Director, Distribution Strategy CALA

Accountabilities Create, communicate, and implement a comprehensive distribution channel strategy and roadmap for the CALA region, supported by clear performance metrics.

Ensure third-party channel initiatives are effectively integrated with broader commercial strategies and business priorities.

Provide subject matter expertise on channel tracking, tagging, data management, and enablement requirements.

Monitor channel and segment performance against pipeline and commercial goals, identifying opportunities to increase value, efficiency, and profitability.

Establish and manage key metrics and targets in collaboration with cross-functional teams to improve performance measurement and forecasting.

Report performance across weekly, monthly, and annual commercial forums and communicate insights to relevant stakeholders.

Prepare and socialize regular state-of-the-business reporting while responding to ad hoc requests from senior leadership.

Identify new online third-party channels and potential strategic partners using market analysis, data, trends, and distribution insights.

Negotiate significant third-party distribution contracts and support strategic commercial engagement with key industry influencers.

Monitor relevant distribution legislation and market developments to ensure strategies remain informed and effective.

Lead initiatives to improve channel performance, processes, and overall distribution efficiency.

Requirements:

10+ years of experience in distribution, revenue management, or another closely related commercial discipline.

Deep understanding of the CALA region and its online distribution ecosystem, including OTAs, bedbanks/wholesale, metasearch, and broader third-party channels.

Proven experience negotiating significant distribution contracts and managing strategic third-party relationships.

Fluency in English, Spanish, and Portuguese .

Strong commercial, analytical, and strategic thinking skills, with the ability to turn market and performance data into actionable decisions.

Demonstrated experience developing distribution strategies, channel roadmaps, performance metrics, and growth initiatives.

Strong project management and process improvement capabilities.

Recent experience managing a large-scale online distribution channel and developing plans to improve its performance.

Excellent communication and stakeholder management skills, including the ability to present insights and recommendations to senior leadership.

Willingness and ability to travel domestically and internationally, up to approximately 35% of the time.

A Master's degree or MBA in Business Administration or a related field is advantageous.

15+ years of professional experience in digital travel, hospitality, or adjacent industries is preferred.

Familiarity with hospitality brands, operations, technology systems, and organizational structures is beneficial.

Benefits:

Remote working opportunity based in Brazil.

Senior leadership role with broad ownership of regional distribution strategy.

Opportunity to influence third-party channel growth, commercial performance, and market expansion across the CALA region.

International exposure and collaboration with cross-functional commercial and leadership teams.

Extensive travel opportunities and involvement in global distribution initiatives.

Access to travel-related employee perks, subject to location and plan eligibility.

Employee stock purchase opportunities may be available, subject to applicable plan terms.

Paid parental leave for eligible employees.

Caregiving support and dedicated resources for eligible employees.

Employee assistance and mental health support programs.

Paid time off and health and welfare benefits, subject to location and applicable plan terms.

Retirement and financial planning benefits may be available depending on location and eligibility.

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