Associate Business Development Manager

Position Summary:

The main responsibility of this position is to develop HKDL-compliant WS in Shenzhen area, and complete coverage of the blank market. The development process needs to be selected and reported according to Disney WS standards.

At the same time, the person in charge of this position also needs to complete the annual business development task of the covered area, including the annual ticketing and the task of hotel room nights. In the process of target decomposition, it is necessary to divide according to the different key source markets, analyze the historical data, specify the annual indicators to achieve the plan, and achieve the annual indicators through the effective execution plan.

The person in charge needs to effectively manage the WS in the jurisdiction area, effectively reach the target customer group through the design of tourism products and the development of WS market resources and enhance the local popularity and reputation of the HKDL brand, so as to improve coverage and achieve annual targets.

This position is required to have good business skills: including WS management skills, sales skills and negotiation skills. At the same time, accelerate business development skills and enhance customer management capabilities.

Cooperate with the manager in Shenzhen to complete the China WS coverage plan and actively contribute to the overall business in Shenzhen.

Key Roles & Responsibilities:

1. Achieve or exceed admission and room-night targets by promoting HKDL products and events among the travel trade in the assigned catchment area. Complete market study reports with agreed quality and quantity. Create market presence in different trade channels, formulate business development initiatives which contribute to the bottom-line and review timely on the distribution efficiency of existing account portfolio.

2.   Allocate resources (i.e. co-op marketing budget, point-of-sales materials, and sales premiums) for each individual account under own trade portfolio with an objective to assure cost effectiveness and implement various marketing promotion activities, including but not limited to small salons, fam tours, mini roadshows, KOL inspection and so on.

3.   Develop new types of channel customers, such as banks, famous company accounts, MICE companies, points malls, study-tour organizations, and various other cross-industry cooperation customers, to promote the development of the business.

Business Expertise:

The job holder needs to have solid experience of travel trade operation, plus strong business acumen to identify potential area for business growth and hence prioritization on his/her job focuses.  He or she should possess a strong trade network in the responsible market regions to add value to both the team and company.  The candidate also needs to possess sound account management skills and also be able to exhibit a highly innovative business development mindset, to fuel continuous drive in securing new business development opportunities. The candidate needs to possess a high degree of sales savvy and strong negotiation skills, in order to facilitate and deliver complex business deals that maximize HKDL’s marketing exposure and commercial value gains.

Problem Solving: 

The position requires patience and outstanding negotiation skills to manage a portfolio of trade accounts across multiple market regions. It involves relatively high complexity in dealing with scarce resource allocation - balancing cost and benefit between the company and travel agents, motivating the trade in a sustainable manner with the ultimate goal of delivering results that in-line with the expectations.  This position is highly results-oriented as business result is expected to account for half of the overall performance appraisal’s grading, and hence the job holder should be able to work under enormous pressure.

Nature & Area of Impact:

The performance of the job holder has significant impact on both revenue (measured in admission and room-night) from his or her responsible market regions as well as relationship/reputation of the company, as he/she is required to regularly represent HKDL at trade related events, with frequent presentations and briefings to the trade industry.

Interactions / Interpersonal Skills: 

Externally, the job holder has frequent interaction with owners or key management of given trade accounts. Interpersonal skills of negotiation, relating and building rapport are of utmost importance. Internally, he/she has to work frequently with other cross functions including Distribution Marketing on trade promotional projects, Business Development on new product initiatives, Sales Services and Finance team on routine operational issues, TWDC offices on driving business from respective market region according to specific market needs.

Decision Making:

The job holder has sizable autonomy on all account management activities that fall into his/her market regions, such as the deployment of co-op advertisement budget, internal resources allocation, specific trade product or promotions launch, trade education arrangement, outstanding account settlements etc…

Special Skills:

Fluent in Cantonese & Mandarin is necessary to perform this job to communicate both external partners and members of travel trade in the Other China region. Regular Chinese domestic business travel is expected for this role.