Reporting into the Head of Business Development for the Americas this role is responsible for working across regional and functional teams to identify, evaluate, source and negotiating new, high-impact, hotel strategic partnerships for GPS. This role requires proven ability to describe value propositions, cultivate senior level relationships, quickly assess the attractiveness of potential opportunities, perform financial analysis and lead all facets of structuring, negotiating and closing partnerships,
The ideal candidate is a self-starter who enjoys variety in his or her work, can manage multiple competing priorities, is able to lead at all levels of the organization, and brings to the table a strong track record in the following areas: consultative sales, product management, business strategy, financial modeling, relationship management, and negotiation. If you are a current or former product manager, investment banker or corporate/business development manager ready to use your expertise and take on new challenges, we want to hear from you. Tasks this individual will be accountable for include:
Understand partner and customer needs and identifying unmet (or emerging) needs across the travel category.
Identify, evaluate and manage new strategic business opportunities, partnerships, alliances and/or joint ventures.
Conduct detailed and accurate quantitative and qualitative analysis to assess viability of potential new business opportunities. Develop deal models and forecasts with finance partners.
Collaborate with internal stakeholders to drive a pipeline of opportunities that to ensure productive launch of efficient partnerships.
Lead complex deal structuring and commercial negotiations. Work with legal partners and other internal stakeholders to drive the contract process in a thorough and efficient manner.
Develop and nurture new partner relationships.
Direct and optimize spend toward efficient traffic sources.
Forecast demand for proposed projects based on presented market research data and industry trends.
Communicate strategic priorities and findings to senior management.
Provide market feedback to various teams to supports requirement gathering, product design and delivery of new partnership functionality or improvements to existing integrations.
Perform industry and competitive analysis to highlight underlying category trends and competitive dynamics.
Competencies, Experience and Qualification:
Bachelor’s degree, MBA or equivalent preferred.
10+ years marketing or business development experience, ideally with significant experience in partner marketing or senior consultative sales/business development functions.
Knowledge of travel industry, particularly related to lodging relationships. Previous experience with travel technology products and operations strongly desired.
Ability to sell Expedia's vision and GPS value propositions into potential partners.
Very strong interpersonal, presentation and critical thinking skills. Ability to effectively build relationships internally, externally, particularly at senior organizational levels.
Ability to operate independently and to define objectives and structure, with minimal supervision.
Show a high degree of motivation and work well both as an individual and within team environment.
Superior communication, negotiation, and analytical skills.
Ability to work occasional nights and weekends as dictated by deadlines and partnership needs.
Travel required appx 20-30%.
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