Contracting Manager(Hotel Contracting)

Overview

Key Responsibilities

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

Qualifications

• 7+ years of experience in hotel contracting within B2B, wholesale, or travel tech environments.
• Strong hands-on experience with XML/API distribution models and large-scale hotel portfolios.
• Proven track record of managing multi-market, high-volume B2B contracting operations.
• Deep understanding of rate structures, connectivity economics, and margin drivers.
• Experience negotiating with international hotel chains and global suppliers.
• Bachelor’s degree in Business, Hospitality, Tourism, or a related field (MBA is an advantage).

Required Skills

• Strong commercial and analytical mindset
• Advanced negotiation and supplier management skills
• Leadership and team-building capabilities
• Ability to operate in high-volume, fast-paced B2B environments
• Excellent stakeholder management across technical and commercial teams

Preferred Skills

• Experience in high-growth B2B travel organizations
• Pay range and compensation package
• Competitive senior-level compensation package

What We Offer

• Opportunity to lead a core revenue-driving function
• Exposure to global suppliers and large-scale distribution partners
• A strategic role within a high-growth B2B travel organization