Account Manager

Viator is looking for a dynamic sales professional to join our fast-growing Global Sales & Account Management team. As an Account Manager, you will be responsible for developing and optimizing Viator’s industry-leading tour and attraction offerings in your assigned region.

You will research and identify targets and bring suppliers onto our platform by selling Viator and TripAdvisor’s value proposition as the world’s largest online distribution solution for attractions, tours and activities. Primary responsibilities include spearheading new supplier partnerships, rapidly expanding Viator’s product portfolio, negotiating commercial terms, managing supplier relationships, and optimizing a growing collection of products in your region.

This role requires strong attention to detail, the ability to master technical systems and processes, and polished communication skills, both internally and externally. The ideal candidate has 3+ years’ proven experience in generating and closing leads, as well as managing accounts. 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

Lead Generation

  • Develop Viator’s tour and activity product portfolio in your assigned region
  • Research destinations, identify partnership opportunities, and drive outreach to target attractions and tour operators
  • Attend trade events, participate in regional speaking engagements as needed, and collaborate with destination marketing organizations and visitor bureaus

Supplier Contracting

  • Sell Viator and TripAdvisor’s distribution solution to attractions and tour operators
  • Convert both inbound and outbound leads, with particular focus on key target list
  • Negotiate commercial terms, including net rates and margins
  • Ensure that new suppliers successfully load their product portfolio onto Viator’s platform
  • Review product pricing, availability and content for quality and accuracy

Account Management

  • Review sales performance and leverage supplier relationships to optimize revenue growth
  • Upsell suppliers to marketing campaigns and other ancillary programs
  • Collaborate with marketing and other departments to promote products and destinations
  • Be an organizational “thought leader” in your assigned region, filling strategic gaps and developing new products to meet consumer demand
  • Provide training and operational support to accounts as needed, including customer service, finance and other administrative matters

Key Skills & Experience

  • 3-5+ years sales and/or account management experience, preferably with an online company
  • Spanish speaking ability required
  • Travel industry experience preferred; experience with tour operators highly regarded
  • Proven record of generating leads and contracting business
  • Superb written and oral communication skills
  • Strong negotiation skills
  • 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
  • Bachelor’s Degree required

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