Supply Chain Director

AIRIQ B2B ONLINE; Gurugram District; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

AIRIQ B2B Online Pvt. Ltd. is seeking a Head Hotel Supply & Contracting to lead and scale its third-party hotel supplier ecosystem across domestic and international markets.

You will oversee supplier acquisition, contracting, and commercial negotiations to grow hotel inventory and distribution. The role requires a strong network among hotel wholesalers, bedbanks, consolidators, DMCs, and API providers, with hands-on experience in the B2B hotel distribution landscape.

Qualifications

• Experience in hotel supply, contracting, and distribution is essential.
• Strong commercial acumen with proven negotiation skills.
• Experience with hotel wholesalers, bedbanks, consolidators, DMCs, and API providers is preferred.

Responsibilities

• Identify and onboard domestic and international hotel wholesalers, bedbanks, consolidators, DMCs, and API suppliers.
• Negotiate commercial terms, rates, markups, commissions, payment terms, and SLAs.
• Expand hotel inventory across key destinations and manage supplier relationships and performance.
• Collaborate with Finance, Product, Revenue, Operations, and Technology teams on pricing and distributions.

Job description

Job Title: Head Hotel Supply & Contracting

Company: AIRIQ B2B Online Pvt. Ltd.

Department: Hotels / Supply & Contracting

Location: Gurugram

Employment Type: Full-Time

Industry: Travel Technology / B2B Travel

About AIRIQ B2B Online Pvt. Ltd.

AIRIQ B2B Online Pvt. Ltd. is a B2B travel technology company focused on providing travel distribution and booking solutions to travel partners. As we continue to expand our hotel business, we are looking for an experienced professional to lead and scale our third-party hotel supply and contracting function across domestic and international markets.

About the Role:

We are looking for a commercially strong and well-connected Head Hotel Supply & Contracting to build, manage, and scale AIRIQ's third-party hotel supplier ecosystem.

The role will be responsible for supplier acquisition, hotel contracting, commercial negotiations, supplier relationship management, inventory expansion, and hotel distribution. The ideal candidate should have a strong network across hotel wholesalers, bedbanks, consolidators, DMCs, and hotel API providers and a deep understanding of the B2B hotel distribution ecosystem.

Key Responsibilities:

• 1. Hotel Supplier Acquisition & ContractingIdentify and onboard domestic and international hotel wholesalers, bedbanks, consolidators, DMCs, and API suppliers.Build a strong and scalable third-party hotel supplier network.Negotiate commercial agreements, rates, markups, commissions, payment terms, credit limits, and SLAs.Evaluate suppliers based on inventory coverage, pricing, connectivity, service quality, and commercial viability.Develop strategic partnerships with key hotel technology providers and aggregators.Expand hotel inventory across key domestic and international destinations.
• 2. Supplier Relationship ManagementManage end-to-end relationships with strategic hotel suppliers and distribution partners.Conduct regular supplier performance reviews and business discussions.Monitor supplier performance against agreed SLAs and commercial terms.Resolve escalations related to pricing, availability, cancellations, refunds, booking failures, and service issues.Identify opportunities to improve supplier performance, margins, inventory, and booking success.
• 3. Market Intelligence & Supply ExpansionTrack hotel supply, pricing, distribution, and contracting trends.Monitor competitor supplier partnerships and market strategies.Identify new destinations and markets for supply expansion.Identify emerging hotel wholesalers, bedbanks, consolidators, DMCs, and technology providers.Recommend supply acquisition and contracting strategies based on market demand.
• 4. Commercial & Pricing StrategyNegotiate competitive rates, margins, markups, commissions, and commercial incentives.Benchmark supplier pricing against market and competitor rates.Identify opportunities to improve margins while maintaining competitive pricing.Monitor credit limits, payment cycles, outstanding balances, and commercial compliance.Work closely with Finance, Product, Revenue, Operations, and Technology teams.
• 5. Hotel Distribution & ConnectivityWork with Product and Technology teams on hotel API/XML integrations.Evaluate supplier connectivity, inventory mapping, room types, rate plans, cancellation policies, and booking flows.Ensure accurate availability, rates, inventory, and hotel content across connected suppliers.Monitor connectivity and integration issues and coordinate with suppliers and internal teams for resolution.
• 6. Team Leadership & StrategyLead and mentor the Hotel Supply & Contracting team.Define supplier acquisition targets, KPIs, and performance metrics.Establish processes for supplier identification, evaluation, onboarding, contracting, and performance management.Develop AIRIQ's overall third-party hotel supply strategy.Prepare regular reports on supplier growth, inventory coverage, margins, and commercial performance.

Key KPIs

• New supplier acquisition and onboardingGrowth in hotel inventory and destination coverageSupplier competitiveness and rate parityHotel margins and commercial performanceBooking success / fulfilment rateSupplier SLA adherenceReduction in booking failures and escalationsStrategic supplier partnershipsSupplier revenue and transaction growth

Required Experience:

• 812+ years of experience in Hotel Supply, Hotel Contracting, Hotel Distribution, Supplier Management, or Travel Technology.
• Strong experience with hotel wholesalers, bedbanks, consolidators, DMCs, or hotel API providers.
• Experience in OTA, B2B Travel, Travel Technology, or Hotel Distribution is highly preferred.
• Strong understanding of hotel inventory, rates, room types, cancellation policies, markups, commissions, and distribution.
• Proven experience in commercial negotiations and supplier contracting.
• Experience handling domestic and international hotel markets.
• Understanding of hotel API/XML connectivity and distribution platforms.
• Strong negotiation, analytical .