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.
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You will manage and grow relationships with top OTAs, major travel wholesalers, general 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 xcskxlj 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