Business Development Manager – Enterprise / Display Ads

About the role

At Expedia Group Advertising, we offer marketers access to the world’s travel advertising platform, powered by the most robust first-party data in the industry. Our team of digital marketing professionals equips advertising partners with everything they need to connect, engage, and convert travelers worldwide while exceeding advertisers’ critical metrics.

Responsibilities

• Consultative Sales Strategy: Drive and execute strategy for advertising partners to grow our EG Advertising business. Identify key opportunities in assigned travel and non-travel sectors by selling the benefits of partnering with Expedia Group. Represent the advertising strategy of partners to develop campaigns that meet and exceed their needs.
• Business Strategy: Create, define, and implement business strategies to optimize each partner relationship on a local, regional, or global basis. Conduct day-to-day interactions, regular face-to-face commercial updates, identify and manage marketing and promotional opportunities, and ensure fulfillment of all contractual obligations.
• Sales Negotiation: Own and lead the advertising sales process end-to-end, from identifying new prospects to understanding partner needs and mapping those needs with strategic selling. Manage a portfolio of domestic and international platforms. Provide a consultative sales experience and build long-term strategic relationships through up-selling and cross-selling.
• Partner Campaign Launch / Internal Collaboration: Lead aspects of the launch and ongoing performance of advertising partnerships. Influence cross-functional teams (supply teams, marketing, operations, billing, product, and media planners) to ensure campaign delivery and resolve issues.
• Commercial Results / Performance: Drive accountability for results across the organization. Define and deliver continuous improvement in revenue contribution through insightful measurement and ROI analysis of new partnerships.
• Sales Prospecting: Lead all aspects of deal development—prospecting, sourcing, negotiating, and closing. Create and manage a pipeline of opportunities reviewed weekly, monthly, and quarterly to ensure productive and profitable partnerships.
• Customer Focus: Proactively build and maintain fruitful relationships with partners, providing a consultative sales experience. Accurately forecast media revenue demand for your territory using Expedia Group market research, industry insights, and partner engagement.
• Collaborate across internal functions to optimize media opportunities, including working with product teams to define new offerings and engaging with management on sales strategy. Evangelize internally and externally to increase value for partners.
• Consistently meet or exceed quarterly revenue goals, typically exceeding $1,000,000 USD, depending on factors such as account type, new vs. existing business, and future potential.

Requirements

• A minimum of 3 years of sales experience in media sales, the travel industry, or a related field; or equivalent professional experience with a BA/BS degree or equivalent.
• Demonstrated media sales experience is essential; a passion for the travel industry is desirable.
• Regional knowledge is a plus.
• Strong understanding of specific travel verticals (DMO, Airline, and/or Attractions) and the digital and social media landscape.
• History of meeting or exceeding revenue targets.
• Ability to effectively pitch and influence at the C-level management.
• Demonstrated ability to analyze partner needs and identify creative solutions.
• Proven ability in consultative selling and optimizing revenue gains for media solutions.
• Travel is required; a valid passport is highly recommended.
• Thrives in a fast-paced environment and embraces a growth mindset.

Pay

The total cash range (inclusive of base salary and variable incentive target) for this position is:

• Virtual: $84,000.00 to $117,500.00. Employees have the potential to increase pay up to $134,500.00 based on ongoing, demonstrated, and sustained performance. Incentive plan performance above target may earn more than the target compensation amount.
• Chicago: $90,000.00 to $126,000.00. Employees have the potential to increase pay up to $144,000.00 based on ongoing, demonstrated, and sustained performance. Incentive plan performance above target may earn more than the target compensation amount.

Starting pay for this role will vary based on factors including location, available budget, and an individual’s knowledge, skills, and experience. Pay ranges may be modified in the future.

Benefits

• Medical, dental, and vision coverage.
• Paid time off and an Employee Assistance Program.
• Wellness and travel reimbursement.
• Travel discounts and International Airlines Travel Agent Network (IATAN) membership.

Learn more about life at Expedia Group at https://careers.expediagroup.com/life.