Senior Agency Sales Manager EMEA

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 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.

Manages and develops a segment of the portfolio to deepen customer relationships and grow accounts through strategic planning. Acts as trusted advisor to accounts in portfolio. Takes ownership of customer problems, including leading and driving internal and external solutions. May lead contract negotiations for smaller accounts. Shares best practices across teams and regions.

• Establishes new and fosters existing trusted relationships with key decision makers/influencers on customer accounts.
• Contributes ideas regarding how to create business opportunities (e.g., progress meetings, fact‑finding/exploratory meetings) to strengthen and grow customer account.
• Looks for signals that the customer may need additional products/services and navigates through the appropriate organization channels to ensure important customer account business issues are identified and acted upon.
• Completes and manages dynamic local-, regional-, or chain‑level account plans based on an understanding of customer need and industry trends; prioritizes time based on the account’s value for the organization or likelihood of success.
• May be required to develop market/territory plans, represent company at industry events, or build company profile in location.
• Demonstrates understanding of how the organization does business (e.g., business model and operations, financial performance, and key success factors).
• Applies understanding of the policies, practices, trends, and information (including competitor) that impact the organization and its customers to anticipate and plan for each step of a project.
• Demonstrates a deep understanding of the financial impact of decisions/solutions and how own role contributes to positive outcomes.
• Prepares and articulates a business issue impacting own team and helps develop the rationale for addressing it (e.g., impact on satisfaction scores or team revenues).
• Assists in the identification and analysis (e.g., cost/benefit, risk) of potential solutions to address the business need.
• Helps determine the recommended solution, documenting the business case for change and sharing with team leadership.
• Understands the market dynamics and how that is used to spot overall trends; uses this knowledge and understanding to influence customer decisions and business outcomes.
• Helps customers understand the company’s standard contracts and terms and conditions; asks questions of peers when appropriate.
• Builds productive relationships with legal resources; partners to develop appropriate contract terms for simple contracts.
• Seeks assistance from senior staff to negotiate simple or short‑term contracts.
• Replaces simple/short term contracts with complex multi‑year contracts for account or regional account.
• Demonstrates compelling rationale while explaining ideas to gain support to resolve issues and effectively influence others.
• Offers alternatives and suggestions to address areas of differences to find a common ground, ability to handle objections, disarm tactics effectively, elegantly move out of deadlock situations and achieve favorable outcomes in each negotiation.
• Considers the situation from the point of view of the other party to identify a common ground; calculates the costs and benefits of possible solutions and the implications of not reaching an agreement.
• Ability to…