Senior Account Manager
Travel Partnerships and Media helps partners deliver excellent traveler and B2B experiences, driving growth for them and the Expedia Group marketplace through competitive supply, a valued advertising and travel media network, and affiliate solutions.
We are seeking a highly motivated Senior Account Manager in the Hotel Enterprise Partnerships (HEP) team which sits within the Travel Partnerships and Media division of Expedia Group to develop our partnerships with major hotel chains in the Asia Pacific region. Reporting to the Director of Strategic Accounts, this role will have full ownership and revenue responsibility for a significant portfolio of global and key hotel chain partners. The main responsibility is to drive revenue targets, ensure rate & inventory competitiveness, structure deals, and execute contract renewals. The role requires the implementation of growth strategies for the assigned accounts as well as owning and driving Expedia Group partnership initiatives beyond distribution with our partner organizations.
What you'll do:
- Account Management (30%)
Focus on hitting key metrics in the short term (rate and inventory competitiveness / revenue growth)
Understand partner strategy and objectives to help partners see opportunities to increase revenue and shift share
Promote merchandising and advertising opportunities
Deliver Business Reviews to the leadership of the different accounts - Relationship Management (30%)
Day-to-day internal and external relationship management
Establish relationships by visiting partners in the region and engaging in regular discussions and meetings
Develop positive relationships with major internal departments to promote HEP and find opportunities - Contracting (20%)
Negotiate, understand and implement creative and sophisticated deals
Design deal models
Initiate annual contract renewals for accounts
Lead coordination of contracts between Market Management and partners - Pillar and/or Project Roles (20%)
Lead or actively participate in pillar roles and/or strategic projects, working cross-functionally with internal stakeholders to drive value for the business
Play an active role in mentoring and developing employees, motivates, and guides individuals and teams in learning and improving efficiency
To be successful in this exciting role, you will need:
- Sales & Negotiation: Effectively works in a defined portfolio of accounts, identifying prospective partners, and negotiating optimally in a constructive, consultative, and collaborative manner.
- Passion for Results: Maintain high standards for the individual, team and organizational accomplishment. Tenaciously work to meet or exceed ambitious goals. Derive satisfaction from goal achievement and continuous improvement.
- Excellent interpersonal skills, with the ability to clearly and concisely present issues, ideas and recommendations in verbal, written and presentation formats across all levels of the organization.
Who you are:
- 8+ years of shown negotiation experience and/or account management working autonomously, ideally with extensive experience across the Asia Pacific region
- Excellent problem-solving and a positive can-do attitude
- Excellent analytical and critical thinking skills, and a driven curiosity to identify emerging business trends and ensuing needs
- Excellent customer service, relationship-building ethic, and social intelligence
- Comfortable dealing with uncertainty by crafting structure and prioritising optimally, and ability to lead sophisticated discussions and projects simultaneously
- Ability to communicate clearly and concisely, both orally and in writing, and experience presenting to different stakeholder groups including senior leaders
- Proficient interpersonal skills and an ability to prioritize based on the needs of the business, with a keen eye for detail
- Adept in public speaking from leading a small presentation or workshop to large scale industry events
- Related experience from Market Management, Connectivity, Media Solutions or consultancy is a plus
- High proficiency in MS Office tools (i.e. Word, Excel and PowerPoint)
- Knowledge of the hospitality industry is desirable
- Proficiency in English, additional Asian languages a big plus
- University Degree or equivalent work experience (Master's degree a plus)
