Director, Business Development for Emerging Markets
Expedia, Inc. is the largest online travel company in the world, with an extensive brand portfolio that includes some of the world’s leading travel brands, such as Expedia Affiliate Network (EAN), Expedia.com, Hotels.com, Egencia, Trivago, and Homeaway, to name a few. Our mission is to revolutionize travel through the power of technology and we are looking for great talents to join us.
The Director, Business Development for Emerging Markets role we are seeking to fill is with Expedia Affiliate Network (EAN), Expedia Inc’s fastest growing brand in APAC and a leading provider of white label hotel product integration solutions worldwide.
We are seeking an experienced and astute Director of Business Development to develop an emerging market strategy for EAN APAC using market data and trends, combined with a strong understanding of EAN’s business proposition. This individual must be capable of executing the strategy and turning identified emerging markets’ opportunities into sustaining business partnerships. Besides playing a key role in expanding EAN APAC partnership base in emerging markets, this role will also be instrumental in building a small team of business development managers in these emerging markets over time.
Key Areas of Responsibility:
Develop a strategy for APAC emerging markets: understanding the travel landscape in new emerging markets and prioritizing the market/s that the business should target; formulating a detailed sales plan for each market, and delivering against agreed sales targets.
Build and maintain a strong continuous pipeline of prospects and opportunities across the markets with a view to closing them in the shortest time possible.
Identify specific business gaps and/or market needs in new emerging markets and work with internal stakeholders towards addressing these gaps/needs, both today’s and tomorrow’s.
Form relationships with key industry influencers and develop a presence for EAN in top trade events and publications.
Conduct presentations to different audience ranging from C-level executives, head of hotel supply and/or IT solutions to operations managers and end-users.
Work and coordinate closely with a team of Finance, Legal, Partner Connect, and Global Customer Operations colleagues throughout the sales process for a smooth end-to-end contracting and implementation cycle for the new partners.
Work closely with Optimization, Analytics and Account Managers in ramping up revenue generated from new partners within the shortest possible time.
10+ years’ experience in a senior business development or sales role, preferably in the b2b space.
Proven track record of successfully developing and growing a pipeline of new partnerships in emerging markets into a sizeable portfolio for the business.
A go-getter with a can-do attitude and a hunger for sales.
Strong sales negotiation and influencing skills with a sharp nose to adapt and address the relevant audience’s interest – from junior managers to C-level executives.
Excellent verbal and written communication skills in English is a must. Candidates with fluency in additional languages will receive special consideration.
Proven ability to build a wide variety of business relationships with both internal and external stakeholders
Candidates with previous experience of managing, coaching or mentoring individuals or a team will have added advantage.
University Degree / MBA or equivalent
Ability to travel (>50% of the time)
Preferred location: Singapore
Expedia is committed to creating an inclusive work environment with a diverse workforce.All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.