Hotel Contracting & Sourcing Manager

The Hotel Contracting & Sourcing Manager serves as a strategic procurement expert responsible for developing comprehensive hotel portfolios and negotiating high-value contracts tailored to each assigned event's unique needs. This role requires collaboration with the Event Housing Manager and Show teams to develop and execute data-informed strategies that deliver measurable results for the Housing team’s goals.
Key Responsibilities
Hotel Sourcing & Strategy Development
Conduct analysis of historical performance data, current market dynamics, and future trends to inform strategic hotel sourcing decisions
Develop a Statement of Work for each event defining clear strategies for hotel selection that result in more bookings, enhanced customer satisfaction, reduced risk, and meeting revenue goals.
Leverage expert knowledge of hotel chains, brands, and individual markets to provide hotel sets tailored to event profiles, demographics, and market conditions for optimal performance.
Contract Negotiation & Risk Mitigation
Effectively negotiate hotel contracts for assigned shows/events, ensuring adherence to Informa’s best practices.
Consult with key stakeholders to align with revenue and show growth goals while mitigating Informa’s exposure to risk.
Relationship Management
Cultivate and maintain strategic relationships with Hotel Global Sales organizations, Informa Markets divisions, individual hotel properties, and Convention & Visitors Bureaus through consistent communication, professional networking, and site visits.
Represent Informa’s Housing team at industry events fostering partnerships with housing vendors and Official Housing Companies while building collaborative networks that enhance sourcing capabilities and market intelligence.
Education & Experience
Minimum of five years of experience in hotel sourcing, contract negotiations, hotel sales, or meeting planning.
College degree or equivalent experience preferred.
Skills & Competencies
Advanced knowledge of Hotel brand characteristics to inform strategic decision making.
Strong, assertive negotiation capabilities with a track record of securing favorable contract terms.
Proven excellence in customer-focused roles with superior written and verbal communication skills.
Outstanding time management, prioritization, and organizational proficiency.
Proficient in Microsoft Office Suite (Excel, Word, SharePoint, Teams) with the ability to quickly learn and adapt to project management software.
Strategic, resourceful, and proactive disposition.
Meticulous attention to detail with commitment to accuracy.
Ability to make data informed decisions in dynamic, fast-paced environments.
Collaborative mindset with positive attitude and team-oriented approach.
Work Requirements
Onsite presence in an Informa office three days a week to maximize team collaboration and job support.
Willingness to travel to events or meetings, including weekends if necessary.

Employment type
Full-time

Work arrangement
Hybrid