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OTA Partnerships & Revenue Manager
OTA Partnerships & Revenue ManagerEmpire State Realty Trust • New York, NY, US
OTA Partnerships & Revenue Manager

OTA Partnerships & Revenue Manager

Empire State Realty Trust • New York, NY, US
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OTA Partnerships & Revenue Manager

Empire State Realty Trust, Inc. (NYSE : ESRT) is a NYC-focused REIT that owns and operates a portfolio of well-leased, top of tier, modernized, amenitized, and well-located office, retail, and multifamily assets. ESRT's flagship Empire State Building, the "World's Most Famous Building," features its iconic Observatory, ranked the #1 Top Attraction in New York City for the fourth consecutive year in Tripadvisor's 2025 Travelers' Choice Awards : Best of the Best Things to Do. The Company is a recognized leader in energy efficiency and indoor environmental quality. As of June 30, 2025, ESRT's portfolio is comprised of approximately 7.8 million rentable square feet of office space, 0.8 million rentable square feet of retail space and 743 residential units. More information about Empire State Realty Trust can be found at esrtreit.com and by following ESRT on Facebook, Instagram, TikTok, X, and LinkedIn.

The dedicated team at ESRT is a collection of diverse individuals with a shared passion for excellence and a keen eye toward future growth. Headquartered in New York City, we harness the energy of the city in everything we do. We care for one another, work hard, and have a lot of fun doing it! We are Certified as a Great Place to Work by the global authority, Great Place to Work, on workplace culture, employee experience, and leadership behaviors. We prioritize and invest in the health and wellness of employees to attract, develop, and retain top-tier talent. ESRT values continuous employee development and encourages colleagues to excel in their roles and adapt to emerging business needs. From our crown jewel, The Empire State Building, to incredible buildings modernized for the 21st century, to outstanding customer service, and our decade-long leadership position in sustainability and energy efficient portfolio that is 100% fully powered by renewable wind electricity, we take pride in our work. ESRT seeks an equally passionate colleague to join the team, understand the vision and help achieve that vision.

The OTA Partnerships & Revenue Manager will manage and optimize the presence of The Empire State Build Observatory across all major online travel agencies. This role is responsible for the cultivation of strategic partnerships, analysis of OTA and market performance to optimize revenues and capture market share, and alignment of OTAs to our holistic e-commerce strategy. The ideal candidate will have experience in OTA channel management, rate strategy, content optimization, and performance analysis. This role will work closely with revenue management, marketing, and operations teams to drive bookings, maximize revenue, and maintain brand standards across all OTA platforms.

Responsibilities

  • Serve as the primary point of contact for all OTA accounts to develop and maintain relationships to ensure revenue optimization, alignment in overall e-commerce brand, and positive guest satisfaction
  • Negotiate contracts, commissions, partnership terms, placement, visibility, packages and ranking
  • Leverage OTA platforms and relationships to ensure gather market and competitor insights
  • Represent ESBO at industry events, trade shows and networking functions
  • Ensure content accuracy, competitive positioning, and brand consistency
  • Seek out new OTA opportunities that exist globally and advise on trends in the markets of our international purchasers
  • Ensure OBS Sales manages back-of-house functions effectively for connectivity issues, accounting, content management, parity issues, and website audits
  • Analyze travel trends, customer behavior, and competitive landscape to identify growth opportunities
  • Monitor KPI's that optimize total e-commerce net revenues (organic web, digital, and OTA)
  • Create an A / B testing strategy and cadence for each OTA partner that measures conversion rate performance, best e-commerce assets and language
  • Develop and produce weekly, monthly, and quarterly OTA performance reports with actionable recommendations
  • Collaborate with Web and Revenue teams to align OTA pricing and strategies with overall e-commerce strategy
  • Execute promotions, special offers, and package deals to drive incremental revenues
  • Research additional revenue opportunities via OTAs, not limited to new AI tools and marketing strategies and new OTA partners

What Success Looks Like

  • The Web and Revenue teams work collaboratively to optimize revenues across all e-commerce sales channels (organic web, digital, and OTAs) and achieve target KPI's
  • Increase in OTA quantity of sales and RPP levels proving efficient ROI in an online space that reaches international audiences
  • Strategic Growth Leadership : Own the OTA growth strategy within the broader distribution mix, while balancing revenue, margin and brand positioning
  • Data-Driven Insights and Reporting : Deliver weekly and monthly comprehensive KPI results including conversion rate, share of market, per caps, placement, and ranking along with actionable market insights and recommendations
  • E-Commerce Optimization : Improve OTA product content, run A / B tests and align promotions with ESBO total e-commerce strategies
  • Product Placement : Maintain "best-in-class" placement and ranking of our products with our OTA partners to grow market share
  • Innovation & Technology : Leverage emerging technologies, AI tools, and analytics to provide reports quickly and accurately
  • Cross-Functional Collaboration : Partner across departments to align OTA strategies with overall goals and inform internal teams on OTA best practices

    • Key Performance Indicators

  • Total NOI = 15%
  • OTA Admissions = 45%
  • OTA Per Cap = 15%
  • Subjective = 25%
  • Establishes clear, measurable goals; consistently monitors progress; fosters strong collaboration; communicates effectively; and cultivates a positive, high-morale team environment
  • Is data-driven and uses insights to make recommendations and advise on strategy
  • Builds and leverages strong industry connections to drive success
  • Seeks innovative solutions and improvements, which shows a proactive approach to problem-solving and process enhancement
  • Possesses in-depth knowledge of the OTA industry, including key players, market dynamics, emerging trends, potential risks, and opportunities
  • Actively engages in professional development opportunities and demonstrates growth in their skills and knowledge

    • Required Skills / Abilities

  • Exceptional written and oral communication skills
  • Ability to work in a fast-paced environment and manage multiple tasks simultaneously
  • Knowledge of sales techniques and customer service best practices
  • Strong analytical and problem-solving skills
  • Expert proficiency in MS Office (Excel, Word, PowerPoint)
  • PowerBi experience preferred

    • Education & Experience

  • Bachelor's degree in related field
  • Minimum of 5 years of experience in sales or revenue, with a focus on OTA management in the hospitality or travel and tourism industry
  • Strong knowledge of major OTA platforms and channel management systems.

    • Physical Requirements

  • Prolonged periods of sitting at a desk and working on a computer
  • Must be able to lift up to 15 pounds at times

    • What You Can Expect

  • At ESRT, like our tenants, our employees come from everywhere. We foster a collaborative work environment that captures top talent and cultivates the best ideas. As a Great Place to Work Certified employer, we are committed to maintaining our positive work culture where employees are engaged and can grow and develop. In addition, ESRT employees embody our Company Culture & Success Factors :
  • Adaptable you are a self-starter who's able to quickly digest and execute new processes to work both collaboratively and independently
  • Dynamic you are solutions-oriented, aim to improve processes and implement efficiency, and offer insightful feedback to improve ESRT
  • Dependable you take a strong sense of ownership and accountability over your work
  • Passionate you keep up with industry trends and are excited about the potential to propel the industry forward with a "roll-up-your-sleeves" attitude
  • Curious you consistently look for new ways to work smarter, not just harder
  • Ethical you treat others with respect
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