Contracting Manager

About This Role

Role Overview

We are seeking an experienced Contracting Manager to lead and scale a high-volume, global hotel contracting function within a B2B travel and XML distribution environment .

This role is responsible for building and optimizing a competitive, scalable hotel portfolio tailored for XML distribution, wholesalers, and B2B partners , while driving margin growth, content quality, and long-term supplier partnerships . The position plays a critical role in shaping the company’s commercial strategy and global supplier ecosystem.

Key Responsibilities

• Define and execute the global B2B / XML contracting strategy aligned with growth, distribution, and revenue objectives.
• Lead high-level negotiations with hotels, hotel chains, bedbanks, DMCs, and content providers , covering dynamic and static rates, allotments, free-sale agreements, markups, overrides, and distribution rights.
• Oversee the structure, performance, and development of multi-market contracting teams .
• Ensure supplier contracts are optimized for XML/API connectivity, scalability, rate parity, and content accuracy .
• Drive margin optimization, yield improvement, and competitiveness across B2B, wholesale, and API channels.
• Collaborate closely with Technology, Connectivity, Product, and Sales teams to ensure seamless integration and optimal supplier performance.
• Monitor supplier productivity, rate competitiveness, booking conversion, and profitability using data-driven insights .
• Build and maintain strong senior-level relationships with global hotel chains and strategic suppliers .
• Ensure contracting frameworks align with risk management, compliance, and distribution control policies .
• Represent the organization at major global travel trade events such as ITB, WTM, FITUR, and ATM .

Experience & Qualifications

• 8+ years of experience in hotel contracting within B2B travel, wholesale, or travel technology environments.
• At least 3 years at a Manager level
• Strong hands-on experience with XML/API distribution models and large-scale hotel portfolios.
• Proven track record managing multi-market, high-volume B2B contracting operations .
• Deep understanding of rate structures, connectivity economics, margin drivers, and yield management .
• Demonstrated experience negotiating with international hotel chains and global suppliers .
• Bachelor’s degree in Business, Hospitality, Tourism, or a related field (MBA preferred).