Head of Ancillaries

Sunweb Group; Rotterdam; Hybrid; EUR 73,000 - 84,000; Full time

Benefits offered by this job

Gross monthly salary €6,500–€7,500

Hybrid work (Rotterdam)

25 holiday days

Discount on bookings

Reflect & Develop Plan

Coaching sessions

Travel allowances

Job summary

Sunweb Group is seeking a Head of Ancillaries to set the direction for our ancillary portfolio across brands and markets. You will shape the strategy, roadmap and value across customer journeys, using data and partnerships to maximise revenue and customer outcomes.

Based in Rotterdam with hybrid work (50% in office), you will lead cross-functional teams with Marketing, CRM, Product and local businesses, turning insights into commercial opportunities and managing external partners and agreements.

Qualifications

• 8+ years of experience in strategic commercial leadership, proposition or portfolio management.
• Strong experience in e-commerce, pricing and conversion.
• Strong analytical and financial skills, with ability to turn data into commercial decisions.
• Experience leading complex cross-functional initiatives and aligning teams around priorities.
• Experience with partner and contract management, financial steering and business cases.
• Relevant commercial experience within travel or tourism.
• Strong communication and stakeholder management skills.
• Professional fluency in English.

Responsibilities

• Shape our ancillary strategy across Sunweb Group and own the portfolio and roadmap.
• Turn insights into clear commercial priorities across brands and customer journeys.
• Drive our dynamic pricing approach for ancillaries balancing performance with customer experience.
• Create better customer journeys by coordinating with Marketing, CRM and Product.
• Connect business, technology and partners to define priorities for digital platforms and partnerships.
• Lead across the organization to set direction, remove blockers and drive portfolio performance.

Skills

Strategic leadership

E-commerce

Pricing & conversion

Data analysis

Cross-functional leadership

Partner management

English fluency

Job description

A great holiday is about more than just the destination. The right extras can make the entire journey easier, more personal and more enjoyable. From luggage and insurance to ski passes, equipment and car rental, ancillaries play an important role in both our customer experience and commercial growth.

As Head of Ancillaries, you’ll set the direction for ancillaries across Sunweb Group. You’ll define the strategy, portfolio and roadmap, optimise what works today and identify new opportunities that create value for both our customers and our business.

This is a group-wide leadership role within Revenue Management, with the opportunity to shape an area with significant growth potential across our brands, markets and different stages of the customer journey. You’ll bring together commercial opportunities, customer needs, data and technology, working closely with Marketing, CRM, Product and our local businesses.

You’ll report to the Director Revenue Management and play a key role in taking our ancillary proposition to the next level.

This is an opportunity to shape an area with significant growth potential, working across brands, markets and different stages of the customer journey.

Location: Rotterdam (Hybrid – 50% in office)
Start Date:1 January 2027

Availability: Fulltime

Your impact

Shape our ancillary strategy
You’ll own the group-wide ancillary strategy, portfolio and roadmap. You’ll continuously improve our existing propositions, challenge what isn’t delivering enough value and build a pipeline of new opportunities across our business units.

Turn insights into commercial opportunities
Bringing together data across brands and different stages of the customer journey, you’ll turn insights into clear commercial priorities. You’ll look at margin, attachment, conversion, reach, customer outcomes and partner performance to understand where the biggest opportunities lie.

Drive smarter pricing
You’ll develop and steer our dynamic pricing approach for ancillaries, balancing commercial performance and competitiveness with a positive customer experience.

Create a better customer journey
Seeing ancillaries through the eyes of our customers is key. Together with Marketing, CRM and Product, you’ll improve how and when we offer relevant extras, from personalisation and bundling to merchandising, campaigns and conversion.

Connect business, technology and partners
You’ll translate commercial opportunities into clear priorities for our digital platforms, including product data, integrations, recommendations, booking, payments, fulfilment and reporting. At the same time, you’ll manage key external partners and take responsibility for commercial agreements, service levels, quality, compliance and performance.

Lead across the organisation
You’ll set the direction for ancillaries and bring our business units and group functions together around shared priorities. You’ll create clarity on ownership, remove blockers and build shared capabilities and ways of working. Ultimately, you’ll take ownership of portfolio performance and investment priorities, steering revenue, margin, conversion and partner economics.

Who you are

You see the bigger picture without losing sight of what it takes to make things happen. You’re commercially minded, customer-focused and comfortable navigating complexity. You bring people together around a clear direction, challenge constructively and use data and experimentation to make better decisions.

You combine strategic thinking with a hands‑on approach and know how to turn opportunities into action.

What you bring

To be successful in this role, you bring:

• 8+ years of experience in strategic commercial leadership, proposition or portfolio management;

• strong experience in e-commerce, pricing and conversion;

• strong analytical and financial skills, with the ability to turn customer, funnel, product, partner and margin data into commercial decisions;

• experience leading complex cross‑functional initiatives and bringing different teams together around shared priorities;

• experience with partner and contract management, financial steering and building business cases;

• relevant commercial experience within travel or tourism;

• strong communication and stakeholder management skills;

• professional fluency in English.

You’re also comfortable working with CRM, digital marketing, customer journey optimisation, digital platforms, product data and technology teams.

About Sunweb Group

At Sunweb Group, our goal is simple: helping people create unforgettable holiday memories. Every year, more than 1.3 million holidaymakers travel with our brands, Sunweb and Eliza Was Here, across eight international markets.

With around 600 colleagues and operational hubs in Rotterdam, Girona, Paris, Copenhagen, Stockholm, Antwerp, Chambéry and Zurich, we work together to deliver seamless, high-quality holiday experiences at competitive prices.

Our Fast Forward culture is built around focus and trust. It gives our people the space to take ownership, keep improving and help us shape the future of holidays, while giving our customers the opportunity to press pause and create lasting memories.

Why join our journey?

• A gross monthly salary between €6500 and €7500, based on full‑time employment and excluding 8% holiday allowance, plus 6 ATV days. Please note: ATV days do not apply to part‑time contracts.

• Enjoy up to 20% discount when booking with our brands for you, your family and your friends.

• Work in a hybrid way, combining time at our Rotterdam office with working from home. We’ll provide the IT equipment and home‑office essentials you need.

• Enjoy 25 holiday days per year, based on full‑time employment.

• Access a personalised Reflect & Develop Plan to support your career growth.

• Benefit from coaching sessions designed to support your well‑being.

• Receive work‑from‑home and travel allowances to make your daily routine that little bit easier

Ready to make holidays even better?

As Head of Ancillaries, you’ll have the opportunity to shape an area with significant commercial potential and customer impact across our brands. Bring your ideas, challenge how we do things today and help us create propositions our customers genuinely value.

Ready to shape the future of ancillaries at Sunweb Group? We’d love to hear from you.

Closing date for applications: 20 November

At Sunweb Group, we encourage internal growth and development. Therefore, internal candidates will be given priority in our recruitment process.

Sunweb Group is an equal opportunity employer, which means we do not discriminate in any way. We celebrate diversity and are committed to creating an inclusive and safe environment for all employees.

As part of our recruitment process, we use AI-supported tools to assist recruiters in matching candidates to job requirements. Final hiring decisions are always made by human recruiters.

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