Sr. Business Development Manager - Tour&Activities （KL）

CONVERGENT; Kuala Lumpur; On-site; MYR 90,000 - 150,000; Full time

Job summary

CONVERGENT in Malaysia is seeking an experienced destination supply lead to own end-to-end pipeline, from market mapping to launch readiness, covering attractions, transport and providers for Chinese B2B/OTA channels and selected global partners.

The role requires 3+ years in travel or OTA operations, strong supplier management, and fluency in Malay with English for contracts. Travel ~30–40% and cross-border collaboration are expected.

Qualifications

• 3+ years experience in travel, OTA, DMC, attractions and activities, transport, supplier acquisition, product management or operations.
• Strong knowledge of the Malaysian travel supply ecosystem with a verifiable supplier network or ability to build one from scratch.
• Native or business-level Malaysian language; working English for contracts, email and cross-border meetings; Mandarin is a strong advantage.
• Demonstrated ability to manage the full supplier lifecycle from prospecting and negotiation through contracting and product launch.
• Strong commercial judgment, negotiation skills, attention to detail and written communication.
• Proficiency in Excel, Google Sheets or equivalent tools, with disciplined supplier, contract and product data management.

Responsibilities

• Own the end-to-end destination supply pipeline for Malaysia: market mapping, supplier acquisition, commercial negotiation, contracting, product-content readiness and launch.
• Prioritize direct operators and accountable fulfillment partners for Chinese B2B/OTA channels and selected global channels.
• Build and continuously update a destination map covering priority cities, categories, suppliers, competitors and identified supply gaps.
• Source and qualify attractions, operators and providers through outbound prospecting, field visits, trade events and referrals.
• Own supplier discussions, qualification checks, negotiations, contracting and onboarding coordination.
• Drive each signed supplier through launch readiness: content, packages, rates, availability, terms and media assets.
• Maintain supplier relationships, keep rates and inventory current; explore exclusivity and joint development opportunities.
• Collect and validate licenses, permits, insurance and safety documentation for transport, marine, outdoor and higher-risk activities.

Skills

Supplier negotiations

Market mapping

Contracting

Product content management

CRM management

Cross-functional coordination

Data analysis

Tools

Excel

Google Sheets

Job description

• Own the end-to-end destination supply pipeline for Malaysia: market mapping, supplier acquisition, commercial negotiation, contracting, product-content readiness and launch.
• Prioritize direct operators and accountable fulfillment partners, building a differentiated and operationally reliable portfolio for Chinese B2B/OTA channels and selected global channels.

Key Responsibilities

• Build and continuously update a destination map covering priority cities, categories, suppliers, competitors and identified supply gaps across Malaysia.
• Source and qualify attractions, tour and activity operators, DMCs, transport providers, show/event partners and independent experience providers through outbound prospecting, field visits, trade events and referrals.
• Own supplier discussions, qualification checks, commercial negotiations, contracting and internal onboarding coordination.
• Drive each signed supplier through launch readiness, including complete product content, packages, rates, availability, cancellation terms, meeting-point information, fulfillment contacts and media assets.
• Maintain strategic supplier relationships and keep rates, inventory, content and operational details current; identify opportunities for exclusivity, allocations, buyouts and joint product development.
• Collect and validate relevant business licenses, permits, insurance and safety documentation, particularly for transport, marine, outdoor and higher-risk activities.
• Work closely with the Malaysian product operations, distribution, customer service, finance and technology teams to resolve onboarding, settlement, system and fulfillment issues.
• Maintain an auditable CRM or supplier pipeline and provide weekly updates on coverage, contracting, launch progress, market intelligence and risks.

Qualifications

• Relevant experience in travel, OTA, destination management, DMC, attractions and activities, transport, supplier acquisition, product management or operations; 3+years preferred.
• Strong knowledge of the Malaysian travel supply ecosystem, with a verifiable supplier network or proven ability to build one from scratch.
• Native or business-level Malaysian language; working English for contracts, email and cross-border meetings; Mandarin is a strong advantage.
• Demonstrated ability to manage the full supplier lifecycle from prospecting and negotiation through contracting and product launch.
• Strong commercial judgment, negotiation skills, attention to detail and written communication; comfortable working with rates, inventory, cancellation and fulfillment terms.
• Proficiency in Excel, Google Sheets or equivalent tools, with disciplined supplier, contract and product data management.
• Comfortable working independently in a cross-border team and traveling approximately 30%–40% within the destination.
• Legal authorization to work full-time in Malaysia.

Preferred

• Experience with Klook, Trip.com, GetYourGuide, Viator, KKday, a leading DMC, attraction group or local activity operator.
• Direct contracting experience in day tours, mobility, shows and events, themed experiences, family activities or locally distinctive products.
• Experience with supplier onboarding, product content, inventory systems, APIs or channel connectivity.
• Ability to provide verifiable examples of destinations covered, suppliers contracted or products launched.