Trip.com Group
Business Development Manager, Distribution (Attraction & Tours)
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About Us
Founded in 1999 and listed on NASDAQ in 2003 and HKEX in 2021, Trip.com Group is a leading global travel service provider comprising of Trip.com, Ctrip, Skyscanner, and Qunar.
Across its platforms, Trip.com Group integrates travel resources from industry partners and helps travellers worldwide pursue the perfect trip with exceptional travel products and services.
We have four Customer Service Centres for Trip.com established in Japan, Korea, the UK, and the Philippines, providing 24/7 customer service in 19 different languages.
We have more than 30,000 employees scattered across 30 countries in Asia, Europe, the Americas, and Oceania, striving to expand our global markets and aiming to be the world’s leading and most trusted family of online travel brands that aspire to deliver the perfect trip at the best price for every traveller.
The Role
The Business Development Manager, Distribution will be responsible for expanding and optimising the distribution network for Trip.com’s Attractions, Tours & Activities business. This role focuses on acquiring, managing, and growing partnerships with distribution partners (OTAs, affiliates, resellers, travel agencies, and platform partners) to drive supply visibility, transaction growth, and revenue performance across global markets. Open to location in Paris, London, Frankfurt, and Berlin.
In this Role, you will do the following:
Distribution Partnership Development
- Identify, onboard, and manage strategic distribution partners, including OTAs, affiliates, travel agencies, Meta, and other B2B channels.
- Develop scalable distribution strategies to increase exposure and sales of Attractions, Tours & Activities products across multiple markets.
- Negotiate commercial terms, commission structures, and partnership agreements to ensure mutual growth and profitability.
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Account Management & Growth
- Serve as the primary point of contact for assigned distribution partners, ensuring strong relationships and long-term collaboration.
- Drive partner performance through joint business planning, promotions, and product optimisation initiatives.
- Monitor partner KPIs, analyse performance data, and implement action plans to improve conversion, booking volume, and revenue.
Market & Product Strategy
- Collaborate with internal teams (Supply, Operations team) to align distribution strategies with overall business objectives.
- Provide market insights on competitive landscape, pricing trends, and customer behavior to inform product and distribution decisions.
- Support the localisation and market expansion of A&T, products across key source (Global) and destination markets (Europe).
Operational Excellence
- Ensure smooth onboarding, API or system integration, and operational readiness of distribution partners.
- Resolve partner-related issues efficiently, including content accuracy, inventory availability, pricing discrepancies, and operational escalations.
What you'll Need to Succeed
- 3–7 years of experience in Business Development, Partnerships, or Distribution, preferably within OTA, travel tech, tourism, or e-commerce industries.
- Solid understanding of Attractions, Tours & Activities, distribution models, or B2B/B2B2C partnerships is highly preferred.
- Experience working with channel managers or travel technology platforms is a strong advantage.
- Strong commercial acumen with proven negotiation and deal-closing capabilities.
- Excellent analytical skills with the ability to interpret data and drive business decisions.
- Strong communication and stakeholder management skills, both internally and externally.
- Ability to work independently in a fast-paced, cross-cultural, and matrixed organisation.
- Fluent in English; additional languages are a plus, depending on market coverage.
- Results-driven, proactive, and highly motivated with an entrepreneurial mindset.
- Comfortable with ambiguity and capable of managing multiple priorities simultaneously.
- Adaptable in multicultural and fast-paced environments.
- Passion for travel, experiences, and building scalable global partnerships.
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Why Trip.com Group
We offer a stage to unleash your full potential and drive global impact. As an international team, we embrace an open and inclusive culture that supports and respects team members in and out of the workplace. Everyone is on a trip, whether it's a career trip or a life trip. At Trip.com Group, you can define your own trip by setting a goal and celebrate your success by recognizing the progress you have made.
What’s more?
- Our rapid business growth in global offers abundant career opportunities at various levels and in multiple functions.
- Internal transfer is encouraged, and global job rotation program enables you to pursue a global career path and make global impact.
- We provide learning opportunities to further your career in areas of leadership capability, soft skill, and professional expertise.
- We encourage flexible work arrangement.
- Have fun with company-sponsored greetings and activities at holidays, birthdays, and colorful team events.
Click the link to learn more about What makes Trip.com Group a leading global travel service provider?
Click the link to learn more about This is a Trip Where Both Your Career and Life Can Flourish!
Find out more job opportunities at https://careers.trip.com
Have a good trip, and see you soon!
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