Senior Director, Market Management (EMEA)

Expedia, Inc.; London; Hybrid; GBP 80,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Senior Director of Market Management to lead a diverse team across multiple markets. This pivotal role focuses on driving commercial innovation, market share growth, and internal transformation in a rapidly evolving landscape. With a strong emphasis on fostering relationships and a consultative approach, the successful candidate will shape strategies that enhance customer engagement and business performance. Join this forward-thinking company to make a significant impact in the travel industry while enjoying a flexible work model and generous benefits.

Benefits

Flexible Work Model

Generous Time-Off

Parental Leave

Career Development Resources

Exciting Travel Perks

Qualifications

• 8-10+ years of sales experience in commercial strategy and account management.
• Demonstrable experience in EMEA market localization and execution.
• Experience managing multi-tiered teams across geographies.

Responsibilities

• Own regional strategy and execution for high-value markets.
• Lead market-specific initiatives to capture market share.
• Develop long-term strategies for customer engagement.

Skills

Commercial Strategy

Account Management

Sales Experience

Leadership

Yield Management

Market Analysis

Education

Bachelor's Degree

Master's Degree

Job description

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 flexible work model (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.

Senior Director, Market Management, EMEA

Introduction to team

Travel Partnerships and Media helps partners, including hotels, airlines, destination marketing organizations (DMOs) and more, deliver excellent traveler and B2B experiences. We drive growth for our partners and the Expedia Group marketplace through competitive supply, our leading advertising and travel media network and affiliate solutions.

Role Summary

We are seeking a high-impact, commercially agile Senior Director of Market Management to lead a multi-country team across the UKI, Nordics, and Africa markets. This leader will be responsible for market share growth, commercial innovation, and internal transformation across one of Expedia Group’s most complex and strategic regions. Reporting to the VP of Market Management, this role is part of a broader organizational evolution, including a new divisional operating model, experimentation with cross-sell strategies, and a shift from a product-centric to a solutions-led approach.

In this role, you will:

• Own regional strategy and execution across a portfolio of high-value markets, balancing localized execution with global strategic alignment.

• Lead market-specific commercial initiatives aimed at capturing share from legacy and emerging competitors in a rapidly evolving distribution landscape.

• Act as the senior commercial lead for your region, shaping go-to-market plays, stakeholder engagement, and long-range growth strategies.

• Lead a geographically and linguistically diverse team of ~100, including frontline managers and senior market leaders.

• Develops long-term strategy for teams across the business to meet with customers and discuss feedback on products or services.

• Utilizes deep knowledge of the customer to understand unstated expectations and measure the performance of solutions against needs.

• Develops the strategy to meet long-term needs of the customer, endeavoring for the relationship to be viewed by the customer as indispensable and irreplaceable.

• Coaches leaders of leaders on creating a culture that encourages strong and broad relationships across the business and with relevant industry partners.

• Communicates team vision and mission across stakeholder groups to gain buy-in and drive participation.

• Creates and effectively communicates department strategy, vision, and mission to drive clarity in roles and impact of individuals.

• Steers the company’s decisions around product offerings and develops areas of expertise that best meet market demands and attract new customers.

• Champion a shift from transactional product sales to consultative, solutions-based selling across the team

• Acts as an innovator and thought leader around new products, technologies, offerings, etc. in the industry.

• Identifies direct and indirect competitors and drives in-depth competitive analyses; establishes and communicates new sales approach, recommended products/services, prices and/or marketing and distribution methods based on conclusions.

• Anticipates future needs and creates a department strategy that supports the long-term goals of the company while meeting current market demands.

• Drives leaders to develop a performance-focused strategy through effective account plans and innovation to drive sales performance and effectiveness.

• Identifies business opportunities by acting as an industry expert to provide insight and support a competitive strategy.

• Serves as a trusted advisor and consultant to customer executive sponsors; leads others to develop and expand strategic account relationships.

• Builds and expands profitable business partnerships with customer organization by formulating account development and growth strategies and driving execution.

• Provides strategic advice to customer account team leadership to assist them in achieving business goals by defining, negotiating, and delivering value-added solutions to all stakeholders and serving as a customer advocate.

Experience and qualifications:

• 8-10+ years progressive sales experience, experience in commercial strategy, account management, or marketplace leadership

• Demonstrable experience in EMEA, including but not limited to localizing and executing strategy for the region

• Past success in mentoring and building organizations that cater to long-term customer account management relationships

• Experience managing multi-tiered teams across geographies; ability to scale high-performance cultures in matrixed environments

• Working well across other regional leaders to help guide and lead the EMEA region

• Excellent knowledge and understanding of yield management principles and practices

• Strong focus on building high performing, diverse and inclusive teams with a “get it done” attitude

• Experience working in a flexible, dynamic, ever-changing and challenging environment, ideally in a matrix structure with experience of navigating large organizations

Please note that this role is only available in the following location: London, in alignment with our flexible work model which requires employees to be in-office at least three days a week. Relocation assistance will be considered for candidates relocating to this location for this role.

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

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