Job Description

Position Summary - Senior Manager, Business Development (HOTEL)

The Senior Manager, Business Development (Hotel) is a

strategic and results-driven leader

responsible for identifying right inventory suppliers, developing, and securing new business opportunities and partnerships that drive significant revenue growth and market share for the hotel/hotel group. This role requires an in-depth understanding of the

hospitality and tourism industry

, strong commercial acumen, and exceptional negotiation and relationship-building skills. The Senior Manager will lead key sales initiatives and work closely with cross-functional teams, including Sales, Marketing, and Revenue Management, to achieve ambitious business targets.

Key Responsibilities

I. Strategic Planning & Execution

Develop and implement

comprehensive, multi-year business development strategies aligned with the hotel's long-term revenue and growth objectives. Conduct

in-depth market research

and analysis of industry trends, competitor activities, and economic forecasts to identify new business verticals, geographical expansion, and emerging customer segments (e.g., corporate, MICE, leisure groups, government). Formulate

strategic sales plans and targets

for the business development team and actively lead the execution to ensure consistent achievement or over-achievement of revenue goals. Collaborate with the Revenue Management team to

optimize pricing strategies

and contract terms for large-scale deals and partnerships to maximize profitability.

II. New Business & Partnership Acquisition

Identify, prospect, and secure

high-value new clients and strategic partnerships, including global and regional corporate accounts, travel management companies, online travel agencies (OTAs), and specialized tour operators. Lead the entire sales cycle, from initial contact and pitch presentation to

complex contract negotiation

and final closing of major deals. Develop

compelling business proposals and presentations

tailored to the specific needs of prospective partners and executive-level decision-makers. Act as the

key relationship owner

for high-profile accounts post-signing to ensure successful onboarding, sustained business, and long-term partnership health.

III. Leadership & Team Management

Provide

strong leadership, coaching, and mentorship

to a team of Business Development Executives or Managers. Monitor individual and team performance against KPIs, sales forecasts, and operational metrics, implementing corrective actions as necessary. Foster a

high-performance, collaborative team culture

focused on accountability, continuous improvement, and customer-centric service.

IV. Financial & Reporting

Manage the departmental budget and provide accurate and timely

sales forecasts and pipeline reports

to senior leadership. Track, analyze, and report on the

ROI of all business development initiatives

and strategic partnerships. Maintain meticulous records of all sales activities, client data, and opportunities within the

CRM system

(e.g., Salesforce, HubSpot).

Qualifications

Education & Experience

Bachelor's degree in Business Administration, Marketing, Hospitality Management, or a related field. An MBA is a plus. Minimum of

8+ years of progressive experience

in Business Development, Corporate Sales, or Key Account Management, with at least

3 years in a senior/leadership role

within the

hotel or wider hospitality/tourism industry

.

Proven track record

of independently sourcing, negotiating, and closing significant, multi-year contracts that drive substantial revenue growth.

Core Competencies

Exceptional Negotiation Skills:

Ability to negotiate favorable terms and conditions for complex commercial agreements.

Strategic Thinking:

Capacity to analyze market data, identify opportunities, and develop long-term growth strategies.

Leadership and Team Management:

Proven ability to lead, motivate, and manage a high-performing sales team.

Commercial Acumen:

Deep understanding of hotel revenue management, distribution channels (GDS, OTA, Direct), and financial metrics (P&L, RevPAR, ADR).

Communication & Presentation:

Excellent verbal and written communication, with the ability to effectively pitch to and influence C-suite executives.

Networking:

An established network of contacts within the target market segments is highly desirable.

Search Firm Representatives

- We do not accept unsolicited assistance from search firms for employment opportunities. All CVs/resumes submitted by search firms to any of our employees without a valid written search agreement in place will be deemed as our sole property. No fee will be paid when a candidate is hired by us as a result of an agency referral when there is no pre-existing agreement in place.

We are all different

- one talent to another - that is how we rely on our differences. At AirAsia, you will be treated fairly and given all chances to be your best.We are committed to creating a diverse work environment and are proud to be an equal opportunity employer.

Search Firm Representatives

- AirAsia does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place.