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In Expedia For Business (E4B) which is the B2B arm of Expedia Group (EG), the Commercial Operations organization is a newly formed and growing team which enables all E4B commercial teams.
Our mission is to transform, simply and scale the E4B business to maximize value for partners and travelers, creating an inspiring culture to give time back and fuel growth.
This new role is an exciting opportunity to build, shape and operate a world-class Revenue Operations function, partnering with Commercial leaders and Marketing in E4B to enable an effective commercial organization through our internal processes and data insights.
What you’ll do:
Commercial Performance & Compensation:
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Assignment of all commercial organization objectives, reporting, tracking and oversee continuous improvement of KPIs
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Commercial process improvement: implementation of new programs by ensuring a well-defined, efficient process is in place for launch and ongoing commercial activities.
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Oversee variable compensation plan administration E2E.
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Ensure performance and Competitive Intelligence reporting is provided to commercial teams.
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Assign quotas and ensure E4B’s financial objectives are optimally allocated to all commercial resources through the quota program.
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Commercial effectiveness reporting: ensure commercial leaders get regular insights about how our commercial teams show up from a partner/traveler experience perspective.
Commercial blueprint:
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Design, implement, and manage commercial forecasting, planning, and budgeting processes.
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Optimize the deployment of commercial teams to maximize sales productivity: make recommendations (segmentation, job architecture…), lead change management.
Commercial Enablement & Readiness:
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Prioritize investments in enabling technologies in support of commercial organization productivity (SalesForce, Callidus…)
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Work closely with the E4B Leadership Team and the People team to establish a commercial learning plan focused on developing and reinforcing critical commercial competencies.
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Align reporting, learning, performance management, and incentive programs with commercial priorities.
Building effective teams
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You will promote a “one-team” mentality that encourages ownership and collaboration around technical and customer problems irrespective of organizational boundaries.
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You will coordinate and lead directors and drives the development of a diverse and high-quality talent pipeline including executive recruiting.
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You will envision and drives broader organizational efforts around culture, work, and values to build open trusting environments where diverse viewpoints, opinions, and approaches and candid conversations and critiques can happen.
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You will model and encourage others to handle conflict openly and efficiently.
Team enablement
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You will mentor critical talent outside of own division/ subdivision.
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You will contribute to cross division talent development by sharing knowledge and best practices across EG, serving as a specialist and advisor.
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You will effectively communicate the vision, strategies, methods, and techniques needed to achieve a shared goal across Business Units.
Who you are:
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You will combine demonstrated top-notch strategic skills and the passion to build / develop / empower an excellent team across several locations. To be able to fit within Expedia, you will need to be highly analytical and naturally inclined to get into the details and develop strong subject matter expertise. You will display strong self-confidence, stakeholder management expertise and will be energized by highly competitive market situations.
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Experience in Revenue/Sales Operations is a critical requirement.
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Experience in global SaaS company is preferred.
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Experience with a Tier One Strategy Consulting Firm is desirable
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Developing strategy across a matrixed organization with high level of complexity, calibrating a global strategy while playing to local opportunities & risks.
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Successfully leading teams across dispersed locations.
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Demonstrated ability to deliver strategies that supply measurable gains in market share, revenue and volume growth, and operational efficiencies. Articulate evolving priorities for the business with a 3-5 year horizon and incorporates understanding of relevant market and competitors.
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Strategic problem solver able to synchronize across diverse opportunities, combined with pragmatic, technical execution. Analytically minded approach with demonstrable negotiation and influencing skills. Integrate a variety of information and translates corporate strategy into relevant regional and country-level strategies.
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Think beyond immediate imperatives, applying critical thinking to a function or process, a product and market, a business unit or the organization at large. This involves strong business understanding, analytical and conceptual abilities and a capacity to translate ambiguity into strategy and then into a concrete action plan, imparting it to the organization along the way. Intrinsic curiosity and desire to continuously learn more.
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Proven track-record in the design, development and delivery of strategic commercial programs for large fast-paced multinational companies. Commercially impactful experience in strategic consulting preferred.
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Exceptional analytical, critical thinking and strategic problem-solving skills, with the ability to cut through complexity and turn high-level business requirements and opportunities into specific projects.
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Ability to envision and articulate a compelling future. Inspiring communication and storytelling skills; to present complex information simply in both small and large group settings.
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Proven ability to deal with ambiguity and work well in a fast-paced environment to meet deadlines within time constraints whilst maintaining the utmost attention to detai
About Expedia Group
Expedia Group (NASDAQ: EXPE) powers travel for everyone, everywhere through our global platform. Driven by the core belief that travel is a force for good, we help people experience the world in new ways and build lasting connections. We provide industry-leading technology solutions to fuel partner growth and success, while facilitating memorable experiences for travelers. Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™.
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