01Overview
Location: Yerwada, Pune (work from office), relocation support provided. Shift: 5 PM 3 AM IST, Monday to Friday.
About Atica
Atica is a tech-first sales and revenue partner for hotels across the United States. We build the technology and run the commercial operation that grows revenue for 200+ properties sales, revenue management, distribution and digital from independents to hotels operating under Marriott, IHG, Hyatt, Choice and Wyndham.
Find out more:
https://www.linkedin.com/company/atica-global
The Opportunity
Distribution is how Atica's hotels reach global B2B demand through wholesalers and bed banks (Hotelbeds, Web Beds, Roibos, World2Meet, Travel Funders Network), travel management platforms (Engine, Bnberry) and redistribution partners (Nuitee).
We are appointing a Manager to own that function end to end: the partner relationships, the commercial terms behind them, the channel and rate strategy across the portfolio, and the team that runs it.
The mandate is to grow distribution's contribution to revenue, open the channels worth opening, close the ones that are not, and build the team and process behind it.
What You Will Do
- Partner strategy and commercial ownership
- Own every demand partner relationship and the commercial terms behind it: performance reviews, negotiation, escalation, and keeping Atica's hotels prioritised on their platforms.
- Segment the partner portfolio by fit and contribution, and decide where to invest and where to withdraw.
- Open new channels end to end evaluate the opportunity, negotiate terms, contract, and see the first properties live and producing.
- Grow partner penetration and revenue contribution across every active channel.
Channel and rate strategy
- Decide the channel mix by property and market, and set rate positioning and allotment alongside Revenue Management, who own final pricing.
- Manage redistribution and leakage risk to protect rate integrity across the portfolio.
- Audit content, pricing and offers for accuracy and commercial compliance.
Building the function
- Hire, develop and lead the Distribution team.
- Turn recurring problems into a standard process, and decide what gets automated.
- Work with Product and Tech on what gets built workflow gaps, feature requests and internal tooling.
Across the business
- Partner with Sales and Revenue Management on hotel-level commercial objectives.
- Engage US hotel stakeholders, Directors of Sales, Revenue Managers directly.
How You'll Be Measured
- Revenue contribution from distribution.
- Partner penetration across active channels.
- Strength of the partner ecosystem, including how quickly escalations are resolved.
- Percentage of hotels live on channel within SLA.
- The team's performance and delivery quality.
In your first quarter you will have met every partner, formed a view on which relationships are underperforming, and made the case for where we invest. Within the year, distribution contributes materially more revenue, the channel mix reflects a deliberate strategy, and the team is one you have built.
What You Bring
- 47 years in hotel distribution, contracting, wholesale, global sales, or a comparable commercial role in hospitality or travel.
- Working knowledge of the wholesale channel: contracting, allotments, rate fencing, markup chains and redistribution. From either side of the table if you have contracted hotels for a bed bank, that translates directly.
- A negotiation track record. You have owned commercial conversations with partners and moved the terms.
- Explicit, structured stakeholder communication, and the ability to push back when it matters.
- Evidence of building process operational complexity turned into something documented and repeatable.
- Ownership of an outcome rather than a workflow.
Bonus Points
- People management experience.
- TMC or B2B2C channel exposure.
- Familiarity with the US hotel market.
- Please Note Before Applying .
