Senior Market Manager (Miami, FL)

Expedia Group Job Opportunity

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.

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 flexible work model (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.

Role Summary

Manages and develops a segment of the portfolio to deepen customer relationships and grow accounts through strategic planning. Acts as trusted advisor to accounts in portfolio. Takes ownership of customer problems, including leading and driving internal and external solutions. May lead contract negotiations for smaller accounts. Shares best practices across teams and regions.

Education: Bachelor's or Master's or equivalent experience

Functional/Technical Skills: Proficiency in English + local language of the market(s) where applicable. Impactful communicator. Impactful in sales techniques. Portfolio management, negotiation with Director and C-suite levels, cross-selling, and managing operational complexity.

Role Expectations

• Establishes new and fosters existing trusted relationships with key decision makers/influencers on customer accounts.
• Contributes ideas regarding how to create business opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to strengthen and grow customer account.
• Looks for signals that the customer may need additional products/services and navigates through the appropriate organization channels to ensure important customer account business issues are identified and acted upon.
• Completes and manages dynamic local-, regional-, or chain-level account plans based on an understanding of customer need and industry trends; prioritizes time based on the account's value for the organization or likelihood of success.
• May be required to develop market/territory plans, represent company at industry events, or build company profile in location.
• Demonstrates understanding of how the organization does business (e.g., business model and operations, financial performance, and key success factors).
• Applies understanding of the policies, practices, trends, and information (including competitor) that impact the organization and its customers to anticipate and plan for each step of a project.
• Demonstrates a deep understanding of the financial impact of decisions/solutions and how own role contributes to positive outcomes.
• Prepares and articulates a business issue impacting own team and helps develop the rationale for addressing it (e.g., impact on satisfaction scores or team revenues).
• Assists in the identification and analysis (e.g., cost/benefit, risk) of potential solutions to address the business need.
• Helps determine the recommended solution, documenting the business case for change and sharing with team leadership.
• Understands the market dynamics and how that is used to spot overall trends; uses this knowledge and understanding to influence customer decisions and business outcomes.
• Helps customers understand the company's standard contracts and terms and conditions; asks questions of peers when appropriate.
• Builds productive relationships with legal resources; partners to develop appropriate contract terms for simple contracts.
• Seeks assistance from senior staff to negotiate simple or short-term contracts.
• Replaces simple/short term contracts with complex multi-year contracts for account or regional account.
• Demonstrates compelling rationale while explaining ideas to gain support to resolve issues and effectively influence others.
• Offers alternatives and suggestions to address areas of differences to find a common ground, ability to handle objections, disarm tactics effectively, elegantly move out of deadlock situations and achieve favorable outcomes in each negotiation.
• Considers the situation from the point of view of the other party to identify a common ground; calculates the costs and benefits of possible solutions and the implications of not reaching an agreement.
• Ability to align products, technology, and offerings to account and market needs, driving strong business outcomes.
• Understands the full array of the company's offerings and areas of expertise; applies this knowledge to meet the needs of the customer.
• Builds and maintains a thorough working knowledge of products, technologies, offerings, etc.
• Demonstrates a working knowledge of competitors' products and services as well as their strengths and weaknesses.
• Builds relationships with key individuals within the team, department, and organization.
• Strategically builds relationships to support total portfolio and organization needs.
• Builds relationships within industry outside of account.
• Builds working knowledge of customer industry, including market trends and economic challenges and competitive market.
• Meets with customers to discuss needs and seek feedback on value of products or services.
• Supports the interpretation of the data relative to the performance of products, services, and solutions against customer needs/expectations.
• Provide ongoing input to senior management in developing effective and scalable solutions to improve process efficiencies.

The total cash range (inclusive of base salary and variable incentive target) for this position in Miami is $127,500.00 to $178,500.00. Employees in this role have the potential to increase their pay up to $204,000.00, based on ongoing, demonstrated, and sustained performance in the role. Incentive plan performance above target will also earn more than the incentive target compensation amount.

Starting pay for this role will vary based on multiple factors, including location, available budget, and an individual's knowledge, skills, and experience. Pay ranges may be modified in the future.

Expedia Group is proud to offer a wide range of benefits to support employees and their families, including medical/dental/vision, paid time off, and an Employee Assistance Program. To fuel each employee's passion for travel, we offer a wellness & travel reimbursement, travel discounts, and an International Airlines Travel Agent (IATAN) membership. View our full list of benefits.

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team through the Accommodation Request.

Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™. © 2024 Expedia, Inc. All rights reserved. Trademarks and logos are the property of their respective owners. CST: 2029030-50

Employment opportunities and job offers at Expedia Group will always come from Expedia Group's Talent Acquisition and hiring teams. Never provide sensitive, personal information to someone unless you're confident who the recipient is. Expedia Group does not extend job offers via email or any other messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official website to find and apply for job openings at Expedia Group is careers.expediagroup.com/jobs.

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, veteran status, or any other characteristic protected by law. 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.