Area Sales Manager – Vacation Rental Property Manager Acquisition Team, EMEA

Area Manager

Expedia Group brands power global travel for everyone, everywhere. We design cutting-edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success.

To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and know that when one of us wins, we all win.

We provide a full benefits package, including exciting travel perks, generous time-off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees' passion for travel and ensure a rewarding career journey. We're building a more open world. Join us.

As a key member of the broader Partner Success Leadership team, the Area Manager has two functions - managing a team of individual contributors responsible for acquiring new inventory for our European Vacation Rental marketplace, as well as leading critical initiatives for the broader Partner Success leadership team. This role is based in Dublin, Ireland and will report to the Director, Vacation Rental Partner Success.

As a commercial leader, you will recruit, train, and coach your team to success by implementing processes and improvements that increase team efficiency and effectiveness. You are seen as an authority by your team as a commercial leader and by the leadership team as an expert on the partner perspective for other internal Expedia Group teams, such as Product, Marketing or Technology teams. You also drive innovative initiatives that align with business goals and improve team performance.

The Manager's primary goal is to develop and lead a team of Business Development Managers who work to acquire new Vrbo Property Managers for our Expedia Group family of brands. Managers recruit, develop, and motivate experienced customer facing teams, and act as a liaison to senior leadership and other teams within Expedia Group on behalf of Partner Success Vacation Rental.

What you'll do:

• Hold regular 1:1s with team members, assess performance, and provide feedback
• Forecast business projections based on documented pipeline, opportunity and trends
• Create and manage pipeline and territory coverage plan
• Manage team KPIs
• Facilitate training needed to continually enhance communication, persuasion, objection handling, and shared accountability with our partners
• Evaluate each team member's monthly/quarterly business plans to build pipeline in order to achieve quarterly sales targets
• Ensure that all team members meet or exceed all activity standards
• Directly manage partner concerns and feedback, and help to resolve all issues with a strong sense of ownership and care
• Help prioritize and triage partner and traveler issues with the appropriate Support, Development, and Product teams necessary for resolution
• Provide timely feedback to senior management regarding partner performance, product feedback and insights, and any system or tool issues from our partners
• Partner with operational, administrative, and learning and development teams to improve day-to-day practices, strategic outreach, operational tools, and marketplace reporting for the account management team
• Demonstrate business acumen, strong knowledge of products, e-commerce pipelining, monetization and optimization, process improvement and a solutions-based approach to challenging problems
• Organize and attend team participation in industry-related events
• Manage special projects as needed
• Develop high-potential team members into future Expedia Group leaders
• This role follows our hybrid work model, with three in-office days each week. While we value flexibility, this schedule is a set part of the position

Who you are:

• Bachelor's degree in a related field; or equivalent related professional experience
• Proficient in English, with a strong preference for fluency in German, French, Spanish, or Italian
• 6+ years of Customer Success, Account Management, Client Services or B2B sales experience
• 3+ years of managing Account Management or Customer Success teams, with eCommerce or B2B products
• Proficient in Microsoft Office, SalesForce, and Tableau
• Knowledge of the vacation rental and hospitality industry is a plus
• You are open to feedback and enjoy teaching, coaching and helping team members with Professional development
• You provide guidance to team on communications skills and adjust communications style based on team sentiment; you act as a champion for your team in front of internal stakeholders
• You craft and implement strategies for Expedia Group to improve relationships with partners and actively provide feedback and coaching to teams on relationship management skills
• You drive initiatives that create "win-win" situations and mentor team on how to improve partner interactions and encourage Partner Advocacy
• You set clear objectives, provide strategic guidance and leverage the strengths of each team member and motivate and inspire them
• You use data to track KPIs and goals and identify risks and opportunities to team performance based on data analysis
• You demonstrate the ability to develop in-depth expertise; leverage previous experience and expertise as a leader in a similar role by sharing best practices with the team; work with training & development and HR to develop relevant training for team
• You translate changes and improvement opportunities into clear tasks; you are familiar with and can quickly learn agile principles and encourages innovation; refine strategies and tactics based on results and feedback
• You proactively identify, propose, and lead cross-functional improvement projects and build coalitions and support for business cases
• Actively provide guidance to ensure the team listens effectively and can deliver strong messaging that resonates well with partners
• Lead with experience and exemplify how to positively manage all internal and external relationships
• Drive strategic, forward-looking initiatives that create positive outcomes for all by gathering and relaying valuable information between partners and internal teams
• Set clear objectives, provide strategic guidance, present with excellence, and motivate and inspire team members to do the same
• Understand data well enough to challenge it when monitoring team and portfolio performance; identify risks and marketplace opportunities for the team based on data analysis
• Successfully demonstrate and develop in-depth customer success expertise across the entire organization
• Translate changes and improvement opportunities into clear tasks; encourage innovation, use results and feedback to refine strategies and improve outcomes
• Proactively identify, propose, and lead cross-team improvement programs and establish coalitions of support using strong business cases
• Offer guidance and coaching where needed; actively support professional development; exemplify openness, transparency, and advocacy