Director, Market Management - Japan

At Expedia Group, we help travelers explore the world, one journey at a time. As a global travel company powered by passionate people, trusted partnerships, and leading technology, we connect travelers, partners, and advertisers through our consumer brands, B2B network, and travel advertising business.

Here, you'll do meaningful work that helps millions of people discover, book, and experience travel with more ease, confidence, and joy. Our five Behaviors-Traveler First, Think Big, Operate with Excellence, Ownership Mindset, and Succeed Together-help foster a supportive environment where people can grow their careers and have the flexibility, benefits, and support to do their best work. Join us and build for travelers everywhere.

Introduction to the team

Expedia Group B2B connects partners across the travel industry to our leading technology, supply, and services—helping them deliver seamless travel experiences to their customers. From airlines and hotels to financial institutions and other travel platforms, we power smarter, faster, and more impactful travel solutions through the most connected marketplace in the world.

As part of our business-to-business (B2B) division, the Hotel Market Partnerships team connects lodging partners to that same technology, supply, and services, so they can grow their business and deliver seamless experiences to travelers.

As Director, Hotel Market Partnerships for Japan, you will lead our largest lodging market in Asia Pacific (APAC), accountable for the commercial and people strategy across a ~50-person team. You will shape and execute the multi-year strategy for Japan while driving quarter-by-quarter performance, deepening C-level relationships with our hotel partners, and representing Japan within the wider APAC Hotel Supply leadership team. This is a highly visible opportunity to lead a high-performing, highly engaged team in a priority growth market, and to influence how Expedia Group wins with partners and travelers in Japan.

In this role, you will

• Own the multi-year business and organizational strategy for Japan and lead its day-to-day and quarter-by-quarter execution to beat ambitious commercial targets.

• Lead, coach, and develop a high-performing, engaged leader-of-leaders organization (Senior Area Managers and Area Managers), growing talent across Japan.

• Build and sustain senior relationships with C-suite executives (CxOs) of key hotel chains, industry influencers, and cross-functional leaders to expand Japan's market presence and help shape APAC strategy for Hotel Market Partnerships.

• Set clear objectives and key results (OKRs), manage business key performance indicators (KPIs), and translate strategy and market insights into clear priorities that create meaningful change and a passion-for-results culture across your team.

• Foster a culture of creative, data-driven problem solving, coaching teams to deliver world-class experiences for travelers and lodging partners while maintaining Japan's strong engagement levels.

• Partner closely with cross-functional stakeholders to improve site performance and traveler experience (including traffic, conversion, and destination content), and represent Expedia Group at senior-level industry events and conferences in Japan and across APAC.

Experience and qualifications

Required

• 10+ years of commercial, sales, or consulting leadership experience in Japan, including significant people management responsibility, and at least 3 years leading leaders of leaders in a fast-paced, evolving environment.

• Fluent business-level Japanese and proficient English communication skills, with a proven track record building and sustaining executive-level relationships with CxOs and senior stakeholders across multiple organizations and locations.

• Demonstrated success leading large, distributed teams to exceed ambitious targets while maintaining high engagement, including comfort working both collaboratively and autonomously across long-term strategy and weekly performance cadence.

• Experience developing B2B or supplier and partner businesses, ideally with exposure to lodging, hospitality, travel, technology, e-commerce, or consulting, and familiarity with hotel yield management concepts.

• Strong analytical and technical affinity: comfort using data, systems, and analytics to run the business, with an eye toward leveraging technology (including automation and artificial intelligence) to reduce low-value work and enable teams to focus on higher-value activities.

• Ownership mindset and systems thinking: accountability for Japan results while optimizing for Expedia Group's broader ecosystem, understanding how decisions in one part of the business impact others and acting for the success of the whole.

Preferred

• Experience in digital advertising, or an understanding of the B2B and wholesale hotel business.

Accommodation requests

Expedia Group is committed to providing an inclusive and accessible recruiting experience. If you need an accommodation or adjustment due to a disability during the application or recruiting process, please submit a request at https://expedia.service-now.com/askeg?id=job_accommodation.

About Expedia Group

Expedia Group includes three flagship consumer brands - Expedia, Hotels.com, and Vrbo - along with a leading B2B travel business and travel advertising offerings. Across our brands and business, we help travelers explore the world with confidence and ease.

Important notice

Employment opportunities and job offers at Expedia Group will always come from Expedia Group's Talent Acquisition and hiring teams. Never share sensitive personal information unless you are confident of the recipient. Expedia Group does not extend job offers via email or messaging tools to individuals with whom we have not made prior contact. Our email domain is @expediagroup.com. The official place to find and apply for roles is https://careers.expediagroup.com/jobs/.

Equal Opportunity Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, national origin, disability or age.