VP- Hotel Commercials

Internova Travel Group is one of the largest travel services companies in the world with a collection of leading brands delivering high-touch, personal travel expertise to leisure and corporate clients. Internova manages leisure, business and franchise firms through a portfolio of distinctive divisions. Internova represents more than 100,000 travel advisors in over 6,000 company-owned and affiliated locations predominantly in the United States, Canada and the United Kingdom, with a presence in more than 80 countries.  Click here for more information about Internova Travel Group.

This is a high impact role responsible for delivering value through supplier partnerships, content strategy and hotel solutions that support the broader business goals of Internova’s agencies and affiliates. This role will be responsible for the strategy and vision for hotel revenue across Internova, as well as direct responsibility for negotiation with the largest hotel chains. This person will work closely with both Internova’ divisions and the products & program team to craft and execute a strategy to grow revenue.

The ideal candidate will have a deep understanding of the hospitality industry, particularly within the managed travel sector and must excel with negotiating contracts and managing supplier relationships.  Their main responsibility, but not limited to will be to provide account coverage of major hotel chains and while providing enhanced financial reward that benefit all parties.

Defining Hotel Revenue Strategy & Vision

• Work with programs & product team and divisions to build out an overall hotel revenue strategy
• This includes increasing yield from existing sales as well as working with divisions on plans to increase total sales through better content

Hotel Commercials & Revenue

• Working closely with the divisions and hotel programs teams to understand specific contractual needs and opportunities
• Negotiation of contracts with hotel chains on behalf of Internova including frontend commissions, management fees, pay-for-performance contracts, marketing funds, business development funds and events funding – with a focus on the largest volume hotel chains
• Collaborating closely with the product & program teams on these negotiations to reflect nuances of existing relationships and membership of Internova programs
• Re-negotiation with existing partners as well as identifying new potential opportunities to bring on subject to expected performance and needs of divisions and hotel programs.

Defining and Managing Preferred Partner Tiers

• Defining tiers of preferred partners and what is required for each tier, and what each tier receives
• Managing tiers of existing preferred partners and communicating that to the divisions

Supporting Hotel Program Team on Pricing

• Collaborate with the team that runs hotel programs to support on pricing and rationale for pricing, to help them grow revenue from the programs while delivering value to our partners

Working with Partner Marketing Team

• Working closely with partner marketing team to secure marketing commitments from partners, allocate to the appropriate divisions and track the successful execution of the marketings

Working with Divisions to Understand Needs

• Working closely with divisions to understand their needs for new hotel partners, changes to commercials and new product needs
• Understanding trends within divisions to pre-empt their requirements, and help them with winning new clients, agents and agencies through targeted hotel content

Optimization of Hotel Contracts to Increase Revenue

• Understanding relative strengths of hotel contracts and optimizing the sales that flows through them to increase revenue
• Working with the hotel programs team & divisions to maximize the sales that goes through our preferred partners and our hotel programs
• Managing hotel rates to increase revenue

Market Analysis & Trends:

• Stay informed about industry trends, market conditions, and competitive landscape to identify new opportunities for collaboration with hotels.
• Analyze travel data to identify patterns and trends that can inform hotel relationship strategies.
• Provide regular reports and insights to senior management on the state of hotel partnerships and recommendations for improvement.

• 10+ years experience in the travel/hospitality industry with emphasis in supplier relations and contract negotiations
• Strong analytical skills, including strong financial understanding
• Knowledge of GDS and online platforms as it relates to hotel distribution required
• Excellent presentation/public speaking, written and verbal communication skills
• Excellent Microsoft Office product skills
• Travel as needed. Expected to be 30% but may vary.
• Previous experience in a role where they positively contributed to company EBITDA

PAY AND BENEFITS

Our benefit offerings include choice of two medical plans and two dental plans, vision insurance, flexible spending accounts (FSAs), company-paid life insurance and AD&D, optional additional life insurance and AD&D, disability insurance, paid parental leave, paid time off, 401k Plan with company match, discounted employee travel options, access to LinkedIn Learning webinars and courses. Discounted pet insurance and auto, home, & renters insurance.

The salary range on this job posting/advertising has been developed to give applicants a wide range to comply with pay transparency laws in all states and geographical areas.  Many factors, such as years of experience, geographical location, budget etc. are considered when determining the starting rate of pay.  The salary range posted represents the pay range for U.S. candidates.  If the job posting indicates that the role is available for international candidate consideration, the salary range will be based on the local market for the country where the candidate would be working.

This role may be eligible for an incentive, commission, bonus, or a discretionary bonus program based on the company’s financial goal achievement and individual performance.

Internova Travel Group is an Equal Opportunity Employer. We make employment decisions without regard to age, race, religion, national origin, gender, disability, veteran status, genetic information, sexual orientation and gender identity or any other protected class.

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