Manager, Business Development, International

工作概要:

We are looking for a Manager, Business Development, International to join the Hong Kong Disneyland (HKDL) team.

This role is responsible for formulating and driving the execution of sales strategy, and account optimization for indirect sales channels for leisure business, MICE & youth segments for the responsible markets.  Reporting directly to Senior International Business Development Director, this role is vital to the sustainable business growth from key international source markets including Singapore, Malaysia, Thailand, Philippines, Indonesia, India, as well as other potential South & South East Markets.  Elevate the profile of HKDL as the premier leisure & MICE event destination in Asia, through increased conversion of high-yield events

This role and team primarily manage a portfolio of contracted partners in the region, facilitated by the role’s deep understanding of the travel trade industry from a sales and distribution standpoint.  These contracted partners include major travel agencies, transport providers (such as airlines), local in-market distributors (such as land operators), tourism board and associations. This role and team have to drive all business development efforts to facilitate sales conversions and gain marketing exposure from all these partners, and bring in guests from the responsible source markets into HKDL. Moreover, these contracted partners all have different business models and focuses, and therefore this role and team, through working closely with Senior International Business Development Director, have to constantly adapt to evolving business environment in different markets by formulating appropriate strategies and tactics to mobilize these partners, in order to meet revenue goals.  Apart from managing core product availability and itinerary inclusion issues with these partners, this role and team also have to be the primary owner of all clients- and markets-related activities, such as channel marketing promotions (e.g. point-of-sales materials, co-op advertising, B2C sales events), product education efforts for all levels within these partners, regular collection and evaluation of market intelligence, etc.  With limited resources, this role and team have to constantly optimize resource allocation, and review the distribution effectiveness of each account.  This role team have to make recommendations to terminate non-productive accounts and establish new partnerships with emerging players. 

In addition, this role and team have to develop 3rd party sales and marketing initiatives, and secure support from airlines, banks and credit card companies, and to leverage on TWDC promotions to enhance HKDL’s in-market presence as well as generate sales opportunities.  Expectations include strong account management responsibilities, for both in-country WS partners, as well as HK-based WS land operators, to drive ‘push & pull’ strategy to push for HKDL itinerary inclusion in the marketplace.

While working with his/her team members, the GSA offices, and APAC offices, this role has to demonstrate a high degree of versatility because of their diverse cultural background and to be able to effectively manage team changes accordingly.  In addition to cast members based in Hong Kong, this role has to lead indirect team members under General Sales Agent’s arrangement with 3rd party service providers in countries/regions that HKDL/TWDC do not have a business licenses or proper office setup.  Frequent guidance and mentorship of team members is expected, in tracking progress updates and project deliverables.

Regular overseas business travelling is expected for this role.

Areas of responsibilities:

• Achieve admission and room-night targets by formulating sales and promotion plans featuring HKDL products and events to the travel trade in the assigned sales regions (currently identified as South & South East Markets).  Deepen penetration and market presence in different trade channels; formulate sales and promotion initiatives with trade which contribute to the bottom-line and review timely on the distribution efficiency of existing account portfolio.  Develop plans and identify non-travel trade 3rd party partners (such as banks, credit card companies) to leverage on their consumer platforms for joint promotion. 
• Drive and manage GSAs and APAC offices in responsible sales regions, to deepen HKDL’s penetration into respective markets through developing strong working relationships with HKDL trade partners including all key external parties such as local tourism bureaus, HKTB, airlines, other transportation providers, etc.  Drive and manage local trade program executions and assess program effectiveness via pre-set metrics (quantified in attendance, room-night, and promotion exposure).   
• Develop, plan, and drive tactical promotions execution, travel fair tactics or advertising campaigns with key partners, in order to maximize revenue and exposure from the responsible sales regions.  Identify the appropriate segment and timing for promotion to maximize effectiveness in reaching sales targets.
• Regularly represent HKDL at trade related events, with frequent presentations and briefings to the trade industry
• Critically assess and allocate resources (i.e. co-op marketing budget) for each individual account under own trade portfolio with an objective to assure cost effectiveness to yield the best return (quantified in attendance, room-nights, and promotion exposure) from responsible sales regions.
• Develop programs to conduct regular trade education with the assistance of direct or indirect reports. Prepare written reports, updated account information, trade and competitors’ intelligence to Director Travel Trade Sales.
• Coach and develop direct and indirect reports’ capability in planning and execution of trade projects.  Establish measurable frameworks to monitor team’s performance.

Requirements:

• 10 to 12 years of relevant experience in Sales, Business Development in the travel and tourism sector
• Bachelor’s degree in Business administration or the relevant 
• Proficient in English
• Solid experience of travel trade operation, plus strong business acumen to identify potential area for business growth and hence prioritization on his/her job focuses
• Strong trade network in the responsible sales regions to add value to both the team and company
• Sound account management skills and also be able to exhibit a highly innovative business development mindset, to fuel continuous drive in securing new sales opportunities
• High degree of sales savvy and strong negotiation skills, in order to facilitate and deliver complex business deals that maximize HKDL’s marketing exposure and commercial value gains
• Outstanding negotiation skills to manage a portfolio of trade accounts across multiple sales regions. 
• Highly results-oriented

The Walt Disney Company is an Equal Opportunity Employer. We strive to be a diverse workforce that is representative of our audiences, and where all can thrive and belong. We are committed to building a team that includes and respects a variety of voices, identities, backgrounds, experiences and perspectives.