Senior Business Development Manager

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 we 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.

Private Label Solutions (PLS) is the B2B arm of Expedia Group. We bring Expedia Group’s innovative technology and distribution solutions to partners across the world. These businesses include global financial institutions, corporate managed travel, offline travel agents, global travel suppliers (like major airlines) and many more.

As a Senior Business Development Manager on the PLS Team, you will manage all prospects in an assigned area. This person will sell into complex organisations and maintain relationships with C‑level decision makers across different functions. You will also provide training and guidance to others in the sales organisation.

• Acquire new accounts at a local/regional level to sell the company’s product and standard services
• Acquire and retain key/strategic accounts for high-focus regions or markets to sell the company’s product and standard services
• Document, articulate, and present the business issues impacting own team and help develop the rationale for addressing it (e.g., impact on satisfaction scores or team revenues)
• Assist in the identification and analysis (e.g., cost/benefit, risk) of potential solutions to address the business need
• Help determine the recommended solution, documenting the business case for change and sharing with team leadership
• Understand how the organisation does business (e.g., business model and operations, financial performance, and key success factors)
• Apply understanding of the policies, practices, trends and information that impact the organisation and its customers
  * to anticipate and plan for each step of a project
• Share a deep understanding of the financial impact of decisions/solutions and how own role contributes to positive outcomes
• Meet revenue targets, effectively present proposals, and influence internal senior managers and external customers*
• Demonstrate expertise on company products and designated vertical
• Help customers
  * understand the company’s standard contracts and terms and conditions, asking questions of peers when appropriate
• Build productive relationships with legal resources and partners to develop appropriate contract terms for simple contracts
• Seek assistance from senior colleagues to negotiate simple or short-term contracts
• Develop an in‑depth understanding of the customer
  * organisation, key offerings, business goals and challenges to better understand their needs
• Gather and document information (e.g., background, role, scope of responsibility) about the customer
  * key leaders/decision makers and gain awareness of their differing perspectives and styles
• Build working knowledge of the customer
  * industry, including market trends, economic challenges and competitive market
• Demonstrate compelling rationale while explaining ideas to gain support, resolve issues and effectively influence others
• Offer alternatives and suggestions to address areas of difference to find a common ground
• Consider the situation from the point of view of the other party; calculate the costs and benefits of possible solutions and the implications of not reaching an agreement
• Develop, mentor and coach peers on the team, including establishing priorities, setting objectives and providing guidance and feedback
• Operate as a team leader within the organisation/department in a peer‑to‑peer…