Job Summary
The Market Manager is responsible for identifying, contracting, and optimizing hotel partnerships in assigned regions or destinations. This role focuses on growing the direct supply network, negotiating competitive rates and promotions, and ensuring the best availability and pricing for our B2B agent network.
Key Responsibilities
· Identify and onboard new hotel partners (standalone and chains) through direct contracting.
· Negotiate favorable commercial terms including rates, allotments, payment terms, and promotions.
· Maintain rate parity and competitiveness versus OTAs and other third-party suppliers.
· Build and manage strong relationships with hotel partners, ensuring long-term collaboration.
· Monitor and drive hotel performance through share of wallet (SoW), Gross Merchandise Value (GMV), and booking trends.
· Collaborate with Business Intelligence and Pricing teams to identify demand gaps and rate opportunities.
· Ensure hotel content quality, connectivity (Channel Manager/Switch), and rate loading accuracy in the system.
· Drive tactical campaigns and special offers in collaboration with hotels and internal marketing teams.
· Work closely with Market Coordinators (MCs) for operational support, availability issues, and data hygiene.
· Support internal stakeholders (sales, operations, finance) in resolving partner-related issues.
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Key Performance Indicators (KPIs)
· Growth in GMV and SoW from direct contracted hotels.
· Number of new hotels contracted per month.
· Competitive pricing versus OTAs/third parties.
· Offer participation and promotion coverage across key destinations.
· Contract renewals and margin improvements.
· Partner satisfaction and engagement.
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Skills & Qualifications
· Graduate/Postgraduate in Hospitality, Travel, Business, or related field.
· 3-6 years of experience in hotel contracting or B2B travel domain.
· Strong negotiation and relationship management skills.
· Good understanding of hotel pricing models and distribution landscape.
