At a Glance
- Tasks: Lead the design and management of incentive plans to boost sales performance.
- Company: Join Expedia Group, a global leader in travel and technology.
- Benefits: Enjoy competitive pay, health coverage, travel perks, and flexible work options.
- Other info: Be part of a diverse team that values inclusion and growth.
- Why this job: Make a real impact on how millions experience travel worldwide.
- Qualifications: Strong program management skills and experience in incentive plan design.
The predicted salary is between 70000 - 98000 £ per year.
At Expedia Group, we help travelers explore the world, one journey at a time.
As a global travel company powered by passionate people, trusted partnerships, and leading technology, we connect travelers, partners, and advertisers through our consumer brands, B2B network, and travel advertising business.
Here, you'll do meaningful work that helps millions of people discover, book, and experience travel with more ease, confidence, and joy.
Our five Behaviors-Traveler First, Think Big, Operate with Excellence, Ownership Mindset, and Succeed Together-help foster a supportive environment where people can grow their careers and have the flexibility, benefits, and support to do their best work.
Join us and build for travelers everywhere.
What you'll do
- Own VIP (Variable Incentive Plan)Plan Design, Impact Modeling & Governance
- Own end-to-end Variable Incentive Plans (VIP) & SPIFF program management, from recommendation through delivery, including new plans and exceptions.
- Own Variable Incentive Plans (VIP) employee-level impact modeling — and the related financial impact estimates (annual cost), partnering with Finance to assess impact and secure funding approval.
- Act as Sales Incentives subject matter expert building consensus with HR Compensation, HRBP and Finance ahead of Steering Committee review, and own preparation of Steering Committee approval materials (why, what, when, who, financial and employee impact).
- Serve as a trusted advisor to Sales Leadership on incentive strategy, commercial structure, and execution rhythm.
- Own submission of materials through the Geo Employee Representative Body (ERB) intake process, partnering with Geo on inform and consult requirements.
- Own creation, maintenance, and issuance of VIP documentation (plan documents, T&Cs) and VIP setup in Workday (eligibility rules, employee VIP assignment).
- Coordinate directly with Legal, Local Geo/Works Council teams, Finance, and Employee Communications as needed for VIP plan implementation.
- Own the overall communication plan for VIP and commercial program changes.
- Communicate program vision and impact to senior leadership and wider organisation with clarity and confidence.
- Own and Evolve the Sales Operating Model Lead and partner with Sales Leaders and HR to define the evolution of the Sales Blueprint and Operating Framework, defining roles, competencies, KPIs, and actions that underpin sales excellence.
- Lead the ongoing refinement, adoption, and execution of partner Tier Segmentation, ensuring clear differentiation of priorities, resourcing, and commercial approach, and driving consistent application across sales teams.
- Drive adoption of the blueprint and sales frameworks across regions, embedding them into onboarding, coaching, and performance management.
- Act as the connector between strategy and execution, ensuring sales excellence and VIP design are lived consistently across teams and regions.
- Lead Strategic Sales Excellence Initiatives Identify and lead complex, cross-functional programs that enhance sales performance and scalability, defining scope, governance, milestones, and success metrics.
- Mobilize and influence senior stakeholders across Sales, Product, Legal, Finance, HR, and Commercial Operations.
- Use data and AI to define KPIs, track sales excellence and VIP program effectiveness, and identify opportunities to simplify reporting and speed up decisions.
Who you are
- Strong program management and execution skills.
- Experience on incentive plan design and employee impact modeling desired.
- Experience navigating formal governance processes for any employee related changes.
- Strong track record leading sales excellence, enablement, or commercial strategy programs at scale.
- Comfortable operating at Senior Manager level: representing the function to senior stakeholders (VP+) with autonomy and minimal oversight.
- AI-savvy and data-literate; confident using AI tools and data to shape design decisions, not just report on them.
- Skilled at navigating cross-functional ambiguity across Sales, HR/Compensation, Legal, Finance, and Comms
- Bachelor's degree in Business, Finance, or related field; Travel or B2B Saa S experience preferred.
The total cash range for this position in Madrid is €70,000.00 to €98,000.00.
Employees in this role have the potential to increase their pay up to €112,000.00, which is the top of the range, based on ongoing, demonstrated, and sustained performance in the role.
Starting pay for this role will vary based on multiple factors, including location, available budget, and an individual’s knowledge, skills, and experience.
Pay ranges may be modified in the future.
Benefits and perks Expedia Group offers benefits and perks designed to support employees and their families, including medical, dental, and vision coverage, paid time off, an Employee Assistance Program, wellness and travel reimbursement, travel discounts, and International Airlines Travel Agent Network (IATAN) membership.
Accommodation requests Expedia Group is committed to providing an inclusive and accessible recruiting experience.
