General Scope:
Ensure the profitability and efficiency of DOTW’s Third Party Suppliers. This extends from yielding existing product, to sourcing new product and offerings for the company. Be the internal and external advocate for your product offerings, working closely together with the commercial teams, key suppliers and DOTW stakeholders. Ensure the necessary operational and back-end processes are fully embedded and improved on a continuous basis to drive the most value out of the supplier relationships.
Key Responsibilities: Account Management
Develop a strong relationship with existing Accounts and identifying opportunities to increase sales revenue.
Identify and develop new potential supplier relationships, effectively qualify their potential and drive the negotiation of contracts in the best interest for DOTW.
Represent DOTW as the primary point of contact for your accounts and coordinate between supplier internal finance, operations and customer service teams if required.
Product Management
Develop the product strategy globally through a deep understanding of our customer needs in the source markets. Develop an understanding of specific product requirements across all distribution channels, through market research, competitor analysis and technical developments.
Work closely with Regional Managing Directors to develop a global view of product requirements. In addition, work with the Regional Sales teams to ensure that, based on data and market intelligence, the appropriate areas are targeted and the right content is brought live with priority.
Stay close to competition and understand their strategies and product features to apply this knowledge to develop differentiated product plans for DOTW. In addition, develop and maintain strategic alliances and partnerships with current and potential hotels service providers across the globe.
Lead supplier validation efforts and continually source for additional regional and global products. Subsequently, identify, explore and evaluate opportunities for collaboration with suppliers to ensure cost optimization and growth in overall business. Liaise with Commercial teams to decide and justify the reciprocal nature of an integration.
Revenue & Business Optimization Management
Manage costs through innovative product requiring skills for negotiation of supplier margins, annual incentives and tactical promotions. Drive negotiations with suppliers to meet DOTW financial objectives.
Analyze weekly and monthly reports, identify trends and patterns in business performance to optimize partner relationships and make necessary forecast and yielding decisions to benefit the company.
Review top selling destinations and product regions to provide feedback on future strategies and ability to generate growth.
Support invoicing and tracking of income from third party suppliers.
Search Optimization
Review and analyze customer search processes and results into DOTW’s supplier channels in order to maximize revenue and build future product and sales related suggestions and decisions.
Execute tests, collect and analyze data, identify trends and insights in order to achieve maximum Return per Search (RPS) and improve current Look to Book (L2B) ratios.
Manage search targets, research and implement search optimization recommendations for individual customers, per hotel, destination and also country level. In addition, suggest strategies for the various, optional, supplier channels DOTW offers.
Research and analyze competitors’ RPS and L2B ratios.
Work with the Sales teams worldwide to ensure RPS best practices are properly implemented for top customers and link company overall performance to a more price efficient strategy.
Process Management
Understand and interact with related departments in a technical, legal and commercial context to ensure the quality of a supplier partner connection.
Plan, manage and control project schedules and ensure deliverable to schedule, using formal scheduling and project management methodologies. Ensure that project team members have a clear understanding of tasks, risks, expectations and issues.
Manage the day-to-day details of the project including planning, scheduling, resourcing and evaluating yielding strategies (mapping oriented). Responsibility over backlog, prioritization of the mapping content and execute relevant features in the work plan and delegate to Product Coordinator.
Collaborate with technical team to develop a deep understanding of DOTW’s third parties, identify gaps in core product functionality and help build right set of features to optimize the area.
Manage processes leading up to provide support to DOTW in finalizing its integration deals (i.e. lead generation, prospecting, establishing first contact, meetings, contract, integration and follow-up).
Champion supplier satisfaction by working with customer support team, oversee customer complaint resolution and trouble shoot in case of escalation.
Key Skills: Analytical Skills
Interpersonal and self-motivated
Team Work
Problem solving and result oriented
Strong planning and organizational skills
Marketing, sales and communication skills
Customer service skills
Qualifications and Experience: Minimum 2 years travel industry experience
Understanding of the travel industry - distribution and supplier channels
Proficiency in Microsoft Office application (Excel, PowerPoint, Word etc.)
Ability to use and manipulate large and complex sets of data to model outcomes, see trends and make recommendations based on these
Strong Interpersonal and communication skills - inquisitive nature and strong logical thinking.
