Opaque Hotel Account Manager

Expedia Group brands power global travel for everyone, everywhere. We design cutting-edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success.

Why Join Us?

To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and know that when one of us wins, we all win.

We provide a full benefits package, including exciting travel perks, generous time-off, parental leave, a global hybrid work setup (with some pretty cool offices), and career development resources, all to fuel our employees' passion for travel and ensure a rewarding career journey. We’re building a more open world. Join us.

Introduction to the Team:

The Hotwire opaque team is an integral part of the Market Management team, under the Travel Partnerships and Media division at Expedia Group. This role will report to the Regional Opaque Manager and collaborate closely with a group of driven Hotel Account Manager peers.

Make an Impact:

Our Hotwire account management team owns the opaque relationship with a portfolio of hotels. Their focus is on strategic account optimization for our customers and clients at the heart of everything we do.  This team works closely with a portfolio of hotels in their markets, helping them meet their objectives, providing expert advice, and delivering problem-solving initiatives.

 In This Role, You Will: 

• Builds relationships with customer* account team, including key buyers/decision makers
• Assists in creating opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to build customer* account
• Understands and reports a customer’s* business issues through appropriate organization channels
• Recommends products, services, and insights that meet customer* needs
• Builds relationships with customer* account team, including key buyers/decision makers
• Assists in creating opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to build customer* account
• Understands and reports a customer’s* business issues through appropriate organization channels
• Acquires a good understanding of how the department operates and fits into the larger organization
• Demonstrates awareness of the policies, practices, trends, and information (including competitor) that impact the organization and its customers*
• Demonstrates good understanding of the financial impact of decisions/solutions on the organization and its customers*
• Documents components of a business case for change at the direction of more senior colleagues as needed
• Acquires and maintains a working knowledge of financial data and the company’s standard contract terms and conditions by reading product literature, contracts, and asking questions of peers
• Learns when to partner with legal resources to modify or adjust standard contract terms
• Learns the contract negotiation process and how to complete contractual arrangements
• Exchanges nuanced information to build consensus
• Able to handle key objections with ease and proactively seeks help from a manager when needed to address areas of difference and ensure agreements among all parties
• Conducts straightforward cost, benefit, and risk analyses of possible solutions and the implications not reaching an agreement
• Identifies and actively engages stakeholders in decision making and strategies to benefit account and organization. Closes deals effectively.
• Understands standard offerings and major areas of expertise
• Builds a working knowledge of products, technologies, offerings, etc., within scope of responsibility
• Develops an understanding of competitors’ standard products and services.
• Demonstrates insightful application of products, technologies, and offerings to account

Experience and Qualifications:

• Proficiency in English + local language of the market(s) where applicable
• Effective communicator
• Proficient in sales techniques
• Portfolio management, relationship account management, upselling, and cross-selling experience
• Demonstrates the importance of maintaining ongoing business relationships with colleagues and external customers*
• Strategically builds relationships to support total portfolio and organization needs.
• Develops understanding of customer's* industry and competitive market
• Attends meetings with customers* to understand needs and expectations
• Learns the metrics to assess the performance of products, services, and