Associate Director, Latin America & Caribbean

Associate Director, Latin America & Caribbean

TripAdvisor is looking for a dynamic leader to join our Global Attractions Supply team. As the Associate Director for Latin America & Caribbean supply, you will be responsible for managing relationships with suppliers in the region who list their inventory of tour, activity, and ticket products on TripAdvisor, Viator, and our network of affiliate sites. You will lead a team of account managers in the region, and you will also manage some key accounts. This role is based in our Miami office and reports to the Regional Director of Americas supply.

Primary responsibilities include managing a team, setting and executing regional strategies, holding your team accountable for performance, proactively managing key account relationships, negotiating commercial terms, optimizing supply in your region, and collaborating with internal stakeholders to maximize booking conversion of your products and destinations. You and your team will also research new prospective suppliers and negotiate new contracts to close leads and bring their products onboard.

This role requires a strong background in team leadership, polished internal and external communication skills, strong attention to detail, and the ability to master technical systems and processes. The ideal candidate has 8+ years' proven experience in account management, including hands-on experience negotiating contracts and optimizing accounts, and 5+ years in a team management role. This is a great opportunity for a motivated candidate with a passion for travel to join a fun team and have immediate impact driving revenue for a fast-growing global company.

Key Responsibilities

  • Manage a regional account management team; ensure team achievement of all assigned targets
  • Set regional strategies for supply retention, optimization and acquisition
  • Ensure team is focused on improving quality of supply, including securing competitive pricing and product inventory to meet consumer demand and improve booking conversion
  • Serve as the internal champion for your region, providing market intel and supplier feedback to internal stakeholders and management to influence product and marketing strategies
  • Build strong relationships with tour, activity and attraction suppliers, focus on key accounts
  • Proactively reach out to suppliers and provide recommendations to improve product quality
  • Negotiate commercial terms, including net rates and margins
  • Monitor competitive pricing, and secure special offers to drive booking conversion
  • Retain supply, secure inventory, and develop new products to meet consumer demand
  • Identify new opportunities to up-sell existing accounts to improved product terms
  • Analyze sales performance and leverage supplier relationships to optimize revenue growth
  • Research destinations, identify new suppliers, drive outreach, and convert target suppliers
  • Proactively suggest improvements to current systems and processes to contribute independently to continuous process improvement
  • Attend trade events, participate in regional speaking engagements as needed, and collaborate with destination marketing organizations and visitor bureaus
  • Be an organizational thought leader in your assigned region, maintaining awareness of competitive landscape and macro conditions in destinations to develop business objectives

Key Skills & Experience
  • 8-10+ years sales and/or account management experience, preferably with on online company
  • 5+ years team leadership/people management experience with proven record of driving team performance
  • Experience working with suppliers/vendors/accounts in Latin America required
  • Travel industry experience preferred; experience with tour operators highly regarded
  • Proven record of optimizing account performance and contracting new business
  • Superb written and oral communication skills; comfort presenting to senior management
  • Strong negotiation skills; ability to negotiate with senior-level clients
  • Excellent analytical skills including highly proficient use of data tools and MS Excel
  • Proficiency with MS Office, Salesforce, and online content management systems
  • Ability to organize multiple priorities simultaneously and consistently meet deadlines
  • Flexible and adaptable personality; self-motivated, enthusiastic, and able to succeed in a fast-paced, dynamic environment; seen as a leader by peers and team members
  • Bachelor's Degree required; MBA a plus
  • Ability to travel regularly: anticipate 25-30% travel, domestic and international
  • Fluency in Spanish required; Portuguese a plus


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