Business Development Manager

Scapia; Mumbai; On-site; INR 600,000 - 900,000; Full time

Job summary

Scapia is seeking a dynamic Business Development professional in Mumbai to expand its independent hotel portfolio. This role involves strategic prospecting, account management, and operational excellence with full P&L responsibility. Ideal candidates have 2-5 years of experience in hotel contracting or business development, alongside strong negotiation skills and a deep understanding of the hotel industry. The position requires high mobility and regular travel within the assigned region.

Qualifications

• 2-5 years of experience in hotel contracting, business development, or OTA supply management.
• Deep understanding of the hotel industry with established relationships with local hoteliers.
• High mobility required for field role traveling within the assigned region.

Responsibilities

• Map and onboard key independent premium hotel partners across assigned markets.
• Lead end-to-end negotiations for commercial terms ensuring favorable margins.
• Manage a portfolio of live hotels as the primary point of contact and performance advisor.

Skills

Hotel contracting

Business development

Negotiation

Analytical thinking

Relationship management

Education

Graduate or postgraduate degree in Business Management or Hospitality

Job description

Scapia! A credit card that’s out there to make travel happen for people, by converting their everyday expenses into travel experiences. We’re a bunch of passionate people who work together, brainstorm and debate with each other, and don’t stop until we’re proud of our work. Customer delight tops everything else! We’ve worked hard to create an environment of honesty and passion that sets everyone up for success.

About the role

We are looking for a dynamic and result-oriented Business Development person to spearhead the expansion of our independent hotel portfolio. The role demands full ownership of the hotel lifecycle blending aggressive hunting to contract new partners with strategic farming to grow existing ones. You will act as a consultant to hoteliers, leveraging data and market intelligence to drive performance, with full P&L responsibility for your territory.

Key responsibilities

Strategic prospecting & hunting

• Map and onboard key independent premium hotel partners across assigned markets
• Lead end-to-end negotiations for commercial terms — ensuring favourable margins and inventory parity
• Maintain a strong on-the-ground presence to build a high-potential pipeline, from boutique stays to larger chains

Account management & farming

• Manage a portfolio of live hotels as their primary point of contact and performance advisor
• Proactively negotiate flash sales, exclusive discounts, and value-added services for Scapia users
• Analyse production data (room nights, revenue) and conduct regular business reviews to drive growth

Operational excellence

• Ensure seamless hotel go-live — content quality, photos, and descriptions on the app
• Monitor competitor pricing and inventory strategies to keep the platform ahead
• Own P&L for your territory — speed-to-market and quality both matter

What we are looking for

• 2-5 years of experience in hotel contracting, business development, or OTA supply management
• Deep understanding of the hotel industry with established relationships with local hoteliers
• Strong negotiator — able to onboard partners and retain them through value-driven relationships
• Analytical thinking combined with street-smart field execution
• High mobility — this is a field role requiring regular travel within the assigned region
• Graduate or postgraduate degree in Business Management or Hospitality preferred