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Director, Strategic Accounts Lodging

United States - Florida - Miami


Egencia is seeking a highly talented Director of Strategic Accounts - Lodging to develop our relationship with the major Hotel chains across the globe. This executive will provide leadership to a team consisting of Account Managers and individual contributors. Given the operational, strategic scope and scale of this position, this new leader will be recognized both internally and externally as a thought leader in the industry, and an experienced negotiator with a strong commercial acumen.

Who You Are:

  • You have excellent academic achievements

  • Demonstrate experience of leading an international team of account managers to successfully manage large, international partners

  • You demonstrate strong negotiation skills

  • You have the ability to frame, drive commercial and numerical analyses, negotiate complex deals, and turn these into concrete insights, actions, and business improvement opportunities

  • You have an appetite for business impact/execution

  • You have previous experience in leading and influencing large matrixed teams in a hyper-ambitious industry

  • Ability to mentor multiple partners and demands in a dynamic organization

  • You have an aptitude for making organizational improvements to craft and implement new cutting-edge initiatives

  • Strong commercial instinct and entrepreneurial drive combined with ability to be creative, take initiative and take risks

  • Capacity to identify and keep up to date on global trends that effect industry and organization

  • You are collaborative and able to build trusting relationships across multiple departments and/or functions within the company and can deliver projects on time

  • You display excellent judgment through sound, well-informed decision-making

People Leadership:

  • You will provide impactful leadership and coaching, create a compelling unifying vision that steers, motivates and develops the organization.

  • You will continue to build upon a skilled, ambitious, passionate and results-focused Account Management team, to continuously raise the bar and drive accountability throughout the organization.

  • You will optimize team engagement, performance and organizational efficiency by fostering a culture of innovation, productivity, responsiveness and quality.

What You’ll Do:

  • As an industry thought leader, you will provide in-depth understanding and insight of how Hotel chains operate, the industry, its key players and the landscape’s rapid evolution as well as assess their impact on both the business and hotel partners

  • Increase Egencia’s visibility within the external marketplace by positively representing Egencia at Industry events, and engaging and enabling the team to do so

  • In addition to full account management and ongoing partner retention, you will lead full negotiation cycles of major hotel chain partner contract renewals

  • Provide the strategic analyses (both quantitative and qualitative) and insight that support the process

  • Ensure the relationship with the Hotel Chain accounts are fully optimized and deliver, at a minimum, the expected gross booking value (GBV) and raw margin dollar (RMD), leveraging the partnership to optimize at every opportunity, and to mitigate all risks

  • Implement best-in-class account management, and anticipate new long-term business models

Be the Voice of the Partner

  • Ensure on-going communication and work with cross-functional teams to maximize Egencia opportunities with partners:

    • Global Market & Account Management

    • Finance, Operations, Product Marketing, Analytics & Revenue Management

    • Connectivity, Product

    • Egencia Sales & Customer success organization

    • Expedia LPS Strategic Accounts

  • Lead implementation of business initiatives within the team and hotel partners

  • Evaluate business impacts of business initiatives on the hotel partner landscape and develop an in-depth knowledge of products and build strong collaborative relationships with regional leadership teams, enabling the team to fully represent the full gamut of Egencia offerings

  • Participate and act as a spokesperson for Egencia Lodging in industry wide events

Are you forward-thinking, curious, creative and motivated? Then this could be the challenge you are looking for.

Our family of travel brands includes: Brand Expedia®,®, Expedia® Partner Solutions, Egencia®, trivago®, HomeAway®, Orbitz®, Travelocity®, Wotif®,®, ebookers®, CheapTickets®, Hotwire®, Classic Vacations®, Expedia® Media Solutions,™, Expedia Local Expert®, Expedia® CruiseShipCenters®, SilverRail Technologies, Inc., ALICE and Traveldoo®.


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.


Job Category
Partner Services Group

Job Function

United States - Florida - Miami
United States - Illinois - Chicago
United States - New York - New York
United States - Texas - Dallas
United States - Washington - Bellevue

Job Type
Full-Time Regular

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