Senior Area Manager, Strategic Accounts - Japan (based in Tokyo)

The Opportunity: 

As Senior Area Manager, your main objectives will be to develop and execute an area-level strategy, based on data and market knowledge and to drive significant business growth. You will also be responsible for providing guidance and leadership to account management teams and for delivering targets and growth expectations that form a key part of Agoda’s business goals. To do so, you bring excellent analytical skills, strong account and client management experience, a successful record of sustainable performance and the capacity to lead, motivate, coach and mentor teams. 

In this Role, you'll get to:  

• Lead the implementation of market strategy in Japan. 
• Lead, inspire, coach and develop high-performing teams to grow our local business. 
• Optimize partnerships to maximize productivity and competitive advantage. Regularly engage with key stakeholders to drive brand and growth. 
• Deliver country commercial and profitability targets. 
• Identifies opportunities in the market and proposes solutions to local leadership to capture those opportunities. 
• Develop and own relationships with key decision makers at hotels, technology partners and other local or regional partners. 
• Be a champion for the team. Pitch new ideas backed by business case, recommend changes and/or request additional support for commercial improvements. 
• Attend and participate in relevant industry events. 

What you'll Need to Succeed: 

Experience:

• 5+ years of experience in key account management, business development, or strategic partnerships, strong preference for past work experience in a multinational corporation and understanding how to handle stakeholders based in different countries. 
• Previous OTA Experience is a plus but not required.

Strategic Relationship Management & Business Development:

• Key Account Management Expertise: Proven experience in managing complex, strategic accounts, ideally with global or multi-national clients. This includes fostering executive-level relationships, navigating corporate structures, and understanding the unique needs of large organizations.
• Negotiation Prowess: Strong negotiation skills to secure favorable terms, contracts, and marketing agreements with hotel chains. This includes understanding the levers on both sides (OTA commissions, visibility, marketing spend, data sharing, etc.).
• Strategic Partnership Development: Ability to identify and build long-term, mutually beneficial partnerships, moving beyond transactional relationships to true strategic alignment. This involves understanding the hotel chain's overall business objectives and aligning the OTA's offerings to support them.
• Business Acumen: A solid understanding of the hotel chain's business model, revenue strategies, distribution challenges, and overall market position. This allows for more informed and value-driven conversations.
• Consultative Sales Approach: Instead of simply selling a product, the ideal candidate acts as a strategic consultant, advising hotel chains on how to optimize their presence and performance on the OTA platform to achieve their own goals.

Data Analysis & Strategic Thinking:

• Strong Analytical Skills: Proficient in analyzing large datasets to identify performance trends, uncover insights, and make data-driven recommendations. This includes understanding KPIs like ADR, occupancy, conversion rates, and booking patterns.
• Data-Driven Decision Making: Ability to translate complex data into actionable strategies and present them clearly and persuasively to hotel chain executives. SQL skills are a strong plus.
• Forecasting & Performance Monitoring: Capability to develop and monitor performance forecasts, track progress against goals, and identify areas for optimization.
• Problem-Solving: Excellent problem-solving skills to address complex issues that may arise in large-scale partnerships, from technical integration challenges to performance discrepancies.

Communication & Influencing Skills:

• Business level English is a must. Business level Japanese is a must. 
• Executive Presence & Communication: Ability to communicate effectively at all levels, from hotel property managers to C-suite executives, both verbally and in compelling presentations. This includes active listening and tailoring communication to different audiences.
• Cross-Functional Collaboration: Strong ability to work internally with various teams within the OTA (e.g., product, tech, marketing, finance, legal) to ensure seamless service delivery and support for large chain accounts.
• Presentation Skills: Excellent presentation skills to conduct quarterly business reviews (QBRs) and showcase performance insights and strategic recommendations to hotel partners.

Technical Aptitude & Adaptability:

• Tech Savvy: Comfortable with various software and systems, including CRM (e.g., Salesforce), analytics tools, and potentially API integrations.
• Adaptability & Resilience: The OTA and travel industry are fast-paced and constantly evolving. The ideal candidate must be adaptable to new technologies, market shifts, and evolving partner needs.
• Project Management: Ability to manage multiple projects and initiatives simultaneously, often with various stakeholders and tight deadlines.

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