Business Development Manager – Enterprise / Display Ads

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.

At Expedia Group Advertising, we offer marketers access to the world’s travel advertising platform, powered by the most robust first-party data in the industry. Our team of digital marketing professionals equip advertising partners with everything they need to connect, engage, convert travelers worldwide and exceed advertisers’ critical metrics.

In this role you will focus on;

Consultative Sales Strategy - Drive and execute strategy for advertising partners, to grow our EG Advertising business. Responsible for identifying key opportunities in the travel and non-travel sectors assigned territory by selling the benefits of partnering with Expedia Group as an advertising partner of choice. This includes representing the advertising strategy of the partner to develop campaigns that meet and exceed their needs.

Business Strategy - Create, define, and implement business strategies to optimize each partner relationship on a local, regional, or global basis, including conducting day-to-day interactions, regular face-to-face commercial updates, identifying and managing marketing and promotional opportunities, and ensuring fulfillment of all contractual obligations.

Sales Negotiation- Own and lead the advertising sales process end-to-end from identification of new prospects, to developing an understanding of partner needs and mapping those needs with planning and strategic selling. Including a portfolio of domestic and international platforms. Provide customers with a consultative sales experience and build /enhance long-term strategic relationships with existing partnerships through up-selling, cross-selling, etc.
The ability to navigate senior-level management and understand the political pressures of an organization to get to a positive decision is key to success.

Partner Campaign Launch/ Internal Collaboration - Lead aspects of the launch & ongoing, day-to-day performance of advertising partnerships and influence across other functions (including internal supply teams, marketing, operations, billing, product & media planners) to ensure campaign delivery and resolve issues as they arise.

Commercial Results/Performance - Drives accountability for results throughout the organization. Define and deliver continuous improvement in revenue contribution to Media Solutions through insightful measurement and Return on Investment analysis of new partnerships on an ongoing basis.

Sales Prospecting- Lead in all aspects of deal development - prospecting, sourcing, negotiating, and closing. Create a pipeline of opportunities that are managed & reviewed weekly/monthly/quarterly to ensure the pipeline is productive and yields profitable partnerships.

Customer Focus - Proactively Build and maintain fruitful relationships with partners and provide clients with a consultative sales experience.

In addition - Accurately forecast media revenue demand for territory, based on Expedia Group market research data, industry insights and partner engagement. Collaboratively, work across internal functions to optimize Media opportunities. Including collaborating with our product teams to define new product offerings, engage with management on sales strategy. Other interactions include Marketing, Media Planning & Lodging and Partner Services groups. Evangelize internally, as well as externally and work with Expedia Group supply teams to increase value to our partners.

Quarterly Revenue Goals: Consistently meet or exceed bi-annual revenue goals as set by sales leadership. quarterly goals will typically exceed $1,000,000 USD, depending on a number of factors (e.g., type and number of accounts, new vs existing business and future potential).

Experience and Qualifications;

• A minimum of 3 years Sales experience, Media Sales, travel industry or related field; or equivalent related professional experience and BA/BS degree or equivalent
• Demonstrated media sales experience is essential; and a passion for the travel industry is desirable. Regional knowledge is a plus
• Strong understanding of the specific travel verticals (DMO, Airline, and/or Attractions) and digital and social media landscape
• History of meeting or exceeding revenue targets
• Ability to effectively pitch and influence at C management level
• Effectively analyze partner needs and identify creative solutions
• Demonstrated ability to optimize revenue gains for Media Solutions
• Proven ability in consultative selling
• Travel is required, valid passport highly recommended
• Someone who thrives in face paced environment and embraces a growth mindset

The total cash range (inclusive of base salary and variable incentive target) for this position in Virtual is $84,000.00 to $117,500.00. Employees in this role have the potential to increase their pay up to $134,500.00, 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 $90,000.00 to $126,000.00. Employees in this role have the potential to increase their pay up to $144,000.00, 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.

Benefits and perks

Expedia Group offers benefits and perks designed to support employees and their families, including medical, dental, and vision coverage, paid time off, an Employee Assistance Program, wellness and travel reimbursement, travel discounts, and International Airlines Travel Agent Network (IATAN) membership. Learn more about life at Expedia Group at https://careers.expediagroup.com/life.

Accommodation requests

Expedia Group is committed to providing an inclusive and accessible recruiting experience. If you need an accommodation or adjustment due to a disability during the application or recruiting process, please submit a request at https://expedia.service-now.com/askeg?id=job_accommodation.

About Expedia Group

Expedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings. Across our brands and business, we help travelers explore the world with confidence and ease.

Important notice

Employment opportunities and job offers at Expedia Group will always come from Expedia Group's Talent Acquisition and hiring teams. Never share sensitive personal information unless you are confident of the recipient. Expedia Group does not extend job offers via email or messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official place to find and apply for roles is https://careers.expediagroup.com/jobs/.

Equal Opportunity

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, veteran status, or any other characteristic protected by law. 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.