COMMERCIAL ENABLEMENT
OVERVIEW
The Commercial Enablement Hub, led by Juan de Inza, is dedicated to equipping our commercial organisation to exceed business expectations and client satisfaction. This hub includes Planning & Performance, Commercial Initiatives, the Sourcing Centre of Excellence, the Commercial Academy, Commercial Optimisation, and SPA* management. By fostering collaboration and providing essential tools and best practices, the Commercial Enablement Hub supports commercial teams in achieving exceptional results and driving innovation within our ecosystem.
*SPA: The Strategic Partnership Agreement (SPA) is a partnership programme that allows us to work closely with hotels to increase their bookings. Partners onboarded to our SPA programme receive exclusive benefits, such as a guaranteed payment based on a % of their anticipated revenue, enhanced customer support, and access to our award-winning marketing platforms, such as Insights ( formerly The Compass). In exchange, we negotiate unique competitive advantages versus other distributors, such as price differentials and exclusive allotments.
Planning & Performance
Carme Casasayas
- Commercial Planning
- Performance Tracking
- Incentive mgt
- Tool adoption
Commercial Initiatives
Irene Ramirez
- Global initiatives
- Global / Regional initiatives alignment
- Sales & Sourcing connection
Sourcing Centre
of Excellence
Mar Roca
- Sourcing Ways of Working & processes
- VPs & best practices hub
- Comm. tools & enablers
Commercial Academy
Maria Garcia
Commercial Optimisation
Terela Maseda
SPA
Oriol Garriga
- Commercial capability programmes
- Capability assessment and growth plans
- Commercial Leadership Support
- Competitiveness enablement
- Distribution optimisation
- Client optimisation
- SPA management
- SPA team coordination
- Innovation & acceleration of differentiation programmes
US STRATEGIC CLIENTS
OVERVIEW
The US Strategic Clients segment, led by Jason Soss, focuses on tapping into the vast potential of the US market. Recognising the unique opportunities and the tech-driven profile of partners in this region, this segment aims to build high-level partnerships with major companies. These partnerships, often at the executive level, have been crucial in driving growth and innovation. The US Strategic Clients team collaborates with industry giants like Booking Holdings, Priceline, and Hopper, leveraging their tech and data-driven approaches to enhance our ecosystem. This focused effort ensures we seize the significant opportunities in the US, fostering substantial growth and delivering exceptional value to our partners.
GLOBAL
SOURCING OVERVIEW
Under Paul Anthony’s leadership, Sourcing is designed to be partner-centric, focusing on improving our engagement with supply partners and growing our volumes and profitability.
The Sourcing team is organised into three regions: Europe (including Africa), the Americas, and MEAPAC. Key functions include managing large chain agreements, differentiated hotel portfolios, and Roiback hotels, as well as a new luxury offering.
The team also emphasises digital-first approaches for long-tail business* and TPS**, ensuring innovative and efficient sourcing practices.
*Long Tail: These are smaller properties not managed directly by our teams but managed at scale through a digital approach. ** TPS: Third-Party Supplier—This refers to hotels that are not managed directly by our teams but instead through another supplier (a Third-Party Supplier).
Americas
Gisela Blok
Europe and Africa
Jorge Cortes
MEAPAC
Patrick Torres
Commodity
Juan
Morterero
Acquisition
Juan Morterero
Connectivities
Benjamin Pironneau
Luxury
Mark Redmond
- Negotiating and managing our existing differentiated hotel portfolio (SPA, FIT with high spread, large volume hotels, differentiated chain agreements)
- Managing the existing Roiback hotels
- Account development of new properties to bring to our differentiated portfolio
- Negotiating and managing our existing differentiated hotel portfolio (SPA, FIT with high spread, large volume hotels, differentiated chain agreements)
- Managing the existing Roiback hotels
- Account development of new properties to bring to our differentiated portfolio
- Negotiating and managing our existing differentiated hotel portfolio (SPA, FIT with high spread, large volume hotels, differentiated chain agreements)
- Managing the existing Roiback hotels
- Account development of new properties to bring to our differentiated portfolio
- Large chain account management at chain level (where execution of agreements at hotel level in our differentiated team or commodity team)
- Existing long tail business, and commodity hotels where we have no differentiation, or small volumes
- Digital First Approach
- TPS business
- Acquisition and onboarding of all directly contracted new properties that do not currently work with us
- Supplier Integration* Directly Contracted Product (SI DC) and Supplier Integration Third Party Suppliers (SI TPS) Technical Account Management (TAM)
- Technical optimisation
- Channel Management partnership and support
- Mobility & Experiences connectivity TAM**
- Build out new operating model for our luxury requirements,
- Leveraging existing relationships and new ones for our luxury venture
*What is Supplier Integration (SI)?
Supplier Integration is a way to connect two systems (suppliers and us) to access availability, rates, and inventory information and deliver reservations. SI DC are hotels with direct commercial contracts, and SI TPS are hotels without direct contracts and managed through third-party suppliers.
