Contracts Manager – Turkey

Middle East & Africa

June 22, 2022

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Job Title: Contracts Manager

Department: Contracting

Location (primary): Turkey


Job Purpose

The Contracts Manager’s focus is to develop the FIT hotel product requirements within the designated area of responsibility and to directly contract hotels, in order to achieve the below annual core measures:

  • Reach agreed number of hotels
  • Achieve agreed hotel turnover target
  • Hit override/marketing fee target in the designated area


Key Responsibilities

  • Negotiate and conclude hotel contracts that meet key company criteria of competitive/exclusive rates, ready availability (allocation and/or freesale) and achievable commission levels
  • Maximise contract and destination performance through tactical flash sales, added-value deals and periodic special offers
  • Monitor competitor pricing and availability and respond accordingly
  • Interaction with the Sales team to understand the need of their clients in terms of Product
  • Check that all rates and promotions are updated in the system
  • Maintain the update of his/her Master List with the allocated portfolio
  • Market Intelligence analysis on weekly basis (feedback of the hotels, our competitors, Geo-political situation impacting the market….)
  • Regularly consult with Regional Head on product range and ongoing performance versus target
  • Identify and contract “must-have” hotels within designated area
  • Monitor and analyse production volumes to ensure adequate inventory
  • Identify promotional opportunities within designated destinations/region
  • Identify and tackle issues regarding low performers
  • Produce monthly destination report to reflect market trends and product needs to Regional Head
  • Liaise with Pricing and Revenue teams to ensure maximum profit margins as and when necessary
  • Ensure all contract administration is completed to company guidelines in an accurate and timely manner
  • Ensure all hotel information content (photos/facilities/contact details) is accurate and up to date
  • Manage supplier relationship throughout validity of contract (incl. closeouts/bookouts) and liaise with relevant internal departments as required
  • Negotiate and minimise losses as needed
  • Assume responsibility for all aspects of ongoing account management. Develop strong relationships with key supplier decision makers
  • Promote product internally and provide product recommendations as required
  • Work with suppliers and internal teams to maximize benefit of all BAR/FIT and Connectivity channels
  • Liaise with suppliers and internal teams to benefit from wholesale/retail distribution channels
  • Act as a solution provider in designated region
  • Undertake regular business trips (and trade fair attendance as required)
  • Carry out other administrative tasks, as and when required


Level of Financial Responsibility

  • Direct commercial impact (*Figures depending on the region) Level of Management Responsibility


Essential Qualifications & Knowledge

  • Commercially savvy
  • Proven contracting experience gained within tourist industry (level of experience required in line with current vacancy), with track record of meeting targets and delivering success
  • Knowledge and experience of B2B, online travel/ecommerce environments
  • Comprehensive understanding of hotel distribution landscape
  • Fluency in English – verbal & written
  • Knowledge and experience of operating within assigned territory (or similar)


Essential Experience, Skills and Behavioural Requirements

  • Strong and compelling negotiator; passionate and self-motivated
  • Effective communicator with influencing abilities
  • Strategic thinker with proven analytical skills
  • Able to produce accurate and analytical reports from numerous data sources
  • Able to remain on top of multiple work flows and to manage expectation
  • Highly organized with attention to detail; skilled in prioritising
  • Proactive and results/solutions-driven, delivering on commitments and meeting


Download:  Job Description – Contracts Manager – Turkey

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