Partner Growth & Agility, Business Development Manager - Japanese Language (Kuala Lumpur)

Expedia Group; Selangor; On-site; MYR 100,000 - 150,000; Full time

Job summary

A global travel technology firm located in Malaysia is looking for a Partner Acquisition Specialist. The role involves managing high-potential targets, improving acquisition processes, and ensuring partner success. The ideal candidate should have 3-4 years of B2B sales experience and be proficient in Japanese and English. This position promotes continuous improvement and requires collaboration with stakeholders to enhance partner value. Join this dynamic team to drive exciting growth opportunities in the travel sector.

Benefits

Full benefits package

Exciting travel perks

Career development resources

Qualifications

• 3-4 years in B2B sales, partnerships, or market development.
• Native proficiency in Japanese, business-level proficiency in English.
• Skilled communicator with strong negotiation capabilities.

Responsibilities

• Manage a portfolio of high-potential acquisition targets.
• Act as the subject-matter expert for the assigned market.
• Monitor funnel performance using data-driven diagnostics.

Skills

B2B sales

Stakeholder management

Negotiation

Analytical storytelling

Executive storytelling

Education

Bachelor's degree or equivalent experience

Job description

Expedia Group brands power global travel for everyone, everywhere. We design cutting‑edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success.

Why Join Us?

To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and we know that when one of us wins, we all win.

We provide a full benefits package, including exciting travel perks, generous time‑off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees' passion for travel and ensure a rewarding career journey. We’re building a more open world. Join us.

Team overview

Travel Partnerships & Advertising (TPA) helps partners – including lodging providers, airlines, and destination organizations – deliver excellent traveler and B2B experiences. We drive growth for our partners and for Expedia Group by building competitive supply, powering a leading advertising and travel media network, and enabling affiliate solutions. This role sits within the New Partners Acquisition team, focused on bringing high‑quality, strategically relevant lodging supply onto the platform.

In this role you will:

Partner acquisition

• Manage a portfolio of high‑potential acquisition targets, articulating our global value proposition and driving engagement to convert leads into successful partnerships by contracting and setting partners up for success.
• Build, prioritize, and maintain a dynamic pipeline matched to regional supply gaps and seasonality, with clear conversion and acceleration plans by segment.
• Proactively resolve onboarding issues and coordinate with Operations/Integrations to minimize time‑to‑live and maximize early production.

Market ownership

• Act as the subject‑matter expert for the assigned market; develop and execute strategies to deliver acquisition performance and achieve regional targets.
• Produce regular market reviews covering supply gaps, competitor activity, pricing/promotions dynamics, and demand patterns; translate insights into concrete action plans.
• Define quarterly objectives and forecasts for the market; manage risks and mitigations to ensure delivery.

Performance leadership

• Monitor and optimize funnel performance (lead quality, contact rate, conversion, launch health) using data‑driven diagnostics and targeted experiments.
• Report progress against KPIs with clear narratives, root‑cause analyses, and next best actions for the team.

Team collaboration & support

• Share knowledge and best practices; mentor associates on outreach quality, storytelling, negotiation, and pipeline discipline.
• Collaborate effectively with peers locally and globally to drive alignment, share expertise, and contribute to collective success.

Market engagement

• Represent Expedia Group at relevant events, conferences, and networking opportunities; generate and qualify leads and distribute to colleagues across the region.
• Build relationships with local associations, hotel management companies, and ownership groups to open scalable acquisition channels.

Stakeholder partnership

• Collaborate with Marketing, Product, and Operations to align on regional initiatives and customer needs; channel structured feedback to improve partner value and acquisition velocity.

Continuous improvement

• Identify and recommend improvements to acquisition tactics, processes, and tools; contribute to playbook updates, enablement content, and tooling requirements.
• Pilot new approaches and document outcomes for broader adoption.

Experience and Qualification

• 3‑4 years in B2B sales, partnerships, or market development with measurable growth outcomes; travel/hospitality or marketplace experience preferred.
• Bachelor's degree or equivalent experience.
• Native proficiency in Japanese language, and business‑level proficiency in English.
• Proficient communicator skilled in executive storytelling and influence without authority.
• Commercial and growth mindset with strong territory planning, negotiation, and forecast ownership.
• Analytical storytelling: combines quantitative analysis with compelling narratives to drive decisions and partner actions.
• Strong stakeholder management across functions and geographies; comfortable leading cross‑functional workstreams.

Success metrics (indicative)

• New partner conversions and reduced time‑to‑live.
• Launch health and early‑life production against benchmarks.
• Pipeline health (coverage, velocity, stage conversion) and forecast accuracy.
• Quality/mix of acquired supply versus regional needs and seasonality.
• Contributions to enablement, playbooks, experiments, and cross‑functional initiatives.

Additional information

• Location aligned to assigned market; some travel for partner meetings and industry events is expected.

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team through the Accommodation Request.

Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.