Job Description Location: Yerwada, Pune (work from office), relocation support provided. Shift: 5 PM – 3 AM IST, Monday to Friday.
n About Atica
n Atica is a tech-first sales and revenue partner for hotels across the United States. We build the technology and run the commercial operation that grows revenue for 200+ properties sales, revenue management, distribution and digital from independents to hotels operating under Marriott, IHG, Hyatt, Choice and Wyndham.
n Find out more:
n https:// https://www.linkedin.com/company/atica-global
n The Opportunity
n Distribution is how Atica's hotels reach global B2B demand through wholesalers and bed banks (Hotelbeds, WebBeds, Roibos, World2Meet, Travel Funders Network), travel management platforms (Engine, Bnberry) and redistribution partners (Nuitee).
n We are appointing a Manager to own that function end to end: the partner relationships, the commercial terms behind them, the channel and rate strategy across the portfolio, and the team that runs it.
n The mandate is to grow distribution's contribution to revenue, open the channels worth opening, close the ones that are not, and build the team and process behind it.
n What You Will Do
n n Partner strategy and commercial ownership
n Own every demand partner relationship and the commercial terms behind it: performance reviews, negotiation, escalation, and keeping Atica's hotels prioritised on their platforms.
n Segment the partner portfolio by fit and contribution, and decide where to invest and where to withdraw.
n Open new channels end to end evaluate the prospect, negotiate terms, contract, and see the first properties live and producing.
n Grow partner penetration and revenue contribution across every active channel.
n n Channel and rate strategy
n n Decide the channel mix by property and market, and set rate positioning and allotment alongside Revenue Management, who own final pricing.
n Manage redistribution and leakage risk to protect rate integrity across the portfolio.




n Audit content, pricing and offers for accuracy and commercial compliance.
n n Building the function
n n Hire, develop and lead the Distribution team.
n Turn recurring problems into a standard process, and decide what gets automated.
n Work with Product and Tech on what gets built workflow gaps, feature requests and internal tooling.
n n Across the business
n n Partner with Sales and Revenue Management on hotel-level commercial objectives.
n Engage US hotel stakeholders, Directors of Sales, Revenue Managers directly.
n n How You'll Be Measured
n n Revenue contribution from distribution.
n Partner penetration across active channels.
n Strength of the partner ecosystem, including how quickly escalations are resolved.
n Percentage of hotels live on channel within SLA.
n The team's performance and delivery quality.
n n In your first quarter you will have met every partner, formed a view on which relationships are underperforming, and made the case for where we invest. Within the year, distribution contributes materially more revenue, the channel mix reflects a deliberate strategy, and the team is one you have built.
n What You Bring
n n 4–7 years in hotel distribution, contracting, wholesale, global sales, or a comparable commercial role in hospitality or travel.
n Working knowledge of the wholesale channel: contracting, allotments, rate fencing, markup chains and redistribution. From either side of the table if you have contracted hotels for a bed bank, that translates directly.
n A negotiation track record. You have owned commercial conversations with partners and moved the terms.
n Clear, structured stakeholder communication, and the ability to push back when it matters.
n Evidence of building process operational complexity turned into something documented and repeatable.
n Ownership of an outcome rather than a workflow.
n n Bonus Points
n n People management experience.
n TMC or B2B2C channel exposure.
n Familiarity with the US hotel market.
n Please Note Before Applying
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📌 Manager Hotel Distribution & Contracting - US Market (Pune)
🏢 Atica Global
📍 Pune