Senior 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.

The Chain Account Management (CAM) team manages Expedia Group’s most strategic hotel partnerships. We work closely with national and global hotel chains to drive long-term growth through strategic distribution, commercial partnerships, and innovative product adoption.

The Senior Market Manager, CAM is the most senior individual contributor within the market organization and plays a critical role in shaping Expedia Group’s strategic partnerships with top national hotel chains in Japan.

In this role, you will

Strategic Account Leadership

Own and lead a portfolio of Expedia Group’s most strategic national chain partnerships in Japan, developing multi-year account strategies that drive sustainable growth for both partners and the marketplace.

Act as the primary strategic advisor to partner headquarters, building trusted executive relationships and positioning Expedia Group as a long-term strategic partner.

Drive nationwide alignment across HQ, regional clusters, and property-level stakeholders, ensuring consistent execution of national strategies across the partner network.

Revenue Growth & Commercial Strategy

Identify and unlock large-scale revenue opportunities across your portfolio, including new distribution opportunities, product expansion, media solutions, and platform innovations.

Lead complex commercial negotiations and national agreements, including multi-year contracts and strategic partnership frameworks, in close collaboration with Legal, Finance, and senior leadership.

Develop data-driven growth strategies leveraging marketplace insights, pricing dynamics, distribution strategy, and traveler demand trends.

Executive Stakeholder Management

Build and maintain long-term executive relationships with C-suite and senior leadership within partner organizations.

Lead executive business reviews and strategic planning sessions, delivering insights, performance analysis, and forward-looking growth initiatives.

Serve as a trusted strategic partner and thought leader for major accounts, advising partners on market trends, traveler behavior, and digital distribution strategy.

Market & Organizational Leadership

Act as a thought leader within the Japan market organization, sharing hospitality industry insights, competitive intelligence, and best practices with internal stakeholders.

Mentor and support Market Managers and peers, helping elevate commercial capabilities and strategic thinking across the team.

Influence regional and global strategy discussions, representing the voice of the Japan market and contributing to product, commercial, and partnership development initiatives.

Cross-Functional Collaboration

Partner closely with Sales, Operations, Marketing, Product, Finance, and Legal teams to deliver seamless partner experiences and resolve complex commercial or operational challenges.

Lead or contribute to strategic regional or global initiatives aimed at improving partner value propositions and marketplace performance.

Experience and qualifications

• 7+ years of experience in strategic account management, enterprise sales, chain sales, or partnerships

• Proven experience managing large national or enterprise-level partnerships

• Demonstrated success leading complex, high-value commercial negotiations

• Strong experience engaging C-suite and executive stakeholders

• Deep understanding of hospitality distribution, digital platforms, or travel ecosystem

• Strong commercial acumen and financial modeling capabilities, including business case development

• Advanced portfolio strategy and stakeholder management skills

• Ability to influence across complex, multi-layered organizations (HQ, cluster, property level)

• Strong analytical capabilities with the ability to translate data into strategic insights

• Fluent in Japanese and English, with excellent executive communication and presentation skills

• Bachelor’s degree or equivalent professional experience

Preferred

• Experience in the hospitality, travel, OTA, or platform technology industry

• Experience managing national chain or enterprise-level partnerships

• Demonstrated leadership in mentoring peers or driving strategic initiatives without formal management authority

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

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