About Kuoni TumlareAt Kuoni Tumlare, we design and deliver exceptional travel experiences through a comprehensive portfolio of destination management solutions. With over 100 years of expertise, we serve a global network of partners by offering series tours, educational trips, MICE events, guaranteed departure tours, and more. Our marketplace strategy is at the forefront of digital transformation, ensuring a competitive edge in a rapidly evolving travel landscape.Role PurposeThe Head of E-Commerce & Partnerships will lead the development, optimization, and management of our online marketplace and digital distribution channels. This role is pivotal in ensuring that products curated by the FIT Collaboration Hub are e-commerce ready, optimally presented, and effectively distributed across multiple platforms. The position will act as the organization’s center of expertise for marketplace distribution, bridging Sales, Procurement, Operations, and Technology.Key ResponsibilitiesE-Commerce Strategy & Leadership: Define and own the overall e-commerce and marketplace distribution strategy.Governance: Develop governance rules for channel management, pricing parity, and product visibility.Channel Adoption: Drive adoption of new online channels while ensuring alignment with traditional sales.Marketplace & Channel Management: Lead onboarding and optimization for OTAs, B2B platforms, niche marketplaces, and direct booking platforms.Content & Listings: Ensure product listings meet marketplace requirements (content, images, SEO, translations).Promotions & Merchandising: Manage promotional campaigns, channel-specific merchandising, and visibility.Partnerships & Commercial Development: Build and maintain strong relationships with marketplace partners and distribution platforms.Commercial Agreements: Negotiate agreements and promotional opportunities with key online partners.Emerging Opportunities: Explore and test distribution opportunities aligned with company strategy.Cross-Functional Collaboration: Work with the FIT Collaboration Hub to ensure products are adapted for e-commerce readiness; partner with Procurement to align rates, availability, and content; coordinate with Sales and Destination Direct teams to avoid channel conflicts and ensure brand consistency.Data, CRM & Performance Management: Define and track KPIs (online sales volume, conversion, CAC, margin, cancellation rate); use analytics to refine product mix, pricing, and channel performance; champion CRM adoption and integration across sales channels.ExperienceMinimum 7+ years in e-commerce, OTA distribution, digital channel management, or travel tech; proven track record in managing multi-channel distribution and optimizing marketplace performance.Skills & CompetenciesDeep knowledge of online travel distribution; strong commercial negotiation skills and partnership management; data-driven mindset with hands-on experience in performance optimization; familiarity with CRM systems and their role in multi-channel customer management; excellent stakeholder management and cross-functional collaboration skills.Mindset & BehaviorsStrategic thinker with operational discipline; comfortable introducing new ways of working into a traditionally structured organization; entrepreneurial, agile, and able to work across cultural and geographic boundaries.Success in this Role Will Look LikeMarketplace channels delivering strong incremental revenue; clear governance and alignment across all sales channels with minimal conflict; products consistently optimized for online visibility, conversion, and margin; CRM fully integrated, providing a single customer view across sales and operations.Note: This description reflects the responsibilities and qualifications for the Head of Ecommerce role.
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