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Despegar (Decolar), part of the Prosus ecosystem, is a leading travel technology platform that has revolutionized how people travel across Latin America for over 25 years. We connect millions of travelers to their travel dreams through innovative technology.
The Market Manager role is the central commercial engine for Decolar's hotel business in Brazil. You will operate as a trusted advisor to a portfolio of high-impact hotels across your assigned region (São Paulo, Rio de Janeiro, South, or Northeast), managing 1:1 relationships with key accounts that drive meaningful revenue.
Your core responsibilities include:
• Serve as trusted advisor to your hotel portfolio (owners, general managers, revenue teams), becoming the partner they consult before making significant commercial decisions on pricing, media investment, inventory strategy, and seasonal positioning.
• Own end-to-end commercial results for your portfolio: revenue, market share, conversion, and retention. Success is measured by output, not activity.
• Conduct strategic 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 consultative market insights, benchmarks, and positioning recommendations that drive partner decisions—not status updates.
• Maintain consistent cadence of business reviews and optimization calls with measurable monthly action plans and executive follow-up.
• Build data-driven analyses using Excel, Metabase, and Power BI to transform data into weekly commercial decisions.
• Educate partners on product updates, pricing, and distribution changes, translating them into concrete hotel gains.
• Act as the voice of the market internally, bringing qualified signals to product, revenue, and operations teams to influence roadmap decisions.
• Represent Decolar actively at trade shows, events, and field visits; serve as spokesperson in your regional ecosystem.
• Develop local engagement initiatives, activation formats, and ideas from direct partner contact that become team references.
This is a consultative commercial operator role requiring autonomy, strategic thinking, and proven execution—not a farming or account management position.
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 of building trust with senior stakeholders.
• Demonstrated ability to hit quarterly and annual targets with measurable revenue, share, or retention results.
• Fluency in CRM and disciplined book-of-business management.
• Advanced Excel, Power BI, and Metabase proficiency; SQL knowledge is a strong differentiator.
• Knowledge of online hotel distribution: Channel Manager, APIs, pricing techniques, revenue management, inventory management (strong differentiator for quality recommendations).
• Ability to operate simultaneously at strategic and tactical levels in ambiguous, dynamic environments.
• Autonomy and ownership mindset; self-sufficient, solution-oriented, does not require constant direction.
• High-level verbal and written communication; capable of engaging boutique hotel owners and large resort general managers in the same week.
• Availability for frequent travel within your assigned region.
• Native Portuguese; mandatory English; Spanish is a differentiator.
• Passion for travel and online hospitality business.
