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Director, Business Development
Expedia
Bellevue, WA, United States
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Mission: To revolutionize travel through the power of technology.
Values: We are Passionate about Travel: We are a company of travelers who wake up every day with passion for what we do.
We are Innovative: We use our collective intelligence to invent technology and create products to simplify and improve travel for our customers and partners.
We are Enterprising: We relentlessly seek out opportunity. We take risks, act with speed and purpose, and always find a way to remove obstacles and get the job done.
Expedia is one of the world’s largest and most innovative travel companies, with an extensive brand portfolio that includes leading online travel brands. Expedia.com has grown to become the world’s largest full service online travel agency delivering multiple travel products to millions of consumers around the globe. Worldwide, the Expedia family of brands includes 31 Expedia.com sites; more than 85 Hotels.com sites across 67 countries; leading online travel agency Orbitz; leading online travel agency Travelocity, the world’s leading online online marketplace for the vacation rental industry HomeAway, leading hotel meta-search site Trivago; leading agency hotel company Venere.com; leading U.S. discount travel site Hotwire; and Egencia, the world’s fifth largest corporate travel management company. Expedia delivers consumers value in leisure and business travel, drives incremental demand and direct bookings to travel suppliers, and provides advertisers vast opportunity to reach the most valuable audience of in-market travel to consumers anywhere through Expedia Media Solutions. Expedia also powers bookings for some of the world’s leading airlines and hotels, top consumer brands high traffic websites, and thousands of active affiliates.
Expedia Global Partner Solutions
Mission: To be the leading global B2B provider of leisure travel partnership solutions through our technology platform and services.
The Expedia Global Partner Solutions (GPS) group sits within the Brand Expedia Group organization and is an entrepreneurial, B2B-focused business that delivers private label and co-branded travel solutions to a broad range of partners. Many of the world's leading airlines, financial institutions, hotels, travel sites, and associations rely on GPS for flexible, innovative, and customer-focused technology solutions, combined with Expedia’s leading global inventory of travel products and 24/7 access to best-in-class customer care professionals. GPS offers the chance to work with some the brightest minds in the travel business in an energetic work environment focused on innovation, collaboration, and creative problem-solving.
Position Summary
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,
Key Responsibilities & Experiences:
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%.
Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.