Contracting Manager - Hotel B2B & Wholesale

About the role

This Contracting Manager position in Dubai focuses on building and optimising a competitive, scalable hotel portfolio tailored for XML distribution, wholesalers and B2B partners. The role drives margin growth, content quality and long-term supplier partnerships.

Key responsibilities

• Define and execute the global B2B / XML contracting strategy aligned with company growth and distribution objectives.
• Negotiate with hotels, chains and suppliers on dynamic rates, static rates, allotments, free-sale, markups, overrides and distribution rights.
• Oversee the performance, structure and development of multi-market contracting teams.
• Optimise supplier contracts for XML connectivity, rate parity, content accuracy and scalability.
• Drive margin optimisation, yield improvement and competitiveness across B2B, wholesale and API channels.
• Work with Technology, Connectivity, Product and Sales teams to ensure smooth integration and supplier performance.
• Monitor supplier productivity, rate competitiveness, booking conversion and profitability using data-driven insights.
• Build senior-level relationships with global hotel chains, bedbanks, DMCs and strategic content providers.
• Ensure contracting policies align with risk management, compliance and distribution control.
• Represent the company at major global travel trade shows such as ITB, WTM, FITUR and ATM.

Required profile

• 7+ years of experience in hotel contracting within B2B, wholesale or travel tech environments.
• Proven track record managing multi-market, high-volume B2B contracting operations.
• Experience negotiating with international hotel chains and global suppliers.

Required skills

• Hands-on experience with XML/API distribution models and large-scale hotel portfolios.
• Deep understanding of rate structures, connectivity economics and margin drivers.