About the Company
The role will be responsible for building and optimizing a competitive, scalable hotel portfolio tailored for XML distribution, wholesalers, and B2B partners, while driving margin growth, content quality, and long-term supplier partnerships.
About the Role
Key Responsibilities
- Define and execute the global B2B / XML contracting strategy aligned with company growth and distribution objectives.
- Lead negotiations with hotels, chains, and suppliers covering dynamic rates, static rates, allotments, free-sale, markups, overrides, and distribution rights.
- Oversee the performance, structure, and development of multi-market contracting teams.
- Ensure supplier contracts are optimized for XML connectivity, rate parity, content accuracy, and scalability.
- Drive margin optimization, yield improvement, and competitiveness across B2B, wholesale, and API channels.
- Work closely with Technology, Connectivity, Product, and Sales teams to ensure smooth integration and optimal supplier performance.
- Monitor supplier productivity, rate competitiveness, booking conversion, and profitability using data-driven insights.
- Establish strong senior-level relationships with global hotel chains, bedbanks, DMCs, and strategic content providers.
- Ensure contracting policies align with risk management, compliance, and distribution control.
- Represent the company at major global travel trade shows and supplier events (e.g., ITB, WTM, FITUR, ATM).
Qualifications
- 7+ years of experience in hotel contracting within B2B, wholesale, or travel tech environments.
- Strong hands-on experience with XML/API distribution models and large-scale hotel portfolios.
- Proven track record of managing multi-market, high-volume B2B contracting operations.
- Deep understanding of rate structures, connectivity economics, and margin drivers.
- Experience negotiating with international hotel chains and global suppliers.
- Bachelor's degree in Business, Hospitality, Tourism, or a related field (MBA is an advantage).
Required Skills
- Strong commercial and analytical mindset
- Advanced negotiation and supplier management skills
- Leadership and team-building capabilities
- Ability to operate in high-volume, fast-paced B2B environments
- Excellent stakeholder management across technical and commercial teams
Preferred Skills
- Experience in high-growth B2B travel organizations
Pay range and compensation package
Competitive senior-level compensation package
Equal Opportunity Statement
What We Offer
- Opportunity to lead a core revenue-driving function
- Exposure to global suppliers and large-scale distribution partners
- A strategic role within a high-growth B2B travel organization
