In this role you will focus on; Consultative Sales Strategy - Drive and execute strategy for advertising partners, to grow our EG Advertising 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- 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.
In addition - 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 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; - A minimum of 3 years 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 (inclusive of base salary and variable incentive target) for this position in Virtual is $84,000.00 to $117,500.00. Employees in this role have the potential to increase their pay up to $134,500.00, based on ongoing, demonstrated, and sustained performance in the role. Incentive plan performance above target will also earn more than the incentive target compensation amount.The total cash range (inclusive of base salary and variable incentive target) for this position in Chicago is $90,000.00 to $126,000.00. Employees in this role have the potential to increase their pay up to $144,000.00, based on ongoing, demonstrated, and sustained performance in the role. Incentive plan performance above target will also earn more than the incentive target compensation amount.
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.
Benefits and perksExpedia Group offers benefits and perks designed to support employees and their families, including medical, dental, and vision coverage, paid time off, an Employee Assistance Program, wellness and travel reimbursement, travel discounts, and International Airlines Travel Agent Network (IATAN) membership. Learn more about life at Expedia Group at https://careers.expediagroup.com/life.
