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Despegar (Decolar), part of the Prosus ecosystem, is a leading travel technology platform that has revolutionized travel in Latin America for over 25 years. We build technology that transforms experiences and connects millions of people 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 truly move the needle. Day-to-day, you decide where the company places commercial weight in your region.
Your core mandate is to be a trusted advisor to the hotels in your 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 across your region. Each requires a different conversation style, but all expect the same type of partner: someone 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 carry partner voice to product, pricing, and operations teams, and bring actionable initiatives back to the field.
Key responsibilities:
- Build executive-level trust with hotel owners, general managers, and revenue teams; become their go-to advisor for commercial decisions
- Own end-to-end portfolio results: revenue, market share, conversion, and retention (output-focused, not activity-focused)
- Conduct complex negotiations on rates, inventory, paid media, promotions, and commercial terms across all group brands; close annual agreements, tactical campaigns, and high-conversion page positioning
- Deliver market-informed, benchmarked recommendations that drive partner decisions, not status updates
- Maintain consistent cadence of business reviews and optimization calls with measurable action plans and executive follow-up
- Build data-driven analyses in Excel, Metabase, and Power BI; translate data into weekly commercial decisions
- Educate partners on product, pricing, and distribution updates; translate platform changes into concrete hotel gains
- Bring qualified market signals 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 your regional ecosystem
- Develop local engagement initiatives and activation formats that emerge from direct partner contact and become team reference points
We are seeking candidates based in São Paulo, Rio de Janeiro, Southern Brazil, or Northeast 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 of building trust with senior stakeholders
- Demonstrated history of hitting quarterly and annual targets with measurable revenue, share, or retention impact
- Fluency in CRM and disciplined book-of-business management
- Advanced data skills: Excel, Power BI, Metabase; 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 wait for instruction
- High-level verbal and written communication; can lead meetings with 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
