Zonal Manager

About the Opportunity

Role : Zonal Manager

Level : Manager

Reporting To : Regional Director

Location : Gurgaon

About the Function :

The Hotels business at MakeMyTrip is one of the largest and fastest-growing verticals within the organization, driving exceptional travel experiences for millions of customers every year. With a strong focus on customer delight, technology-led innovation, and deep partnerships, the Hotels team curates and manages an extensive portfolio of domestic and international stays across leisure and business destinations. The function works closely with supply partners, revenue management, marketing, product, and operations teams to ensure the right balance of availability, pricing, and quality delivering unmatched value to travelers while strengthening partner relationships.

Within this, The International Hotel Supply team expertly manages the supply portfolio of over 17,000 prestigious hotels across the globe , covering iconic travel destinations such as the UAE, Maldives, Sri Lanka, Bali, Thailand, Malaysia, Vietnam, Europe , and many others. This team is responsible for building, nurturing, and optimizing relationships with global hotel partners to ensure competitive pricing, seamless inventory integration, and differentiated experiences for our customers.

About the Role :

1. Strategic Planning, Relationship and Account Management

Build and nurture partnerships with C-level executives and key decision-makers across international hotel chains and independent properties to strengthen engagement and drive business growth.

Define revenue goals, market-entry plans, and account-specific strategies tailored to diverse international markets.

Collaborate with global portfolio partners to review performance metrics, share insights, and provide data-backed recommendations aligned with business priorities.

Represent the organization in global markets through reviews, in-person meetings, and strategic discussions to expand the hotel portfolio.

Partner with internal teams such as Revenue, Product, Marketing, and Supply to ensure seamless execution and alignment with international business objectives.

2. Portfolio Management and Growth Enablement

Review monthly production and market performance reports across international territories to identify growth opportunities and guide improvement actions.

Develop and share analytical reports and market insights to strengthen business performance and portfolio competitiveness.

Ensure optimal inventory availability, rate competitiveness, and consistent performance across premium and super-premium hotel categories.

Apply data-driven decision-making to evaluate account plans, track benchmarks, and proactively address portfolio challenges.

Negotiate and close high-value partnerships and exclusive deals to maintain a strong competitive position in international markets.

3. Team Leadership and Capability Development

Lead and mentor a diverse team across geographies to achieve business objectives, KRAs, and international growth targets.

Support the team in onboarding new hotel partners, managing relationships across regions, and ensuring a consistent partner experience.

Drive initiatives such as promotions, rate optimization, and seasonal campaigns to enhance partner ROI and market share.

Provide continuous feedback, coaching, and development opportunities to strengthen team capability and international market expertise.

Be open to extensive travel across assigned markets to conduct business reviews, meet partners, and ensure strong on-ground visibility and execution.

Qualification & Experience :

Master’s degree from a reputed institute with 7–10 years of experience , preferably in leadership roles across Key Account Management or B2B Sales , managing high-revenue or high-value accounts.

Background in E-Commerce, FMCG / Consumer Durables, Travel & Tourism , or the Luxury Hotels segment is preferred.

Proven experience in handling multiple partner accounts, driving revenue growth, and managing large-scale client relationships.

Strong business acumen, negotiation, and stakeholder management skills with the ability to influence at senior levels.

Analytical mindset with the ability to interpret data, identify market opportunities, and translate insights into actionable strategies.

Self-driven and result-oriented professional with excellent communication, collaboration, and team leadership abilities.

Key Success Factors for the Role :

Building and nurturing strong, long-term relationships with partners.

Driving measurable revenue growth through new and existing partnerships.

Collaborating effectively across business, product, and technology teams.

Adapting quickly to market trends and competitive dynamics to stay ahead.