Area Manager (Work Location in Penang)

This role is based in Penang.


Position Description
The Area Manager (AM) is responsible for leading a team responsible for the account management, strategy implementation, and planning within an independent market geography. The AM is responsible for maximizing revenues to achieve quarterly targets, driving implementation of internal business initiatives, and improving process efficiencies in addition to developing and sustaining strong hotel partner relationships within the assigned area. This includes negotiating favorable inventory rates and allocations at property level, and driving key activities that support Expedia's revenue goals and strategic objectives. The core focus for this position is to drive revenue through team leadership and day to day management within defined markets by managing broader regional responsibilities and individually managing a small number of key accounts in the designated area.
Position Responsibilities
Manage a team including Market Managers, Associate Market Managers, and/or Market Associates to deliver revenue and/or acquisition goals through management of inventory, rates and supplier relations and negotiation of best inventory and most strategically competitive rates in the assigned market.
Manage a small number of key accounts in designated area/country(s)
Secure inventory through on-going account management during acquisition and renewal
Involvement in cross functional Expedia business initiatives - understand deliverables and implications on market, while providing input on opportunities for improvement and effective roll out; partner with internal teams through initiation and planning of initiatives to proactively anticipate market impact
Provide ongoing input to the Director of the larger region for developing effective and scalable solutions to improve process efficiencies
Negotiate and secure market deals, promotions and dynamic rate rules. Coordinate with Point of Sale (POS) to leverage merchandising opportunities and offerings
Evaluate market trends and competitor activity and provide analysis and recommendations to management
Develop and sustain strong partner relationships by delivering superior consulting services and capturing marketing and sales opportunities through regular partner contact and delivering value added services
Provide meaningful performance reporting analysis to partners at the property level to implement win-win solutions in order for the partner and Expedia to achieve market performance and long-term activity goals
Develop & drive sound recommendations/action plans based on insights from data analysis to optimize hotels in the Expedia market place and their lodging market overall
Develop a strong network and relationships within the local market in order to leverage appropriate market influencers (e.g. congress and tourism bureau, hotel association, etc.) and provide expertise to the local industry
Promote Expedia's full suite of products offerings and key initiatives to partners and educate them on the full use of our products and tools
Act as liaison between partners and other Expedia functional areas to train and educate partners on the various Expedia tools, connectivity solutions, payment and billing alternatives and other partner facing Expedia systems or services
Continually coach and provide best practices and recommendations to direct and skip-level reports
Coordinate with other Expedia teams and functional areas to implement innovative projects and business initiatives aimed at building a strong market presence, merchandising, and attractive value propositions
Lead the development and execution of overall market business plans, and ensure Expedia has a long-term business strategy to deepen our position in the assigned market/territory
Other reasonable duties, as assigned

Required Skills & Experience

Undergraduate degree in hospitality management; MBA preferred
4-6 years of hospitality industry experience with people management and revenue responsibilities
Demonstrated the ability to motivate, coach and mentor a diverse and geographically fragmented team, to achieve set goals
Demonstrated ability to lead cross-functional teams successfully in a fast-paced team environment
Strong project management skills, including the ability to juggle multiple projects simultaneously, prioritize effectively, and to meet deadlines
Develop and execute market place initiatives with a strong eye on maximizing margin opportunity, obtaining inventory and driving long term relationships with our supply partners, especially our key accounts
Possess the ability to understand and optimize yield strategies and revenue management to drive and leverage business
Ability to influence internal and external decision makers
Strong written and oral communication skills; including fundamental presentation skills and the demonstrated ability to articulate ideas clearly and appropriately influence others
Proficiency with Project Management and CRM tools (preferably Microsoft Project and Salesforce). Expertise in Microsoft Word, Excel and PowerPoint
Demonstrated ability to establish and adhere to priorities in a fast pace environment

Critical Competencies

Relationship Management: Establishes and builds healthy working relationships with partners.
Solution Alignment: Evaluates rates and availability with an understanding of products, services, and the market for the purpose of obtaining favorable arrangements for Expedia.
Sales & Negotiation: Effectively works in a defined market or region, identifying prospective partners, and negotiating successfully in a constructive, consultative, and collaborative manner.
Written & Spoken Communications, Listening, and Influencing: Conveys, receives, and interprets ideas and information, presents information appropriately to a diverse range of audiences, and influences partner decisions.
Build & Maintain Teams: Encourages, motivates, and guides individuals and teams in learning and improving effectiveness and develops and improves individual, team, and organizational performance.
Strategy Execution: Develops goals, ideas and initiatives that improve the organization's performance, manage costs, and drive change at all levels.
Drive for Results: Driving high standards for individual, team, and organizational accomplishment; tenaciously working to meet or exceed challenging goals; deriving satisfaction from goal achievement and continuous improvement.

*LI-LC1
LPS-GMM-APAC

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