If you need an accommodation or adjustment due to a disability during the application or recruiting process, please submit a request at https://expedia. service-now. com/askeg?id=job_accommodation.
About Expedia Group Expedia Group includes three flagship consumer brands - Expedia, Hotels. com, and Vrbo - along with a leading B2B travel business and travel advertising offerings.
Across our brands and business, we help travelers explore the world with confidence and ease.
Equal Opportunity Expedia is committed to creating an inclusive work environment with a diverse workforce.
All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.
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Sr. Manager, Commercial Incentives & Revenue Operations employer: Expedia Group
Expedia Group is an exceptional employer, offering a dynamic work environment in the heart of London where innovation and collaboration thrive. With a strong focus on employee growth, you will have access to professional development opportunities and flexible work arrangements that promote a healthy work-life balance. Join us to be part of a culture that values insightful analysis and strategic partnerships, making a meaningful impact in the travel industry.
StudySmarter Expert Advice🤫
We think this is how you could land Sr. Manager, Commercial Incentives & Revenue Operations
✨Tip Number 1: Get Involved in Consulting Case Competitions
Look for case competitions hosted by universities and consulting firms. They’re a fab way to showcase your problem-solving skills and meet industry players. Plus, winning one can seriously boost your CV, which we know is key when applying for roles like Sr. Manager, Commercial Incentives & Revenue Operations at Expedia Group!
✨Tip Number 2: Leverage Alumni Networks
Tap into your university’s alumni network; many consultants love to help out new talent. Reach out to alumni who are working in management consulting, they might have insider knowledge about openings at firms like Expedia Group or be willing to refer you for that Sr. Manager, Commercial Incentives & Revenue Operations position!
✨Tip Number 3: Attend Industry Events and Conferences
Keep an eye on management consulting events, workshops, or panels. These are prime opportunities to network with top professionals and get your name out there. You might even bump into someone from Expedia Group who’s on the lookout for their next Sr. Manager, Commercial Incentives & Revenue Operations star!
✨Tip Number 4: Polish Your Consulting Skills Online
Engage with online platforms that offer consulting simulations or courses. Prove your chops by completing relevant projects — this not only beefs up your experience but also gives you concrete examples to chat about during interviews for that full-time Sr. Manager, Commercial Incentives & Revenue Operations role at Expedia Group!
We think you need these skills to ace Sr. Manager, Commercial Incentives & Revenue Operations
Some tips for your application 🫡
Show Your Problem-Solving Skills:In management consulting, it's all about problem-solving—so make sure your CV highlights your analytical and critical thinking skills. Include examples from your studies or previous roles where you tackled complex issues or came up with innovative solutions. Quantify your achievements whenever possible to demonstrate your impact!
Tailor Your Cover Letter:Your cover letter is your chance to explain why you're a perfect fit for the consulting world. Focus on your motivation for joining the industry and how your skills align with the requirements of the role at Expedia Group. Remember to mention any relevant coursework or projects that showcase your understanding of strategic frameworks or business models!
Highlight Team Experience:Consultants often work in teams, so it's vital to showcase your collaborative skills. Include experiences where you've worked effectively with others, whether in academic group projects or internships. Discuss your role in the team and how you helped achieve common goals, demonstrating you can thrive in a consultancy environment.
Professionalise Your Online Presence:Make sure your LinkedIn and any other professional profiles are up to date, reflecting your career aspirations in management consulting. Connect with industry professionals and follow relevant groups—show you’re serious about entering this field. Applying through our website is a great way to get noticed, so showcase your personality and enthusiasm there!
How to prepare for a job interview at Expedia Group
✨Master the Case Study Game
In management consulting, case study interviews are all the rage. Make sure to practice structuring your thoughts and analysing data on the fly. Use resources like example case studies to get comfortable with frameworks and solutions. Remember, it’s not just about getting the right answer but showcasing your thought process, so talk us through your reasoning!
✨Know Your Numbers
Be prepared for some numerical and analytical questions. Brush up on your mental math and be ready to interpret data from charts or graphs. We might throw some business scenarios at you that require a quick turnaround on numerical analysis, so practice these skills to feel confident and swift!
✨Show Your Leadership Flair
As this is a full-time role, we want to see your potential as a seasoned consultant. Be ready to discuss experiences where you've led a project or a team. Think about times you've influenced decisions or navigated challenges—this is your chance to show how you can thrive in a fast-paced, collaborative environment.
✨Be a Cultural Fit
We’re not just looking for brains; we want to see if you vibe with our company culture at Expedia Group. Prepare to share how your values align with ours. Have a think about what makes a great team environment for you and how you can contribute to that. A good cultural fit goes a long way in management consulting!
