lastminute.com is looking for a Commercial Director to join our team and take full responsibility for our entire line. In this role, you will act as a bridge between different departments.
Responsibilities
Commercial Oversight: Assume primary responsibility for all commercial aspects of tour operator product management, including contract negotiations, conclusion, and monitoring of agreements. Oversee the entire lifecycle of negotiated contracts, from initial negotiation to final execution.
Contract Management: Lead contract negotiations with tour operators and shipping companies. Collaborate closely with internal stakeholders, including the legal department and procurement, to ensure compliance and adherence to company policies and standards.
Performance Monitoring: Implement robust monitoring mechanisms to track and evaluate the achievement of target conditions on a weekly and monthly basis. Generate comprehensive reports on target achievement and provide insights for strategic decision-making.
Commission Analysis: Develop commission overviews encompassing critical details of negotiated contracts. Generate monthly commission projections and determine optimal commission structures to maximize profitability. Monitor and verify the timely receipt of commissions and super commissions.
Vendor Evaluation: Assess the suitability of new tour operators and shipping companies to augment the existing organizer portfolios. Conduct thorough evaluations to identify potential partners aligned with company objectives and standards.
Stakeholder Coordination: Coordinate with internal teams to address issues arising from tour operators' non-compliance with contractual obligations or performance targets. Implement corrective measures to ensure data quality and accuracy.
Conflict Resolution: Serve as the final escalation point for disputes with tour operators, customer complaints, or fraud-related matters. Utilize negotiation skills and industry expertise to resolve conflicts effectively while safeguarding company interests.
Relationship Management: Foster strong relationships with key tour operator partners through regular communication and personal meetings, including participation in industry events such as the ITB. Represent the company and promote its interests at various tour operator events.
Budget Planning: Take a proactive role in the preparation of the tourism budget, utilizing insights from organizers' sales figures to inform strategic financial planning. Collaborate with relevant stakeholders to ensure alignment between budgetary goals and organizational objectives.
Market Analysis: Conduct regular market and competitor analysis, focusing on organizers, to identify shifts, trends, and opportunities within the tourism industry. Monitor changes in the market landscape and competitor strategies, providing actionable insights to support informed decision-making and product development initiatives.
Bachelor's degree in Business Administration, Tourism or Hospitality Management, or related field.
Proven experience in commercial management within the German tourism or hospitality industry, with a focus on tour operator products.
Good knowledge of Midoco, Amadeus Leisure, Peakwork, GIATA and further market related systems.
Strong negotiation skills and the ability to effectively manage complex contracts.
Excellent analytical abilities with proficiency in generating and interpreting financial reports.
Demonstrated expertise in vendor evaluation and relationship management.
Exceptional communication and interpersonal skills, with the ability to engage with stakeholders at all levels.
Strategic mindset with a proactive approach to problem-solving and decision-making.
Flexibility to travel for meetings, conferences, and industry events as required.
By joining our company, you will have the chance to:
