Business Development Manager - OTA Platform

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About the Role

We are looking for a Senior Business Development Manager to drive Hopegoo's growth in the Malaysian market. You will own the partnership strategy from end to end — identifying, engaging, and securing strategic B2B partners across hotels, airlines, and local travel suppliers — to enhance our inventory quality and exclusive competitiveness, and ultimately fuel GMV growth on both sides of the platform.

This is a high-impact, autonomous role for a deal-maker who knows the OTA ecosystem inside out and is energized by building long-term, mutually rewarding partnerships.

Key Responsibilities

  • Strategic Partnership Development
  • Independently own the full partnership lifecycle in your target region — from prospecting and outreach to negotiation and contract signing — with a focus on hotels, hotel chains, regional airlines, and unique travel suppliers.
  • Develop a deep understanding of each partner's business pain points and growth objectives; design win-win partnership structures covering commercial terms, marketing support, and data enablement.
  • Lead negotiations end-to-end, close contracts, and secure terms that protect and advance the company's commercial interests.
  • Use data-driven insights to advise partners on their business performance and co-build growth strategies that deliver sustained GMV uplift.
  • Market & Competitive Intelligence
  • Continuously monitor regional market dynamics, competitive landscape, and industry trends — identifying new commercial opportunities and emerging threats.
  • Analyze partners' performance across competing platforms; translate findings into actionable input for our product, operations, and marketing strategies.
  • Cross-Functional Collaboration
  • Act as the critical bridge between external partners and internal teams (Product, Tech, Operations, Marketing, Legal) — coordinating resources to ensure smooth project execution and delivery.
  • Channel partner feedback to the Product team, driving platform improvements that elevate the B-side experience.

Requirements

  • 5 years of experience in B2B business development, strategic partnerships, or key account sales — must have OTA, online travel, or hospitality tech background.
  • A proven track record of closing B2B partnership deals; an established network of partners and industry contacts is a strong plus.
  • Excellent end-to-end commercial negotiation skills, with a solid record of contract execution.
  • Comfortable with frequent regional travel and flexible working hours to align with cross-border counterparts.
  • Genuine passion for the travel industry, high integrity, and a collaborative mindset.

What's Nice to Have

  • Existing relationships with hotel chains, regional airlines, or travel suppliers in Southeast Asia
  • Bilingual or multilingual capability (English Mandarin)
  • Experience launching or scaling an OTA platform in a new market
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