Market Manager , CAM (Tokyo)

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 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.

In this role, you will:

• Own and grow a portfolio of top national chain accounts across Japan, developing and executing multi-level account strategies at HQ, cluster, and property level

• Identify and unlock nationwide growth opportunities, including upselling, cross-selling, and new product adoption across your portfolio

• Lead commercial negotiations at headquarters level, including national agreements and contract renewals, partnering closely with Legal and Finance to structure compliant, value-adding deals

• Manage cluster and property-level commercial discussions to ensure alignment with national strategy and effective execution on the ground

• Build and maintain trusted relationships with senior stakeholders, including C-suite executives, and lead executive business reviews with data-driven insights and strategic recommendations

• Analyze commercial and operational performance metrics across your chain portfolio, identifying optimization opportunities in pricing, distribution, product adoption, and operational efficiency, and tracking key KPIs

• Share Japan hospitality and travel market and competitive insights with internal stakeholders to inform strategy, product development, and portfolio decisions

• Collaborate with cross-functional teams (Sales, Operations, Marketing, Product, Finance, Legal) to ensure seamless service delivery, resolve issues, and contribute to regional and global initiatives

Experience and qualifications

• You have 5+ years of experience in key account management, chain sales, enterprise sales, or strategic partnerships

• You are fluent in Japanese and English, with strong presentation and executive communication skills

• You have experience managing multi-layered organizations (HQ and field/cluster/property levels)

• You have a proven track record of closing complex, high-value commercial negotiations

• You have experience engaging senior executives (Director-level and above) and leading executive-level business reviews

• You demonstrate strong commercial judgment and financial acumen, including experience with financial modeling and business case development

• You bring advanced portfolio and relationship management capabilities, with the ability to influence diverse stakeholders and proactively manage objections

• You have a solid understanding of contract structures, negotiation processes, and how commercial and operational levers impact business performance

• You have a bachelor’s degree in a relevant field; or equivalent related professional experience

• Preferred: You have experience in the hospitality, travel, or platform/technology industry

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.

We are proud to be named as a Best Place to Work on Glassdoor in 2024 and be recognized for award-winning culture by organizations like Forbes, TIME, Disability:IN, and others.

Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™. © 2024 Expedia, Inc. All rights reserved. Trademarks and logos are the property of their respective owners. CST: 2029030-50

Employment opportunities and job offers at Expedia Group will always come from Expedia Group’s Talent Acquisition and hiring teams. Never provide sensitive, personal information to someone unless you’re confident who the recipient is. Expedia Group does not extend job offers via email or any other messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official website to find and apply for job openings at Expedia Group is careers.expediagroup.com/jobs.

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.