Area Manager - Business Development, Hotels

Why Join Us?

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.

Travel Partnerships and Advertising helps partners, including hotels, vacation rentals, airlines, destination marketing organizations (DMOs) and more, deliver excellent traveler and B2B experiences. We drive growth for our partners and the Expedia Group marketplace through competitive supply and our leading advertising and travel media network.

This role sits within the New Partners Acquisition team, focused on bringing high‑quality, strategically relevant lodging supply onto the platform. The Area Manager leads acquisition efforts across a defined EMEA sub‑region, managing a team of Business Development Managers and Associates to deliver supply growth and market competitiveness. You will own regional strategy and performance, coach and develop your team, and ensure alignment with global priorities.

Acting as a senior market leader, you will represent Expedia Group externally, foster scalable partnerships, and drive continuous improvement in acquisition tactics, processes, and tools.

This role reports to the Director, WW Business Development.

• Define and execute acquisition strategies for the assigned EMEA area, ensuring delivery against regional targets and KPIs.
• Monitor market dynamics (supply gaps, competitor activity, demand trends) and translate insights into actionable plans for the team.
• Own quarterly forecasts and objectives; manage risks and implement mitigations to secure performance.
• Lead, coach, and inspire a team of ~10 Business Development Managers and Associates, fostering a culture of accountability, collaboration, and growth.
• Set clear goals, monitor progress, and provide regular feedback; identify development opportunities and enable career progression.
• Drive adoption of best practices in outreach quality, negotiation, pipeline discipline, and data‑driven decision making.
• Oversee funnel health and conversion metrics across the area; diagnose issues and implement targeted interventions.
• Ensure partners are onboarded efficiently and set up for success at launch, maximizing listing quality, inventory, and program adoption.
• Report performance with clear narratives, root‑cause analyses, and next best actions for leadership and stakeholders.
• Represent Expedia Group at industry events, conferences, and networking opportunities; build relationships with associations, hotel groups, and ownership companies to unlock scalable acquisition channels.
• Collaborate with Marketing, Product, and Operations to align initiatives with regional needs and accelerate acquisition velocity.
• Identify and champion improvements to acquisition tactics, processes, and tools; contribute to playbook updates and enablement content.
• Pilot new approaches and share learnings for broader adoption across EMEA.

• Ideally 7+ years in B2B sales, partnerships, or market development, including 3+ years in people management with proven team performance outcomes.
• Travel/hospitality or marketplace experience strongly preferred.
• Bachelor’s degree or equivalent professional experience.
• Fluent in English; additional European languages are a strong plus.
• Strategic thinker with strong commercial acumen and ability to translate insights into action.
• Experienced people leader with coaching mindset and ability to drive engagement and accountability.
• Skilled communicator with executive presence and influence across functions and geographies.
• Analytical storytelling: combines quantitative analysis with compelling narratives to guide decisions.
• Comfortable managing complexity and ambiguity in a fast‑paced, matrixed environment.

• Based in Madrid; regular travel for team engagement, partner meetings, and industry events is expected.

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 is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.