Senior Account Manager (Flight B2B)
Traveloka · Banten, Indonesia
Sekilas tentang pekerjaan ini
Traveloka mencari Senior Account Manager (Flight B2B) untuk mengembangkan bisnis distribusi API penerbangan dan mengelola tim account manager. Posisi di Banten ini ditujukan bagi kandidat dengan pengalaman 8–12 tahun dalam peran komersial di industri perjalanan.
Tugas utama
- Mengelola target pendapatan, GBV, dan margin portofolio mitra penerbangan.
- Meningkatkan produksi, cakupan rute, konversi, dan kinerja akun mitra.
- Menganalisis data mitra untuk menemukan peluang pertumbuhan dan kendala.
- Membangun pipeline mitra API penerbangan baru dan memimpin negosiasi.
- Memimpin tim account manager dan berkoordinasi lintas fungsi.
Kualifikasi utama
- Pengalaman 8–12 tahun dalam peran komersial di industri perjalanan.
- Rekam jejak mengembangkan dan mempertahankan akun B2B besar.
- Mampu mengelola pemangku kepentingan senior dan menegosiasikan perjanjian komersial.
- Berpengalaman mengelola tim atau siap mengambil peran kepemimpinan.
- Mampu menganalisis data dan memiliki ketajaman komersial.
Ringkasan ini dibuat dengan AI dari deskripsi di bawah. Yang berlaku adalah deskripsi lengkapnya di situs Traveloka.
Deskripsi pekerjaan
About Traveloka
Traveloka is Southeast Asia's leading travel and lifestyle super-app. We connect tens of millions of travellers across the region with flights, hotels, experiences, financial services, and more — all from a single platform. Since our founding in 2012, we have expanded to eleven markets, processed billions of dollars in transactions, and built one of the most recognised consumer brands in the region.
We move fast because the region demands it. Southeast Asia is young, mobile-first, and growing faster than almost anywhere else on earth. We are not transplanting a Western playbook — we are writing a new one, from scratch, for a market that does not look like anywhere else — and we are calling for people who want to be part of that.
About the Team
Traveloka Partners Network (TPN) is the dedicated B2B distribution arm of Traveloka. TPN specializes in powering external business partners with Traveloka’s extensive travel inventory, infrastructure, and technology—enabling seamless API integrations for partners to distribute travel content globally.
About the Job
As the Senior Account Manager in TPN Flight, you will own the sell-side commercial strategy for TPN as a flight API supplier. Your core mandate is driving volume and revenue growth across our existing portfolio of partners—including strategic e-commerce platforms, super-apps, OTAs, TMCs, and global resellers—while selectively building new distribution pipelines.
This role combines commercial strategy, account optimization, and people leadership (split roughly 70% account management & portfolio scaling, 30% strategic business development). You will also manage a small team of account managers and collaborate cross-functionally with Product, Engineering, Flight Supply, Pricing, and Finance.
Account Management & Scaling (70%)
- Own revenue, GBV, and margin targets for the live TPN flight partner portfolio; run the account plan, forecast, and quarterly business reviews for each strategic partner.
- Grow production within existing accounts — increase share of wallet, expand route and market coverage, improve look-to-book and conversion, and reduce look-to-book waste and booking failures.
- Diagnose partner performance with data: funnel and conversion analysis, pricing competitiveness versus the partner's other suppliers, content and ancillary attach, cancellation and refund behavior.
- Serve as the escalation and relationship owner for named partners, coordinating operational, technical, and settlement issues to resolution.
- Drive commercial hygiene: contract renewals, credit and payment terms, incentive and rebate structures, and disciplined margin management with Pricing and Finance.
Business Development (30%)
- Build and qualify a pipeline of new flight API demand partners across priority markets; lead pitch, commercial negotiation, and contracting through to first booking.
- Position TPN's flight API value proposition — content breadth, pricing, ancillaries, servicing, and reliability — against competing aggregators and consolidators.
- Own partner onboarding and integration in partnership with Product and Engineering, and ramp new accounts to target production.
Team & Cross-Functional Leadership
- Lead, coach, and develop a team of account managers; set targets, cadence, and performance standards.
- Translate partner demand into a prioritised product and API roadmap input; represent the sell side in supply, pricing, and platform decisions.
Job Requirements
- You have 8–12 years of experience in travel commercial roles, with a strong track record of growing and retaining large B2B accounts (quota or P&L ownership).
- You manage senior partner stakeholders and negotiate commercial agreements independently.
- You bring people management experience, or clear readiness to step into a first leadership role.
- You work directly with data to find and defend growth opportunities, backed by strong commercial acumen.\
Advantageous
- You have experience with API supply and B2B flight distribution — GDS, NDC, consolidators, aggregators, or OTA/TMC integrations.
- You have exposure to airfare pricing, yield, or margin management.
- You bring hands-on analytics capability (SQL, BI tools) and experience running funnel or conversion diagnostics.
- You are familiar with Southeast Asian e-commerce and super-app partnership models.
Join Us
If you have read this far and felt something click — the problem, the scale, the moment — we would like to hear from you.
We review every application. If your background is a strong fit, you will hear from us within 5 business days.
We are building the kind of company where strong people choose to stay because the work keeps getting bigger and better. If that is what you are looking for, apply.