Key Accounts Director – Strategic Supply

This is a fully remote position, open to applicants in Netherlands.

📋 Description

• Take ownership of a portfolio comprising Vio's largest and most strategic supply accounts from start to finish.

• Oversee commercial alignment, performance enhancement, rate and distribution management, escalations, and growth initiatives.

• Act as the representative for strategic accounts within the organization, ensuring their viewpoints influence company-level decisions.

• Develop and implement growth plans tailored to each account, complete with revenue targets, commercial drivers, milestones, and progress evaluations.

• Foster strong relationships within partner organizations, engaging with teams at all levels, including senior leadership.

• Organize business reviews, executive meetings, working sessions, industry events, and partner visits.

• Serve as the primary escalation contact for strategic accounts, both internally and externally.

• Navigate intricate partnerships while balancing the interests of both parties.

• Anticipate strategic shifts from partners and prepare Vio's responses accordingly.

• Negotiate critical commercial agreements encompassing terms, overrides, exclusive deals, promotions, distribution rules, and SLAs.

• Initiate renegotiations based on performance metrics, market trends, and competitive analysis.

• Design and execute commercial experiments, monitor outcomes, and scale successful strategies.

• Track account KPIs, including revenue, margin, conversion rates, price competitiveness, availability, mapping coverage, and content quality.

• Identify underlying causes of underperformance and convert data into actionable commercial strategies.

• Collaborate with teams in Pricing, Meta, Connectivity/Integration, Finance, Analytics, Product, and Customer Support.

• Ensure stability in connectivity, accuracy in pricing, completeness of content, and adherence to SLAs.

• Offer commercial insights to inform product and pricing strategies.

⛳️ Requirements

• Over 10 years of extensive experience in the travel industry, including OTA, bedbank/wholesaler, hotel distribution, or related fields.

• Several years of experience managing significant, strategic accounts.

• Demonstrated success in expanding key accounts through deepening relationships and innovative commercial solutions.

• Exceptional interpersonal and relationship-building abilities.

• Capability to engage credibly with senior executives.

• Strategic insight into the operational dynamics of large travel companies.

• Experience in handling complex, high-stakes partnerships.

• Strong negotiation skills with a focus on intricate, high-stakes commercial agreements.

• Possess an executive presence both internally and externally.

• Proficient analytical skills with a focus on data-driven decision-making.

• Ability to work independently as a structured and accountable individual contributor.

• Creative and innovative problem-solving approach.

• Profound understanding of hotel distribution mechanics, including rate types, net rates, dynamic pricing, rate fencing, distribution rules, margin structures, and MOR versus agency models.

• Existing network at senior levels within major OTAs, bedbanks, or travel platforms is a plus.

• Familiarity with hotel connectivity (API/XML integrations) and metasearch economics is advantageous.

• Must be located in or willing to relocate to Amsterdam, or be based within GMT+/-3 time zones.

• Proficiency in English is mandatory.

🏝️ Benefits

• Stock Appreciation Rights available for all employees.

• Flexible time off policy allowing you to take as many holidays as needed.

• Opportunity to work remotely.

• Attractive compensation package, including perks and benefits.

• A highly international team environment.

• Catered lunches featuring a variety of cuisines.

• High-quality coffee available.

• Occasional barbecues in the garden.

• Company events held in Amsterdam and internationally.

• Budget allocated for creating your ideal home office.

• Free mental health support through OpenUp.

• Opportunities for personal and professional development.

• An open, diverse culture that promotes knowledge sharing, trust, and transparency.