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Despegar (Decolar), part of the Prosus ecosystem and a leader in Latin American travel technology for over 25 years, is seeking a Market Associate to join one of its most dynamic commercial engines in travel tech.
This is an individual contributor role with real ownership over a hotel portfolio within one of Decolar's fastest-growing verticals. You will serve as a trusted advisor to your hotel partners—the kind of partner they consult before making commercial decisions, whose market insights they trust, and whom they view as integral to their growth strategy. This is not a transactional sales role; it requires deep knowledge of your hotels, their destinations, and Decolar's capabilities to connect all three meaningfully.
Key Responsibilities:
- Build and maintain trusted advisor relationships with your initial portfolio of hotels, understanding their business, seasonal objectives, and operational challenges, positioning Decolar as a solution partner.
- Own portfolio health across availability, tariff competitiveness, conversion rates, and relationship quality, regardless of hotel size.
- Conduct ongoing commercial negotiations around tariffs, inventory, promotions, and paid media across Decolar brands (Decolar, HotelDo, etc.).
- Run consistent business reviews and optimization calls with partners, always landing on concrete action plans with clear timelines.
- Leverage data-driven analysis: read Metabase dashboards, build Excel analyses, identify patterns, and prioritize accounts with highest opportunity. Dashboards inform action plans, not just reporting.
- Translate market data and context into actionable recommendations for hotel partners—they should leave calls knowing what to do, when, and why.
- Manage initiative pipelines with CRM discipline: map opportunities, track status, and follow up on schedule.
- Educate partners on product updates, pricing, and distribution changes, translating them into concrete gains.
- Represent Decolar at regional trade events, fairs, and industry gatherings, building networks and identifying opportunities beyond dashboards.
Requirements:
- 3–5 years of experience in travel (hotels, tour operators, receptive services, OTAs) or in consultative B2B sales/account management in dynamic environments.
- Bachelor's degree in Administration, Tourism, Economics, Marketing, or related fields.
- Consultative mindset: listen before selling, understand before recommending, build trust through substance.
- Comfortable with data: strong Excel skills, fluent reading of dashboards, curiosity to understand the "why" behind numbers.
- Clear communication and active listening; ability to lead commercial conversations from scratch.
- Owner mentality: take initiative, close loops, don't wait for instructions.
- Experience with CRM platforms and familiarity with Google Workspace.
- Availability for frequent travel within your region.
- Native Portuguese; intermediate English; Spanish is a plus.
- Passion for travel and online hospitality business.
