Senior Market Manager

What will you do on your journey with WebBeds?

As Senior Market Manager, you will report directly to the Head of Sourcing, Indonesia, and lead a small team responsible for the commercial development and performance of assigned Indonesian markets and destinations. You will translate the Indonesia sourcing strategy into market-level execution, ensuring the right hotel portfolio, competitive pricing and availability, strong partner relationships and sustainable revenue performance.

Working closely with the Head of Sourcing, you will provide day-to-day leadership to the market manager team, identify commercial opportunities and performance gaps, and drive initiatives that strengthen WebBeds’ competitiveness and growth across assigned destinations

How you will make an impact…

Strategic Growth & Opportunity Development

• Develop and execute the market strategy for assigned destinations, aligned with Indonesia sourcing priorities and company growth objectives.
• Own market-level plans covering supply, pricing, availability, hotel mix, competitiveness and revenue performance.
• Identify market opportunities, supply gaps and commercial risks, translating insights into clear actions and priorities.
• Set measurable market objectives and ensure plans are converted into disciplined execution by the market team.
• Work with the Head of Sourcing to identify expansion opportunities and prioritize resources according to commercial potential.
• Provide recommendations to the Head of Sourcing on significant market opportunities, risks and strategic priorities.

Hotel Portfolio & Contracting

• Lead the development and optimization of the contracted hotel portfolio to achieve the required number, mix and quality of properties.
• Ensure assigned markets have appropriate coverage across key destinations, segments, price points and demand periods.
• Guide Market Managers in negotiating competitive rates, availability, promotions, allocations and commercial terms.
• Identify strategic hotels and accounts where improved commercial terms can materially strengthen WebBeds’ competitiveness.
• Review portfolio gaps and underperforming contracts, agreeing corrective actions, renegotiation or replacement where appropriate.
• Ensure contracting activities are aligned with the broader Indonesia sourcing strategy established by the Head of Sourcing.

Revenue, Pricing & Availability Performance

• Monitor hotel and destination performance against revenue, production, pricing, availability and competitiveness objectives.
• Analyze market performance to identify the commercial drivers behind growth, decline or missed opportunity.
• Work with relevant teams to resolve pricing, availability, quality or connectivity issues affecting production.
• Use performance data to prioritize hotels, destinations and commercial interventions with the greatest potential impact.
• Ensure the market continuously improves its ability to convert demand into profitable hotel production.
• Escalate significant performance gaps and recommend corrective actions to the Head of Sourcing.

Market Intelligence & Competitive Positioning

• Maintain strong knowledge of destination dynamics, hotel openings, closures, seasonality, demand patterns and competitor activity.
• Conduct regular market reviews to understand WebBeds’ competitive position and identify areas requiring action.
• Benchmark rates, availability, hotel coverage and product positioning against relevant competitors and market alternatives.
• Identify emerging destinations, customer trends and supply opportunities that can support future growth.
• Translate market intelligence into practical recommendations for contracting, pricing, portfolio and investment decisions.
• Provide the Head of Sourcing with meaningful market intelligence to support Indonesia-wide sourcing decisions.

Strategic Hotel & Partner Relationships

• Build and maintain senior-level relationships with key hotel partners, hotel groups and ownership organizations.
• Lead strategic commercial discussions with priority partners where market-level opportunities or challenges require senior intervention.
• Position WebBeds as a valuable distribution partner by demonstrating demand, production opportunities and commercial value.
• Escalate and resolve material partner issues while protecting the commercial interests of WebBeds.
• Identify opportunities for preferred partnerships, campaigns, exclusive arrangements and other initiatives that strengthen market competitiveness.
• Support the Head of Sourcing in managing key strategic hotel relationships across Indonesia when required.

Team Leadership & Capability Building

• Report directly to the Head of Sourcing, Indonesia, acting as the key market leadership layer between the Head of Sourcing and the market execution team.
• Lead, coach and develop the small market team to achieve agreed commercial, sourcing and portfolio objectives.
• Translate Indonesia sourcing priorities into clear market-level targets, priorities and execution plans.
• Set clear expectations and accountability for Market Managers and Contract Managers, including performance follow-up and corrective actions.
• Build negotiation, analytical, commercial and relationship-management capability across the team.
• Provide regular market insights, performance updates, risks and recommendations to the Head of Sourcing.
• Foster a culture of accountability, collaboration, ownership and continuous improvement.

Governance, Reporting & Decision Making

• Ensure market activities operate within company policies, approval frameworks, financial controls and contractual requirements.
• Provide the Head of Sourcing, Indonesia, with clear reporting on market performance, portfolio development, risks, opportunities and key commercial actions.
• Prepare recommendations for the Head of Sourcing on significant market opportunities, portfolio changes, commercial priorities and strategic partner decisions.
• Maintain appropriate documentation and governance around significant commercial commitments.
• Take ownership of escalated market issues and drive timely resolution with the relevant stakeholders.
• Ensure decisions made at market level remain aligned with the broader Indonesia sourcing strategy.
• Assume additional responsibilities as reasonably assigned by management, based on business priorities, operational demands and changing market dynamics.

The skills we would love to see in your suitcase.

• 8+ years of experience in sourcing, contracting, commercial management, hospitality, travel distribution or a related field.
• Proven experience managing commercial performance across a market, destination portfolio or multiple territories.
• Strong understanding of hotel contracting, pricing, availability, portfolio management and revenue drivers.
• Demonstrated ability to negotiate and influence senior hotel and business stakeholders.
• Strong analytical and commercial skills, with the ability to translate performance data into clear actions.
• Experience leading, coaching and developing a team.
• Proven ability to manage multiple priorities and deliver results in a fast-paced, commercially driven environment.
• Excellent communication, presentation, negotiation and stakeholder-management skills.
• Experience within hospitality, travel distribution, OTAs, wholesalers or bedbanks preferred.

Key Competencies

• Strategic thinking
• Commercial judgement
• Leadership
• Negotiation & influencing
• Market intelligence
• Analytical skills
• Stakeholder management
• Decision quality
• Results driven & continuous improvement focused
• Collaboration
• Execution discipline

Why choose WebBeds as your next destination?

We are super proud of our dedicated team of friendly, energetic & passionate professionals. Our people are key to the success of our business & everybody at WebBeds has their own unique role to play as we continue to drive the company forward.

Over 50 different languages are spoken by our workforce, but whether working from offices in Dubai or London or out in the field in Johannesburg or Buenos Aires, we all share the common goal to take pride in what we do & to deliver our partners with unbeatable service & support.

• International highly skilled group of experts from all around the globe 🌎
• Dynamic environment with the chance to grow, influence & impact change ⚡
• Disruptive, fast-growing market leader within travel & endless possibilities 💼
• Culture built on collaboration🤝 empowerment and innovation 💡

About WebBeds

WebBeds is a global B2B marketplace that unites supply with demand, connecting hotels with travel buyers all around the world - making distribution simpler, smarter and more flexible.

In today’s dynamic and often fragmented travel landscape, we unite supply and demand through technology, data, and local expertise – giving our partners greater control, visibility, flexibility and choice.

Hotels can manage content and pricing in real time, and travel buyers can connect simply to access global content to curate and book exceptional travel experiences.

Backed by a global team, we deliver more than reach. We provide local expertise, service, and support that help the travel industry move forward – together.

What makes us stand out?

• We are a global travel intermediary, connecting hotels with travel buyers.
• We have 2000+ people speaking 40+ languages in 120+ cites across 50+ countries
• We partner with over 500,000+ properties in more than 38,000 bookable locations
• We work with more than 50,000 travel companies in 140+ source markets
• We have an amazing Technology team focussed on delivering valuable outcomes using innovative tech