Business Development Manager (Tickets & Tours - Distribution)

Business Development Manager (Tickets & Tours - Distribution)

Job ID: 6696 | Location: Paris, London, Frankfurt, Berlin | Posted:

About the Role

The Business Development Manager – Distribution will be responsible for expanding and optimizing 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, platform partners) to drive supply visibility, transaction growth, and revenue performance across global markets.

Key Responsibilities

• 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.
• 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 optimization initiatives.
• Monitor partner KPIs, analyze performance data, and implement action plans to improve conversion, booking volume, and revenue.
• Collaborate with internal teams (Supply, Operations) 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 localization and market expansion of A&T products across key source (Global) and destination markets (Europe).
• 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.

Qualifications

• 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.
• Experience working with channel managers or travel technology platforms.
• 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 organization.
• Fluent in English; additional languages are a plus.

Skills & Attributes

• 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.