Role Overview
As a senior commercial owner for the Americas or EU, you will lead strategic hotel B2B distribution partnerships across the United States and Canada, while supporting expansion into key South American markets.
You will manage and grow relationships with top OTAs, major travel wholesalers, global hotel groups, and corporate travel management companies, driving sustainable revenue growth, market share expansion, and long-term profitability through expert account strategy and cross-functional execution.
Key Responsibilities
* Develop and manage strategic partnerships with leading OTAs (Expedia Group, Priceline, TripAdvisor), wholesalers (Flight Centre, Travel Leaders Group), hotel groups (Marriott, Hilton, Hyatt), and corporate TMCs (BCD Travel, CWT)
* Own the full commercial lifecycle: opportunity identification, negotiation, contracting, launch, and ongoing account growth
* Act as a trusted advisor to partners by deeply understanding their business models, distribution strategies, and commercial priorities
* Solve complex cooperation challenges, including pricing strategy, API connectivity, customized solutions, and cross-border payment & settlement
* Define and execute Americas regional sales strategy, translating annual targets into measurable KPIs and exceeding revenue and margin goals
* Monitor market trends, competitor activity, and regulatory developments (e.g., DOT regulations, data privacy laws), providing actionable insights to internal teams
* Collaborate closely with product, technology, operations, and finance to deliver scalable, high-impact distribution solutions
* Represent the company at major industry events (e.g., Phocuswright, ITB Americas), strengthening brand presence and senior industry relationships
Qualifications
* Bachelor’s degree or higher in Business, Tourism, Marketing, or a related field; Master’s preferred
* 5+ years of experience in hotel B2B distribution in North America, ideally with leading OTAs, TMCs, or large travel wholesalers
* Strong understanding of North American hotel distribution models, commercial structures, and regulatory landscape
* Native-level English proficiency; Spanish or Portuguese is a strong advantage
* Proven ability to manage senior stakeholders and close high-value strategic partnerships
* Strong commercial judgment with the ability to identify customer pain points and convert them into scalable solutions
* Familiarity with hotel systems (PMS / CRS), API integrations, and North American payment flows (e.g., ACH, credit card settlement)
* Valid work authorization in the U.S. or Canada; willingness to travel within the region