Senior Manager, Business Development

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.