Key Accounts Director (Strategic Supply)

Vio

5d•Remote

About The Position

Our strategic supply partners are among the most important relationships at Vio. These are large, sophisticated organisations - leading players in global travel - and the partnerships we build with them are nuanced, multi-layered, and carry significant commercial weight. Managing them well requires seniority, judgment, and genuine care for the relationship. We are looking for a senior Key Accounts Director to own these partnerships end-to-end and grow them for the long term. This is a senior individual contributor role: you will personally manage and be solely accountable for a portfolio of strategic accounts - their commercial results, their relationship health, and their long-term trajectory. Your leverage comes from your relationships, your strategic thinking, and your ability to mobilise cross-functional partners inside Vio.

Requirements

Extensive experience (10+ years) in travel - OTA, bedbank/wholesaler, hotel distribution or other adjacent vertical - including several years managing large, strategic accounts
A proven track record of growing key accounts through relationship depth and creative commercial solutions, not just account maintenance
Excellent relationship builder with outstanding interpersonal skills - able to earn trust quickly, read the room, and operate credibly with senior executives
Strategic thinker: you understand how large travel companies operate and can connect their strategy to Vio's opportunities
Experienced in navigating complex, high-stakes partnerships where interests don't always fully align - with the diplomacy and maturity to keep them healthy and growing
Strong negotiator with experience in complex, high-stakes commercial agreements
Executive presence internally as well as externally — comfortable contributing to company-level strategic discussions, not only account-level ones
Strong analytical skills - you ground every partner conversation and every proposal in data
A true individual contributor: self-directed, structured, accountable, and effective without a supporting team
A creative, out-of-the-box approach: you are not afraid to challenge the status quo - internally and with partners
Deep understanding of hotel distribution mechanics: rate types, net rates, dynamic pricing, rate fencing, distribution rules, margin structures, and MOR vs. agency models

Nice To Haves

Existing senior-level network at major OTAs, bedbanks, or travel platforms
Experience with hotel connectivity (API/XML integrations) and metasearch economics

Responsibilities

Own a portfolio of Vio's largest and most strategic supply accounts end-to-end as a single accountable individual, covering the full partnership lifecycle: commercial alignment, performance optimization, rate and distribution management, escalations, and growth
Be the voice of these accounts inside Vio: represent their perspective in strategic conversations across the company — including how we shape our supply strategy and evolve our partnerships over time — and ensure account considerations are reflected in decisions well beyond the day-to-day
Define and execute a dedicated growth plan per account: revenue targets, specific levers (feed expansion, rate improvements, exclusive deals, promotional campaigns), milestones, and regular progress reviews with the partner and internal stakeholders
Develop a deep understanding of each partner's business - their strategy, priorities, ways of working, and what success looks like for them - and use that understanding to build alignment and create outcomes that work for both sides
Build deep, multi-level, trust-based relationships across each account - from working teams to senior leadership - and act as the face of Vio to these partners
Conduct regular business reviews, executive meetings, and working sessions; represent Vio at industry events and in-person partner visits
Navigate sensitive conversations with excellent interpersonal judgment: knowing when to push, when to concede, and how to preserve the relationship while defending Vio's interests
Serve as the escalation point for anything concerning these accounts, internally and externally
Manage multi-dimensional relationships where interests align in some areas and diverge in others - always finding the path that grows the shared business
Balance the interests of both sides thoughtfully: understand what matters most to each partner and build account strategies that respect the full context of the relationship
Exercise sound judgment on commercial sensitivity, information sharing, and contractual commitments while building genuine trust
Anticipate strategic shifts on the partner side (distribution policy changes, market moves, changing priorities) and prepare Vio's position before they materialise
Think beyond the standard playbook: design out-of-the-box solutions, deal structures, and win/win constructs that grow the account where conventional levers are exhausted
Negotiate high-stakes commercial agreements - terms, overrides, exclusive and secret deals, tactical promotions, rate distribution rules, and SLAs - with sophisticated counterparts
Proactively initiate re-negotiations when performance data, market conditions, or competitive benchmarking reveal opportunities
Propose and run commercial experiments (pricing tests, promotional trials) with these partners, track results, and scale what works
Monitor and act on account-level KPIs: revenue, margin, conversion, price competitiveness, availability, mapping coverage, and content quality
Identify root causes of underperformance and translate data into concrete commercial actions and partner conversations
Detect issues and opportunities early - before they impact revenue or the relationship
Collaborate closely with Pricing, Meta, Connectivity/Integration, Finance, Analytics, Product, and Customer Support to deliver on account commitments
Ensure integration health for your accounts: connectivity stability, price accuracy, content completeness, and SLA compliance
Provide commercial input to product and pricing decisions affecting your accounts