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Job ID 2307BR
Job Posting Title Market/Contracts Manager or Senior Market/Contracts Manager
Country Czech Republic
City Praha 8 – Karlín
Job Family Sourcing & Contracting
Division Global Travel Distribution
Job Level Experienced
Contract Type Permanent
Time Type Full Time

Responsible for maximizing the commercial opportunities in assigned market (Prague) through effective sourcing of hotel/accommodation inventory. Ownership of all aspects of the commercial relationship in the on-going achievement of agreed targets.


  • Focus primarily on direct account management to deliver Room nights/Revenue and acquisition goals through management of inventory, rates, supplier relations and negotiation of best inventory and competitive rates in assigned market. Secure inventory and best rates through account management optimization all year around.
  • In conjunction with Area Sales Manager (ASM), develop annual Destination strategy and therewith define:
    • Market potential, hotel supply key competitors
    • Key suppliers within portfolio and future actions per supplier
    • Long-tail of portfolio and actions where appropriate
    • Largest DI contracts/ chains with potential to add static contracts (to be defined)
    • Potential new suppliers and next steps in approaching them
  • Provide ad hoc and regular performance reporting analysis to partners at property level to implement win-win solutions in order for both parties to achieve optimum market performance and long-term trusting commercial relationships (following Destination strategy)
  • Analyse and interpret Sourcing market data, based on past and present performance in the market, to monitor hotel database results
  • Negotiate and secure special deals and offers to leverage merchandising opportunities and offerings with Marketing department
  • Align with metrics/ KPIs set in order to grow the business to agreed levels in the assigned market(s)
  • Negotiate new contracts and re-negotiate existing agreements at the best commercial terms possible
  • Load optimisation changes to the system immediately and in an efficient and accurate way
  • Evaluate market trends and competitor activity and provide analysis and recommendations to management
  • Identify key new strategic accounts & suppliers within assigned market(s) to be targeted
  • Manage accounts effectively, ensure hoteliers are fully briefed on all contract details, relevant GTS processes and services and are well informed of GTS's distribution Channel opportunities
  • Manage property level relationship for DI/ chains in close communication with Chain person for the region


  • Experience of business development, account or revenue management in the hotel or travel industry
  • Strong commercial skills with a working knowledge of hotel distribution including revenue and inventory management
  • Excellent negotiation skills with the ability to interact and influence at all levels of an organisation including hotel management and owners
  • Superb written and verbal communication and presentation skills in market language(s). Verbal and written English proficiency at business level
  • Ability to develop and present relevant and insightful analysis, including performance analysis, market trends and competitor analysis, in order to implement meaningful action plans based on the analysis
  • Demonstrated ability to establish and adhere to priorities in a fast pace environment and work independently
  • IT proficiency including good working knowledge of Microsoft Office (with particular focus on manipulating data via Excel) and Internet technologies
  • In tune with the distribution landscape including shifts in preferred hotel distribution channels and industry technology (e.g. Pegasus, XML.)
  • Driven to succeed with a professional "can do" attitude and work ethic
Removal Date 22-Sep-2016
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ID: 2704793   Datum zveřejnění: 31.8.2016