Senior Market Manager

WebBeds; Jakarta Pusat; On-site; IDR 700,000,000 - 900,000,000; Full time

Job summary

WebBeds in Jakarta, Indonesia is seeking a Senior Market Manager to lead a small team responsible for the commercial development and performance of assigned markets and destinations. You will translate sourcing strategy into market-level execution, ensuring the right hotel portfolio, competitive pricing, availability, and strong partner relationships.

You will collaborate with the Head of Sourcing to identify opportunities, address performance gaps, and drive initiatives that strengthen WebBeds'

Qualifications

• 8+ years of experience in sourcing, contracting, commercial management, hospitality, travel distribution, or related field.
• Proven experience managing commercial performance across a market or portfolio.
• Experience in hospitality, travel distribution, OTAs, wholesalers, or bed banks (preferred).
• Strong understanding of hotel contracting, pricing, availability, and revenue drivers.
• Strong analytical and commercial skills to translate performance data into clear actions and sound decisions.
• Demonstrated ability to negotiate and influence senior hotel and business stakeholders.
• Experience leading, coaching, and developing a team.

Responsibilities

• Develop and execute market strategy for assigned destinations.
• Lead market manager team and translate sourcing priorities into targets.
• Negotiate competitive rates, availability, and terms with hotel partners.
• Monitor portfolio performance and drive actions to improve revenue.
• Identify opportunities and risks and allocate resources accordingly.
• Maintain market intelligence and competitive positioning.
• Build strategic partner relationships and governance reporting.

Skills

Market leadership

Contracting

Pricing strategy

Negotiation

Team coaching

Stakeholder management

Tools

Yield management tools

Job description

What you will do on your journey with WebBeds.

As a Senior Market Manager, you will lead a small team responsible for the commercial development and performance of assigned markets and destinations. You will translate the sourcing strategy into market-level execution, ensuring the right hotel portfolio, competitive pricing and availability, strong partner relationships, and sustainable revenue performance.

Working closely with the Head of Sourcing, you will provide day-to-day leadership to the market manager team, identify commercial opportunities and performance gaps, and drive initiatives that strengthen WebBeds' competitiveness and growth across assigned destinations.

In this role you will:

Key responsibilities

Market strategy and growth: develop and execute the market strategy for assigned destinations, owning market-level plans covering supply, pricing, availability, hotel mix, competitiveness, and revenue performance, and setting measurableobjectivesthat convert into disciplined execution.

Opportunity and risk identification: identifymarket opportunities, supply gaps, and commercial risks, translating insights into clear actions and prioritising resources according to commercial potential.

Hotel portfolio development: lead the development and optimisation of the contracted hotel portfolio to achieve the required number, mix, and quality of properties, ensuring coverage across key destinations, segments, price points, and demand periods.

Contracting and commercial terms: guide Market Managers in negotiating competitive rates, availability, promotions, allocations, and commercial terms, andidentifystrategic hotels where improved terms can materially strengthen competitiveness.

Portfolio review and corrective action: review portfolio gaps and underperforming contracts, agreeing renegotiation, replacement, or other corrective actions, and keep contracting activity aligned with the wider sourcing strategy.

Revenue and performance management: monitor hotel and destination performance against revenue, production, pricing, availability, and competitivenessobjectives, analysing the commercial drivers behind growth or missed opportunity and prioritising the interventions with greatest impact.

Issue resolution: work with relevant teams to resolve pricing, availability, quality, or connectivity issues affecting production, and escape significant performance gaps with recommended corrective actions.

Market intelligence and competitive positioning: maintainstrong knowledge of destination dynamics, hotel openings and closures, seasonality, demand patterns, and competitor activity, benchmarking rates, availability, and coverage to inform contracting, pricing, portfolio, and investment decisions.

Strategic partner relationships: build andmaintainsenior-level relationships with key hotel partners, groups, and ownership organisations, leading strategic commercial discussions, resolving material partner issues, andidentifyingpreferred partnerships, campaigns, and exclusive arrangements.

Team leadership and capability building: lead, coach, and develop the market team, translating sourcing priorities into clear targets and execution plans, setting expectations and accountability, and building negotiation, analytical, commercial, andrelationship-managementcapability.

Governance and reporting: ensure market activitiesoperatewithin company policies, approval frameworks, financial controls, and contractual requirements,maintaindocumentation around significant commercial commitments, and provide clear reporting on performance, portfolio development, risks, and opportunities.

Decision support: prepare recommendations on significant market opportunities, portfolio changes, commercial priorities, and strategic partner decisions, taking ownership of escalated issues and drivingtimelyresolution with relevant stakeholders.

The skills we would love to see in your suitcase!

8 or more years of experience in sourcing, contracting, commercial management, hospitality, travel distribution, or a related field.

Proven experience managing commercial performance across a market, destination portfolio, or multiple territories.

Experience within hospitality, travel distribution, OTAs, wholesalers, orbedbanks(preferred).

Strong understanding of hotel contracting, pricing, availability, portfolio management, and revenue drivers.

Strong analytical and commercial skills, with the ability to translate performance data into clear actions and sound decisions.

Demonstrated ability to negotiate and influence senior hotel and business stakeholders.

Experience leading, coaching, and developing a team, with a focus on accountability and continuous improvement.

Excellent communication, presentation, andstakeholder-managementskills.

Strategic thinking and commercial judgement, with strong market intelligence and execution discipline.

Proven ability to manage multiple priorities, collaborate across teams, and deliver results in a fast-paced, commercially driven environment.

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