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Senior Manager, Global Room Block Contract Strategy


Title: Senior Manager, Global Room Block Contract Strategy

Role Purpose:

Responsible for managing the global housing contract strategy and relationships for all overflow hotels related to client-facing conference portfolio, overseeing the effective venue selection, room block build, rooms-only contract negotiations, and project management of 100+ hotel contracts per year in line with the business strategy. Will determine venue sourcing priorities for overflow needs, analyze demand, and support operations teams in effectively leveraging the contract terms pre and post event, ensuring the attendee and business housing needs are managed in a timely manner.

Primary Responsibilities:

  • Manage the rooms-only contracting process for approx. 100+ events per year across multiple portfolios and all global regions, ensuring venues are contracted and published in a timely manner to achieve business goals.
  • Identify and define the housing demand for each global conference requiring overflow hotel rooms based on current attendance projections in partnership with the host venue contracting lead for the conference and the housing operations team.
  • Work alongside key stakeholders to ensure we make the best decisions on where, when and how we build the room block pattern based on historic, projected and variable factors. Taking a holistic approach so that we balance maximizing attendee satisfaction while mitigating risk as much as possible.
  • Propose the venue strategy and selection for overflow rooms-only blocks based on historic demand, established relationships and geographic location to best meet anticipated demand
  • Collaborate with the Housing Operations team to identify the specific usage of each property and ensure the contract language and structure meets the intended needs.
  • Negotiate the rooms-only contracts for all overflow hotels within the established Gartner-approved framework to secure the preferred concessions for each conference.
  • Directly manage the hotel relationship and build strategic partnerships to increase long-term efficiencies in key markets.
  • Oversee the strategy on hotel room releases and adjustments once hotel registration begins for each conference, based on continuous assessment of live demand and cross-team collaboration with the internal and third party housing operations partners.
  • Partner with third party providers and relevant stakeholders to ensure the room inventory is strategically managed on a day to day basis and adjustments are made with sufficient notice to reduce risk or sell-out.  
  • Communicate with hotel partners on any adjustments that have significant contract implications or require re-negotiation.
  • Identify areas of contract risk and guide the room block strategy to best mitigate any exposure.
  • Build out project management of housing demand, capture rebate forecasts and provide strategic support of the room block management process to the third party teams to eliminate any attrition risk and leverage all contract terms/opportunities.
  • Consider and flag the financial implications of any venue or portfolio changes or date moves, cancellations or attrition/shortfall to minimize fees where possible.
  • Manage all contracting approvals in line with the business strategy; initially identifying the criteria and approval process, then guiding stakeholders to ensure any decisions not in line with the strategy are escalated and presented effectively to leadership as required.
  • Create scalable processes that support accelerated growth.
  • Apply knowledge of hotel business strategy to streamline the rooms inventory process.
  • Enable a proactive and strategic approach to managing the global housing demands to optimize both venue selection and inventory in advance of operational needs.
  • Support the operations teams to ensure all contract terms pre and post event are applied and/or followed for accurate forecasting, rooming list management, commissions invoicing, billing review and room block audit.
  • Analyze post-event audit data and registration dashboards to determine adjustments needed for upcoming events, and execute the necessary amendments to support those changes in collaboration with the broader team.


  • Bachelor’s degree with focus on hospitality industry, project management or business preferred
  • Required: 2+ years hotel experience in either sales, front office or rooms division operations (catering, restaurants or housekeeping experience would not qualify)
  • 5+ years business experience in a management role, preferably hotel or events industry
  • In depth knowledge of hotel operations for room block strategy, hotel revenue/yield management, Group Sales strategy of large, complex commercial events and citywide event contracting
  • Familiar with CVB relationships, hotel contract language and negotiations, citywide event sourcing and strategy
  • Proven project management abilities
  • Management of indirect project team
  • Experience working in a complex multi layered environment with multiple stakeholders
  • Proven experience in driving decisions in a matrix environment
  • Excellent verbal and written communication skills
  • Ability to build and leverage relationships both internally and externally
  • Strong executive presence
  • Fully competent in Microsoft office



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Job Requisition ID:73658

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