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Despegar is Latin America's leading online travel agency, part of the Prosus ecosystem (a major global technology investor). This role leads regional commercial strategy for lodging across multiple LATAM markets, serving as the strategic bridge between global hotel chains and internal teams.
Key Responsibilities:
- Define and execute commercial strategy for the lodging portfolio across multiple destinations, points of sale, and three business lines (B2B, B2C, B2B2C).
- Translate corporate objectives into actionable market, business line, brand, and chain-specific plans—focused on growth, not maintenance.
- Lead strategic negotiations with global and regional hotel chains; set account agendas, close commercial agreements and JBPs (Joint Business Plans), and own revenue targets by chain.
- Manage and develop a team of 6 people, aligning them with regional strategy, monitoring OKRs and commercial plans, and fostering Despegar's culture.
- Coordinate cross-functionally with Marketing, Sales, Media, Revenue Management, Channels, and Operations to ensure consistent execution and resolution of issues without damaging partner relationships.
- Monitor market trends, competitive behavior, and commercial conditions to ensure Despegar maintains competitive positioning across all markets, brands, and business lines.
- Drive innovation and continuous improvement in lodging products, offerings, and commercial models; identify portfolio scaling opportunities and evolve team working methods.
Requirements:
- Minimum 10 years in hospitality, OTA (online travel agency), DMC (destination management company), or travel, with focus on commercial relationships with global and regional hotel chains.
- Proven experience negotiating agreements and JBPs with high-caliber chains in LATAM/Caribbean.
- Strong portfolio management sense: experience managing significant businesses and understanding how percentage points translate to millions of dollars.
- Team leadership experience, ideally with managers reporting to you—not just senior individual contributor background.
- Multi-market vision: experience working across multiple LATAM destinations and multiple business lines.
- Based in Cancún or willing to relocate. Non-negotiable: most stakeholders and teams are on-site.
