Job description
Trip.com Group is seeking a Senior Manager, Airlines Business Development to lead and negotiate global, regional, and local commercial agreements with airline partners to drive commercial performance. Based in Kuala Lumpur, you will play a pivotal role in shaping our airline partnerships strategy and delivering tangible revenue growth across multiple markets.
Your leadership will guide end-to-end partnership processes—from market scouting and due diligence to deal structuring, contract negotiations, onboarding, and ongoing program optimization. You will collaborate with cross-functional teams across Sales, Marketing, Product, Finance, and Legal to design compelling offers, optimize distribution channels, and maximize mutual value for Trip.com Group and airline partners.
In this role you will build and manage relationships with senior airline executives, monitor industry trends and competitive dynamics, and translate insights into scalable commercial programs such as exclusive fare products, loyalty integrations, corporate travel agreements, and targeted promotions. You will also mentor a team of business development professionals, set clear performance goals, and foster a high-performing, globally minded culture.
To succeed, you should combine strong negotiation and financial analysis skills with exceptional communication and cross-cultural collaboration. You will be comfortable operating in a fast-paced, matrixed organization and prepared to travel as needed to nurture key partnerships. We offer a dynamic environment where your strategic vision and execution capabilities will directly influence Trip.com Group's growth trajectory in the airline ecosystem.
Responsibility
- Lead and negotiate global, regional, and local commercial agreements with airline partners to drive revenue and performance across markets.
- Develop and execute airline partnership strategies aligning with Trip.com Group's growth objectives in APAC and globally.
- Manage end-to-end deal lifecycle: prospecting, due diligence, contract negotiations, onboarding, and program optimization.
- Collaborate with cross-functional teams (Sales, Marketing, Product, Finance, Legal) to design compelling offers, optimize distribution, and maximize mutual value.
- Build and maintain executive-level relationships with senior airline leaders; ensure long-term partnerships.
- Monitor market trends, competitive landscape, pricing, and performance metrics; translate insights into action.
- Lead and mentor a team of business development professionals; set goals, provide coaching, and develop talent.
- Represent Trip.com Group at industry events to expand pipeline and brand presence.
Qualification
- Bachelor's degree in Business, Marketing, Economics or related field; MBA preferred.
- 8+ years of relevant experience in airline partnerships, travel tech, or strategic sales; track record of closing complex deals.
- Strong negotiation, deal structuring, and financial analysis skills.
- Deep understanding of airline revenue management, distribution, and channel strategies.
- Excellent communication, presentation and cross-cultural collaboration skills.
- Ability to work in a fast-paced, matrixed environment; fluent in English; local language (Malay) a plus.
- Proven leadership experience; ability to coach and develop a high-performing team.
- Travel readiness and willingness to work across time zones.