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Senior Director, Commercial Strategy & Transformation
Expedia
Bellevue, WA, United States
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Egencia
Egencia: Business travel for the Expedia generation!
We are rewriting the book on how companies and their employees arrange travel. Unique in the market, we are a technology player in the corporate travel space and we are backed by one of the world’s largest travel groups, the Expedia Group.
Expedia has invested twice the amount on technology advancement in the last year than any of Egencia’s competitors and this means we’re growing, and growing fast. In 2017, Egencia grew over its largest competitors 2x faster and we have BIG growth plans for 2018 and beyond and to do this, we need you!
The Role
Egencia is seeking to continue the strong growth momentum whilst finding a step change to unlock accelerated future growth.
We are looking for an analytical, creative and results driven Senior Director, responsible for defining the commercial strategy and to drive the transformation of the global commercial organization to accelerate growth and innovation on a global scale.
As a member of the global Commercial leadership team, you will be heavily involved in shaping the future of the business by working closely with the leadership team to create a multi-year commercial strategy in conjunction with the overall business strategy. You will also be a core member in developing the Egencia strategy as a commercial representative. This is an opportunity for you to play a crucial role in the step-change evolution of Egencia’s rapidly growing global business.
This position requires a strong strategic perspective, extraordinary stakeholder management and strong transformational leadership skills with the ability to coordinate, organize and prioritize critical work streams to drive business results. You should have extensive business acumen, coupled with commercial ingenuity and a courageous curiosity.
To be successful, you’ll need to have a data-driven approach, be a structured problem solver and have strong communication and influencing skills. It will be essential to have an unerring sense of how to balance multiple competing priorities under tight deadlines. You will need to be an effective people leader, capable of providing guidance, feedback and direction to highly talented team-members.
Key Areas of Responsibilities
Commercial Strategy & Business Transformation
• Developing, initiating and coordinating Egencia Commercial overall strategy and approach.
• Identify, prioritize and deliver key commercial growth initiatives to enable faster growth across segments and geographies.
• Ensure all teams are aligned against key deliverables and address any potential road-blocks. Actively identify factors affecting performance and deliver timely and relevant intelligence.
• Communicate strategic initiatives and results to both the Commercial organization and more broadly across Egencia to secure commitment and alignment.
Customer Segmentation, Value & Revenue Proposition End-to-End (E2E) Development
• Collaborate with the global Egencia business strategy team to define and refine the customer segments based on internal data, competitive information and our strengths.
• Partner with the business and functional leaders to develop clear E2E value propositions concepts (including revenue & delivery model) for distinct customer segments.
• Develop, with the marketing team, clear differentiators and positioning messaging and materials that are customer focused.
• Define and evolve the Commercial proposition and approach worldwide.
Investment Approach Development
• Develop, test and refine an investment model for Commercial growth.
• Partner with finance to build a review cycle for investment.
• Investigate alternative areas to unlock additional business growth.
Leadership Engagement & Communication
• Support the Chief Commercial Officer and the Commercial leadership team to communicate the strategy to the organization and mobilize people across clear goals.
• Develop messaging and engagement platforms to secure commitment and alignment across the organization. Help shaping a culture of continuous success and innovation.
• Share progress versus plan/strategy at a regular cadence.
People Leader
• Build, coach, develop, engage and retain team-members.
• Maximize team performance and foster a culture of innovation, productivity, responsiveness and quality.
• Provide impactful leadership, line management and coaching. Recruit effectively and ensure the team is structured to best serve its internal customers.
Ideal Profile:
• Demonstrable track-record in the design, development and delivery of (B2B) strategic plans and driving commercial transformation programs for large fast-paced multinational companies.
• Significant experience in strategy consulting, and/or an in-house global strategy function with impact on the bottom line. Experience in a SaaS environment or other experience collaborating with product, marketing and operations teams is advantageous.
• Demonstrated track-record to navigate and drive results in a globally, functionally organized organization, where influential leadership skills are crucial. Buy-in is driven by logic and data, not seniority or hierarchy.
• Exceptional analytical, critical thinking and strategic problem-solving skills, with the ability to cut through complexity and turn high-level business requirements and opportunities into specific projects
• Ability to envision and articulate a compelling future. Inspiring communication and storytelling skills; to present complex information simply and effective at different levels, functions and locations throughout the organization.
• Experience within a high growth environment, with the agility to also transition and operate in a larger fast-paced multinational company.
• Experience leading programs collaboratively based in multiple countries and time zones.
• Strategic thinker able to synchronize across diverse opportunities, combined with pragmatic, tactical execution. Analytically minded approach with demonstrable negotiation and influencing skills.
• Ability to lead, develop and engage a small consulting-style team to deliver strategic planning, strategic analysis, due diligence and drive execution across the business.
• Global time-zones are hard to manage, flexibility will be required in times & locations of work, but flexibility will similarly be given in times & locations of work. Focus is on results, not hours/times of work. Travel approximately 30% of the time.
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.