Contracting Manager (EU Market)

Contract Manager – Supply, Europe
Reports to: Regional Manager – Supply, Europe
Travel: Approximately 30–40%, including market visits, supplier meetings and relevant industry events.
Role Purpose
The Contract Manager – Supply, Europe is responsible for developing and managing a competitive and commercially successful portfolio of hotels and ground suppliers within an assigned European territory.
The role combines supplier relationship management, contracting, portfolio development and commercial performance, working across both Classic Vacations and TBO to maximize growth, profitability and differentiated product while maintaining strong, long-term supplier partnerships.
Key Responsibilities
Develop and maintain strong strategic relationships with hotels, hotel groups, ground suppliers and relevant tourism partners within the assigned territory.
Negotiate competitive rates, inventory, commercial terms, amenities and promotions, ensuring strong market positioning for CV and TBO.
Manage the assigned portfolio with clear accountability for production, revenue, margin, competitiveness and supplier performance.
Identify and contract new hotels and ground suppliers where there are portfolio gaps, growth opportunities or new destination requirements.
Continuously review the existing portfolio and prioritize quality, productivity and commercial value rather than hotel count alone.
Secure differentiated product including exclusive offers, preferred inventory, luxury amenities and high-value experiences that strengthen our value proposition.
Develop opportunities to grow ground services, private transfers, excursions and experiences, increasing the amount of the total trip captured within CV/TBO.
Work closely with Connectivity and Technology teams to expand dynamic connectivity where commercially appropriate and ensure supplier content, rates and inventory are accurately available.
Collaborate with Sales and Marketing on destination strategies, supplier-funded campaigns, tactical promotions and advisor education designed to drive incremental business.
Monitor market trends, competitor activity and performance data and provide recommendations to improve destination and portfolio results.
Support the principle of one supplier / one commercial owner, coordinating supplier relationships across CV and TBO and avoiding unnecessary duplication.
Represent the company professionally at supplier meetings, market visits, trade shows and industry events.
Work collaboratively across the Europe Supply organization, sharing knowledge and supporting other team members as required.
Manage the end-to-end contracting cycle, including negotiation, contract execution, implementation, annual renewal and ongoing commercial optimization.
Act as the commercial escalation point for key supplier issues, working cross-functionally to resolve recurring operational or service challenges and protect the supplier relationship..
What Success Looks Like
Growth in production and profitability within the assigned portfolio.
Competitive rates and strong inventory availability.
Productive and differentiated hotel and ground content.
Strong supplier relationships and partner engagement.
Increased connectivity and operational efficiency.
Achievement of agreed regional and company KPIs.
Experience & Skills
Bachelor's degree or equivalent experience.
Proven hotel contracting, sourcing or commercial experience within a tour operator, bed bank, OTA, hotel company or related travel business.
Strong commercial negotiation and supplier relationship skills.
Good analytical ability with confidence interpreting production, pricing, margin and performance data.
Excellent written and verbal communication and presentation skills.
Strong organizational and project-management ability, with the capacity to manage multiple priorities and deadlines.
Comfortable working in a fast-paced, evolving and increasingly technology-led environment.
Strong knowledge of European market(s) is highly desirable.
Additional European languages are an advantage.
Collaborative, commercially minded and results-oriented.

Work arrangement
Yes