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Despegar (Decolar), part of the Prosus ecosystem, is a 25+ year-old travel technology platform revolutionizing how people travel across Latin America. We build technology that transforms experiences and connects millions to their travel dreams.
The Market Manager role is the central engine of Decolar's hotel commerce operations in Brazil. You operate the 1:1 relationships with the accounts that move the needle. Day-to-day, you decide where the company places commercial weight in your region.
Your core mission is to be a trusted advisor to your hotel portfolio. Partners consult you before deciding on pricing, media investment, inventory strategy, or seasonal positioning. This trust comes from consistent market reading, recommendations that hit targets, and execution that shows up in hotel results.
Your portfolio comprises high-impact hotels of varying sizes. Each requires a different conversation style, but all expect an interlocutor who understands hotel business as deeply as the Decolar platform.
Beyond portfolio management, you act as a hub between market signals and internal Decolar development. You bring partner voice to product, pricing, and operations teams, and return actionable initiatives to the field.
Key responsibilities:
- Build executive trust with hotel owners, general managers, and revenue teams; become the partner's first call for commercial decisions
- Own end-to-end portfolio commercial results: revenue, market share, conversion, retention (output-focused, not activity-focused)
- Conduct complex negotiations on tariffs, inventory, paid media, promotions, and commercial terms across all group brands; close annual agreements, tactical campaigns, and high-conversion page positioning
- Deliver data-driven market analysis and positioning recommendations using Excel, Metabase, Power BI; drive weekly commercial decisions
- Maintain consistent business review and optimization cadence with measurable monthly action plans and executive follow-up
- Translate product, pricing, and distribution updates into concrete hotel gains
- Represent market signals internally to product, revenue, and operations teams; influence roadmap based on field insights
- Maintain active presence at trade shows, events, and field visits; serve as Decolar's voice in the regional ecosystem
- Develop local engagement initiatives and activation formats emerging from direct base contact
Location flexibility: São Paulo, Rio de Janeiro, South Region, or Northeast Region of Brazil.
REQUIREMENTS:
- 6–10 years of experience in consultative B2B portfolio management in travel tech, online hospitality, SaaS, digital media, or adjacent sectors
- Proven track record building trust with senior stakeholders
- Demonstrated history of hitting quarterly and annual targets with measurable revenue, share, or retention results
- Fluency in CRM and disciplined book-of-business management
- Advanced Excel, Power BI, Metabase; SQL knowledge is a plus
- Knowledge of online hotel distribution: Channel Manager, APIs, pricing techniques, revenue management, inventory management (strong differentiator)
- Ability to operate simultaneously at strategic and tactical levels in ambiguous environments
- Autonomy and ownership mindset; self-sufficient, solution-oriented, doesn't wait for instruction
- High-level verbal and written communication; can lead meetings with boutique hotel owners and resort general managers in the same week
- Availability for frequent travel within assigned region
- Native Portuguese; mandatory English; Spanish is a plus
- Passion for travel and online hospitality business