**M&E connectivity TAM = Mobility & Experience Technical Account Managers. Here, we will be onboarding the corresponding Supplier Connectivity M&E team (TAM and Optimisation teams) into the existing Supplier Connectivity structure (purely focused on Accommodation for the time being).
Central Framework Agreements
Jorge Cortes
GLOBAL SALES
OVERVIEW
Global Sales, led by Pippa Williamson, is all about boosting the growth of our wholesale client demand. This team is structured into regional leaders who cover Europe (including Africa), the Americas, MEAPAC, and APAC, ensuring a tailored approach to each market. The focus is on client strategy, segmentation, penetration, and optimisation, aiming to deliver the best value through a combined commercial and technical alignment. By working closely with business development and tech teams, Global Sales plays a key role in expanding our ecosystem offering and enhancing client satisfaction.
Americas
Open position
MEAPAC
Andrew Boocock
Client Technical Solutions (CTS)*
Adriano Multedo Rodio
Europe
Joaquin Garcia
- Geographies covered; Europe & Africa
- Client strategy, segmentation, penetration & optimisation
- Support supply and demand on a global level to achieve optimal profitability
- Combined commercial and technical alignment
- Geographies covered; APAC, India & Middle East
- Client strategy, segmentation, penetration & optimisation
- Support supply and demand on a global level to achieve optimal profitability
- Combined commercial and technical alignment
- Geographies covered; Americas & Latam
- Client strategy, segmentation, penetration & optimisation
- Support supply and demand on a global level to achieve optimal profitability
- Combined commercial and technical alignment
*What is CTS?
Our CTS team ensures clients integrate seamlessly with our API. We monitor live performance, optimise booking flows, and provide data-driven insights to improve efficiency and conversion rates. They work hand in hand with our KAMs to ensure the distribution is technically correct while monitoring for API errors.
- Global CTS leadership
- Global alignment WOW & cross team collaboration & global knowledge base
- Combined commercial and tech alignment
Retail
Elevating agencies with all-in-one solution for delivering seamless experiences to travellersCatalysing travel agencies with a personalised, all-in-one solution that relies on advanced technology and curated content to deliver seamless travel experiences and forge meaningful traveller relationships, driving substantial growth.
The Luxurist
Through an independent Joint Venture, establish and operate a new ecosystem supported by HBX Group for the luxury segment covering the entire end to end process from supply to distribution including the development of a dedicated concierge at the heart of the value proposition to legitimate the luxury brand positioning and engage the luxury players in our new network.
RETAIL & THE LUXURIST
OVERVIEW
- Geographies covered: Iberia, Med & Balkans, MEAI
- Client management, strategy, segmentation, penetration & profitability
- Regional execution of Retail Global Strategy and growth
- Interactions with CRC, GFS, Risk, Pricing, Marketing, HR, Finance…
- Geographies covered: Pacific, China, Japan & Korea
- Client management, strategy, segmentation, penetration & profitability
- Regional execution of Retail Global Strategy and growth
-
Interactions with CRC, GFS, Risk, Pricing, Marketing, HR, Finance…
- Geographies covered: US, Canada
- Client management, strategy, segmentation, penetration & profitability
- Regional execution of Retail Global Strategy and growth
- Interactions with CRC, GFS, Risk, Pricing, Marketing, HR, Finance…
- Geographies covered: Mexico, Rest of Latam
- Client management, strategy, segmentation, penetration & profitability
- Regional execution of Retail Global Strategy and growth
- Interactions with CRC, GFS, Risk, Pricing, Marketing, HR, Finance…
APAC
Peter Jones
North America
Tommy Ryder
Mexico & Latam
Juan Carlos Caamal
South
Europe
Stefano Zeni
Sales Development & Digitalisation
Carlos Feliu
- E2E TA Experience
- Sales Support & Digital Analysis
- Digital Acquisition & Onboarding
- Digital Recovery & Growth Adoption
North
Europe / Central Partnerships
Rebecca Brett
- Geographies covered: UK & Ireland, Continental EU, DACH
- Client management, strategy, segmentation, penetration & profitability
- Regional execution of Retail Global Strategy and growth
- Interactions with CRC, GFS, Risk, Pricing, Marketing, HR, Finance…
Strategic Initiatives & Satellites
Pierre Guindani
- Satellites: Easy Market, TPB
- Strategic Initiatives: Luxury, Business Travel, Group…
Sales
Pippa Williamson
Sourcing
Paul Anthony
Commercial Enablement Hub
Juan de Inza
US Strategic Clients
Jason Soss
Retail
& The Luxurist
David Amsellem
The Accommodation area is integral to our Market Facing functions, focused on delivering unparalleled value to our partners and clients. This segment, led by Carlos Muñoz, is structured around five core pillars: Sales, Sourcing, Retail, Commercial Enablement Hub, US Strategic Clients.
Our aim is to ensure excellence in each function, fostering a collaborative environment that enhances our ecosystem play and drives our strategic goals forward. Through this structure, we are better positioned to serve our diverse markets and maintain our growth trajectory.
Click the functions below for more information.