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.

Introduction to the Team:
Private Label Solutions (PLS) is the B2B arm of Expedia Group. We bring Expedia Group’s innovative technology and distribution solutions to partners across the world. These businesses include global financial institutions, corporate managed travel, offline travel agents, global travel suppliers (like major airlines) and many more.

Make An Impact:
As a Senior Business Development Manager on the PLS Team, you will manage all prospects in an assigned area. This person will sell into complex organizations and maintain relationships with C-level decision makers across different functions. You will also provide training and guidance to others in the sales organization.

In This Role You Will:

• Acquire new accounts at a local/regional level to sell the company’s product and standard services
• Acquire and retain key/strategic accounts for high-focus regions or markets to sell the company’s product and standard services
• Document, articulate, and present the business issues impacting own team and help develop the rationale for addressing it (e.g., impact on satisfaction scores or team revenues)
• Assist in the identification and analysis (e.g., cost/benefit, risk) of potential solutions to address the business need
• Help determine the recommended solution, documenting the business case for change and sharing with team leadership
• Understand how the organization does business (e.g., business model and operations, financial performance, and key success factors)
• Apply understanding of the policies, practices, trends, and information that impact the organization and its customers* to anticipate and plan for each step of a project
• Share deep understanding of the financial impact of decisions/solutions and how own role contributes to positive outcomes
• Meet revenue targets, effectively presents proposals, and influences internal senior managers and external customers*
• Demonstrate expertise on company products and designated vertical
• Help customers* understand the company’s standard contracts and terms and conditions, asking questions of peers when appropriate
• Build productive relationships with legal resources and partners to develop appropriate contract terms for simple contracts
• Seek assistance from senior colleagues to negotiate simple or short-term contracts
• Develop in-depth understanding of customer's* organization, key offerings, business goals, and challenges to better understand their needs
• Gather and document information (e.g., background, role, scope of responsibility) about customer's* key leaders/decision makers and gains awareness of their differing perspectives and styles
• Build working knowledge of customer's* industry, including market trends, economic challenges, and competitive market
• Demonstrate compelling rationale while explaining ideas to gain support, resolve issues, and effectively influence others
• Offer alternatives and suggestions to address areas of difference to find a common ground
• Consider the situation from the point of view of the other party; calculates the costs and benefits of possible solutions and the implications of not reaching an agreement
• Develop, mentor, and coach peers on the team, including establishing priorities, setting objectives, and providing guidance and feedback
• Operate as a team leader within organization/department in peer-to-peer environment or broader cross functional teams
• Demonstrate a working knowledge of competitors’ products and services as well as their strengths and weaknesses
• May continue to improve knowledge of financial data to have internal and external discussions around collateral and deal model
• Evaluate sales performance to understand strongest and weakest customers*
• Identify and quantify sales opportunities in territory; complete and manage dynamic local/regional account plans based on an understanding of customer* need and industry trends
• Demonstrate ability to analyze and review the territory plan, helping evaluate the plan to ensure it is on target

Experience and Qualifications:

• 5+ years for Bachelor's
• 3+ years for Master's
• Bachelor's or Master's or equivalent experience
• Proficiency in English + local language of the market(s)
• Impactful communicator
• Impactful in sales techniques
• Impactful in using analytical information
• Experience in consultative sales and building long-lasting customer* relationships
• Experience drafting contracts and ensuring they meet legal guidelines

#LI-EE1

The total cash range (inclusive of base salary and variable incentive target) for this position in Miami is $127,500.00 to $178,500.00. Employees in this role have the potential to increase their pay up to $204,000.00, 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.

The total cash range (inclusive of base salary and variable incentive target) for this position in Chicago is $127,500.00 to $178,500.00. Employees in this role have the potential to increase their pay up to $204,000.00, 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.

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.