/solutions to drive projects and analyses that support the organization’s mission.
- Partner with legal resources to explain difficult concepts or unique situations that require potential deviation from standard contract terms; develop and negotiate appropriate contract terms.
- Lead complex contract negotiations and appropriately seek leadership support as needed.
- 6+ years for Bachelor's, 4+ years for Master's
- Proven sales/influence skills, balanced with consultative needs analysis/solutions, financial competence, and technical sales experience.
- Comprehensive knowledge of the travel industry, primarily related to lodging inventory distribution across segments and solution types.
- Previous experience with technical travel solutions.
- Demonstrated strength in communication, presentation, negotiation, and critical thinking skills
- Proven ability to operate independently, achieve financial targets, define objectives and structure, advocate for partners when appropriate, seek input when needed, and make sound business decisions
- Fluency in Spanish and Portuguese is strongly preferred.
- High degree of motivation and a positive outlook. Proven ability to work well as an individual contributor and within team environments.
- Ability to effectively establish and build relationships internally and externally, particularly with decision-makers.
- Flexibility to travel up to 30% of the time.
About the Company
Expedia Group
Seattle, WA, United States
Why Expedia Group? Expedia Group powers travel for everyone, everywhere through our global platform. Driven by the core belief that travel is a... Read more