Business Development Manager – Travel Technology

Business Development Manager – Travel Technology

Location: Malaysia

Experience: 5–10+ Years

Industry: Travel Technology / Back-Office Systems / CRM

Role Overview

We are seeking a high-calibre senior sales professional from the travel industry to drive growth across Malaysia for our DMC Management System, Travel Back-Office System, BI & Mobile App, Booking Engine with Corporate Management Tool, and CRM.

This role requires a professional who aligns strongly with the company’s vision, growth objectives, and budget commitments, and who can sell the value of business transformation—not just software features or price.

This is a strategic, ownership-driven role suited for mature sales leaders with a deep understanding of the Malaysian market.

Key Responsibilities

Vision, Strategy & Budget Alignment

• Execute sales activities in full alignment with the company’s vision, mission, and long-term strategy.
• Own and deliver assigned revenue targets in line with approved budgets.
• Ensure disciplined forecasting, pipeline management, and weekly reporting to leadership.
• Contribute to annual and quarterly sales planning for the Malaysian market.

Revenue & Market Growth

• Own the end-to-end sales cycle: prospecting, discovery, demos, proposals, negotiations, and closures.
• Ensure timely monthly collections from customers, maintaining strong payment follow-up and revenue realization.
• Drive consistent achievement of revenue, pipeline, and conversion targets.
• Build a strong, realistic pipeline with high-quality opportunities.
• Identify and close upsell and cross-sell opportunities with existing customers.

Value-Based Selling (Critical Expectation)

Sell the value of business solutions, not discounts or features.

Clearly communicate business benefits such as:

• Financial visibility and control
• Operational efficiency
• Management decision support through BI & Mobile Apps

Position the product suite as a strategic business enabler for:

• Travel Agencies
• DMCs
• Tour Operators
• Corporate Travel Companies

Confidently present ROI and long-term value to senior decision-makers.

Customer & Relationship Management

Build trusted relationships with:

• Travel Agency Owners
• CEOs, Directors, and Senior Management
• DMCs and Tour Operators
• Corporate Travel Management Companies

Conduct consultative discussions focused on business challenges and growth opportunities.

Maintain long-term strategic relationships beyond deal closure.

Product & Industry Expertise

Demonstrate strong working knowledge of:

• Travel back-office and accounting workflows
• BI and MIS reporting systems
• Mobile management dashboards
• CRM and DMC operational systems

Handle competitive positioning and objections confidently within the Southeast Asian travel technology landscape.

Strategic & Market Responsibilities

Represent the company in:

• Travel industry events and exhibitions
• Partner and association engagements
• Strategic customer meetings

Provide structured market intelligence and competitive feedback to leadership.

Work closely with Pre-Sales, Product, Implementation, and Support teams to ensure successful solution delivery.

Mandatory Experience & Background

• 5+ years of proven sales experience in the travel industry.
• Experience selling travel technology solutions such as:

Travel Back-Office Systems

Travel ERP / Accounting Platforms

CRM Solutions

BI / Analytics Systems

GDS-related travel technology

• Strong understanding of travel agency operations and financial workflows.
• Proven ability to sell to owners, CEOs, and senior decision-makers.
• Track record of meeting or exceeding sales targets within budget discipline.
• Strong knowledge of the Malaysian market with established industry connections.

Skills & Competencies (High Bar)

• Strong business communication and negotiation skills
• Ability to clearly articulate value, ROI, and long-term benefits
• Strategic thinking with disciplined execution
• High ownership, accountability, and integrity
• Ability to work independently in high-growth markets
• Strong CRM usage and sales reporting discipline

What Success Looks Like

• Revenue delivered in line with budget and forecasts
• Strong pipeline quality and predictable sales conversion
• Customers buying based on value and business outcomes
• Alignment with company vision and long-term growth strategy
• Strong credibility and reputation in the Southeast Asian travel industry

Executive One-Line JD Summary

Senior travel technology sales leader aligned with company vision and revenue targets, possessing strong travel ERP, GDS/B2B, and back-office expertise, capable of value-based selling and driving sustainable growth across Malaysia, Singapore, and Indonesia.