Business Development Manager - Enterprise / Display Ads - U.S.

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.

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 global hybrid work setup (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.

Business Development Manager - Enterprise / Display Ads - U.S.

Introduction to team

Travel Partnerships and Media helps partners deliver excellent traveler and B2B experiences, driving growth for them and the EG marketplace through competitive supply, a valued advertising and travel media network, and affiliate solutions.

We at Expedia Group Media Solutions, offer marketers access to the world’s travel advertising platform, powered by the most robust first-party data in the industry. Our team of digital marketing professionals equips advertising partners with everything they need to connect, engage, convert travelers worldwide and exceed advertisers’ critical metrics.

In this role, you will

Consultative Sales Strategy:

Drive and execute strategy for advertising partners, to grow Media Solutions business. Responsible for identifying key opportunities in the travel and non-travel sectors assigned territory by selling the benefits of partnering with Expedia Group as an advertising partner of choice. This includes representing the advertising strategy of the partner to develop campaigns that meet and exceed their needs.

Business Strategy:

• Create, define, and implement business strategies to optimize each partner relationship on a local, regional, or global basis, including conducting day-to-day interactions, regular face-to-face commercial updates, identifying and managing marketing and promotional opportunities, and ensuring fulfillment of all contractual obligations.

Sales Negotiation:

Sales Negotiation: Own and lead the advertising sales process end-to-end from identification of new prospects, to developing an understanding of partner needs and mapping those needs with planning and strategic selling. Including a portfolio of domestic and international platforms. Provide customers with a consultative sales experience and build /enhance long-term strategic relationships with existing partnerships through up-selling, cross-selling, etc.

The ability to navigate senior-level management and understand the political pressures of an organization to get to a positive decision is key to success.

Partner Campaign Launch/ Internal Collaboration:

• Lead aspects of the launch & ongoing, day-to-day performance of advertising partnerships and influence across other functions (including internal supply teams, marketing, operations, billing, product & media planners) to ensure campaign delivery and resolve issues as they arise.

Commercial Results/Performance:

• Drives accountability for results throughout the organization. Define and deliver continuous improvement in revenue contribution to Media Solutions through insightful measurement and Return on Investment analysis of new partnerships on an ongoing basis.

Sales Prospecting:

• Lead in all aspects of deal development - prospecting, sourcing, negotiating, and closing.
• Create a pipeline of opportunities that are managed & reviewed weekly/monthly/quarterly to ensure the pipeline is productive and yields profitable partnerships.

Customer Focus:

Proactively Build and maintain fruitful relationships with partners and provide clients with a consultative sales experience.

Others:

Accurately forecast media revenue demand for territory, based on Expedia Group market research data, industry insights and partner engagement.

Collaboratively, work across internal functions to optimize Media opportunities. Including collaborating with our product teams to define new product offerings, engage with management on sales strategy. Other interactions include Marketing, Media Planning & Lodging and Partner Services groups. Evangelize MeSo internally, as well as externally and work with Expedia Group supply teams to increase value to our partners.

Quarterly Revenue Goals: Consistently meet or exceed bi-annual revenue goals as set by sales leadership. quarterly goals will typically exceed $1,000,000 USD, depending on a number of factors (e.g., type and number of accounts, new vs existing business and future potential).

Experience and qualifications

• This role requires a min 3 years of sales experience, Media Sales, travel industry or related field; or equivalent related professional experience and BA/BS degree or equivalent
• Demonstrated media sales experience is essential; and a passion for the travel industry is desirable. Regional knowledge is a plus
• Strong understanding of the specific travel verticals (DMO, Airline, and/or Attractions) and digital and social media landscape
• History of meeting or exceeding revenue targets
• Ability to effectively pitch and influence at C management level
• Effectively analyze partner needs and identify creative solutions
• Demonstrated ability to optimize revenue gains for Media Solutions
• Proven ability in consultative selling
• Travel is required, valid passport highly recommended
• Someone who thrives in face paced environment and embraces a growth mindset

The total cash range for this position in Seattle is $94,000.00 to $131,500.00. Employees in this role have the potential to increase their pay up to $150,500.00, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.

Starting pay for this role will vary based on multiple factors, including location, available budget, and an individual’s knowledge, skills, and experience. Pay ranges may be modified in the future.

Accommodation requests

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.

We are proud to be named as a Best Place to Work on Glassdoor in 2024 and be recognized for award-winning culture by organizations like Forbes, TIME, Disability:IN, and others.

Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™. © 2024 Expedia, Inc. All rights reserved. Trademarks and logos are the property of their respective owners. CST: 2029030-50

Employment opportunities and job offers at Expedia Group will always come from Expedia Group’s Talent Acquisition and hiring teams. Never provide sensitive, personal information to someone unless you’re confident who the recipient is. Expedia Group does not extend job offers via email or any other messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official website to find and apply for job openings at Expedia Group is careers.expediagroup.com/jobs.

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, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.