シニア事業開発マネージャー（広告）Senior Business Development Manager, Advertising (Tokyo)

Expedia Group brands power global travel for everyone, everywhere. We design cutting-edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success.

Why Join Us?

To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and know that when one of us wins, we all win.

We provide a full benefits package, including exciting travel perks, generous time-off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees' passion for travel and ensure a rewarding career journey. We’re building a more open world. Join us.

Introduction to team :

Expedia Group Advertising (EGA) connects the world's leading travel advertisers to the most powerful first-party travel intent data in the industry. Our Travel Media Network reaches hundreds of millions of travellers across Expedia Group's portfolio of brands — delivering measurable outcomes for destination marketing organisations, airlines, hotels, and travel brands at every stage of the purchase funnel.

In Japan and the Asia-Pacific region, we are at an exciting growth inflection point. Inbound tourism to Japan is booming, with JNTO projecting visitor numbers to surpass pre-pandemic peaks, and regional DMOs are under increasing pressure to demonstrate ROI, justify budget allocations, and compete for international high-value travellers. This role exists to seize that moment.

In this role you will :

DMO & Destination Business

• Own and grow EGA's revenue from Japan's DMO ecosystem — including JNTO, prefectural DMOs, wide-area cooperation DMOs, and municipal tourism bodies — through new client acquisition and deepening of existing partnerships
• Navigate government procurement processes (formal tendering / nyusatsu) with confidence, including RFP responses, technical/commercial proposal preparation, and pre-tender stakeholder engagement in line with Japan's WTO Government Procurement Agreement rules
• Build trusted relationships across multiple levels of DMO organisations — from digital marketing and planning teams through to CMO and executive level — understanding that consensus (nemawashi/ringi) is part of every significant decision
• Develop partnership proposals that address the specific strategic challenges facing Japanese DMOs: inbound market share growth, overtourism redistribution to regional destinations, increasing per-capita spend, and demonstrating measurable ROI to government stakeholders and funding bodies
• Work in close partnership with advertising agencies (Dentsu, Hakuhodo, ADK, Tokyu Agency, and independent digital agencies) that hold or influence DMO media budgets, positioning EGA as the preferred travel media platform in agency planning

Airport Vertical

• Develop and grow EGA's commercial relationships with Japan's major airport operators and airport-affiliated advertisers, presenting Expedia Group's travel audience and data solutions as a premium fit for pre-travel and in-destination engagement
• Identify partnership opportunities across airport commercial and marketing teams, positioning EGA media products as extensions of the airport's own destination marketing efforts
• Collaborate with EGA's global airport vertical team to adapt global frameworks and case studies to the Japan market context

Commercial Execution & Internal Collaboration

• Build and manage a robust deal pipeline, leading negotiations with clients and agencies from initial prospecting through to signed agreements and campaign delivery
• Exceed quarterly and annual revenue targets while maintaining high standards of client satisfaction and campaign performance
• Collaborate cross-functionally with EGA's global and APAC teams — including creative partnerships, measurement, data/insights, and market management — to deliver 360-degree partnership solutions
• Represent EGA at industry events, DMO forums, tourism trade shows, and government stakeholder meetings — including JNTO-hosted events — establishing EGA's brand as the premier travel media partner for inbound Japan marketing
• Provide market intelligence and voice-of-customer insights to inform EGA's product and proposition development for the Japan and APAC markets

Experience and qualifications:

Non-Negotiable Requirements

• Native or near-native Japanese proficiency (written and spoken); professional English fluency required — all internal business is conducted in English
• Deep, hands-on knowledge of Japan's tourism and destination marketing ecosystem — you understand how JNTO, JTA, prefectural DMOs, and municipal kanko kyokai operate, how budgets are allocated, and how decisions are made
• Demonstrated experience working with or selling to Japanese government-linked organisations, including navigating formal procurement and tender processes
• 5+ years of B2B business development, media, or advertising sales experience — with a track record of closing complex, multi-stakeholder deals

Highly Preferred Experience

• Proven experience working within or alongside Japan's major advertising agency ecosystem (Dentsu, Hakuhodo, ADK, or similar) — either agency-side or as a media/platform seller managing sogo dairiten relationships
• Experience on the buy-side or strategy side of destination marketing — understanding how DMOs evaluate platforms, construct media plans, and justify ROI to government funding bodies
• Familiarity with digital advertising products: programmatic, sponsored content, audience targeting, travel intent data, and performance measurement
• Experience in the airport or aviation commercial sector is a meaningful advantage
• Track record of winning competitive tenders or RFP processes in a media, technology, or marketing services context
• Knowledge of Korea's tourism and marketing ecosystem is a plus (bilingual Japanese/Korean candidates strongly encouraged)

The Person We're Looking For

• You are a relationship builder by instinct — you invest in trust over time and understand that in Japan, the relationship comes before the transaction
• You are comfortable operating in ambiguity and navigating complex organisational dynamics, both internally and externally
• You bring commercial rigour: you can build a credible business case, construct a compelling proposal, and lead a negotiation to close
• You understand how Japanese government bodies think about accountability, reporting, and stakeholder alignment — and you can help clients structure their internal case for investing with EGA
• You are a confident communicator in both cultures — able to represent EGA with authority at a government ministerial briefing in Japanese and at a global leadership meeting in English
• You are willing to travel domestically and internationally as required by the role

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team through the Accommodation Request.

We are proud to be named as a Best Place to Work on Glassdoor in 2024 and be recognized for award-winning culture by organizations like Forbes, TIME, Disability:IN, and others.

Expedia Group's family of brands includes: Brand Expedia®, Hotels.com®, Expedia® Partner Solutions, Vrbo®, trivago®, Orbitz®, Travelocity®, Hotwire®, Wotif®, ebookers®, CheapTickets®, Expedia Group™ Media Solutions, Expedia Local Expert®, CarRentals.com™, and Expedia Cruises™. © 2024 Expedia, Inc. All rights reserved. Trademarks and logos are the property of their respective owners. CST: 2029030-50

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