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Area Market Manager - Japan



Sales & Business Development
Tokyo, Japan
Posted on Saturday, May 11, 2024
About the job
Hopper is expanding to Japan as we continue to expand our APAC business. . As Area Manager of Japan, you will be responsible for building from zero and growing the market. You will also be leading a Market Management team, to achieve acquisition and revenue goals.
You will utilize both deep industry knowledge and connections in Japan to build the first relationships with hotels in the local market.
The position demands leveraging your proven track record of exceptional sales and negotiation skills, along with adept problem-solving abilities. Precision in analytics is essential. You will serve as a leader capable of recruiting and cultivating a driven, high-performing team. You must be a hands-on, player-manager, adept at balancing your time between nurturing and mentoring your team while also engaging directly in market activities and forging partnerships.
To succeed at Hopper you must have a passion for travel and hospitality, love to shop and buy products on your phone, and prefer a start-up culture to big company bureaucracy. You should be stimulated by growing and empowering your team and enjoy being in the field managing and developing ongoing relationships. You should also be ambitious about your career and eager to take on expanded responsibilities as Hopper grows.

What would your day-to-day look like:

  • Build the Direct Contracting strategy for Japan, and set up the Market management team
  • Own a set of revenue goals related to Hopper’s direct hotel business
  • Effectively manage and evaluate sales performance, and mentor the Market Management team to help them achieve their revenue goals through the negotiation of competitive inventory and rates and best commercials.
  • Help the team negotiate complex deals that optimize Hopper’s direct Hotel supply and revenue opportunity
  • Build account engagement plans with the Market Management team to help win strategic hotel partnerships
  • Manage a small number of key accounts in designated area
  • Represent Hopper in the local market, build Hopper’s company profile with key local influencers (e.g. tourism bureau, hotel association, etc.) and provide expertise to the local industry
  • Develop and own relationships with key decision makers at hotels, technology partners and other relevant partners
  • Work with Product & Connectivity team to set up the foundation to enable direct contracting in the market
  • Internally communicate direct hotel supply needs that support sales priorities and ultimately deliver value to the Hopper customer
  • Educate Hopper colleagues on market dynamics and specific needs/requests from your portfolio

An ideal candidate has:

  • 8+ years of relevant experience in the Hospitality industry, with 5+ years managing hotel contracting teams in Japan
  • Strong knowledge and experience in Japanese hospitality industry
  • Capacity to meet multiple objectives in an entrepreneurial and fast-paced environment with minimal guidance
  • Outstanding verbal and written communication skills
  • Ability to craft and deliver compelling and data driven presentations
  • A structured, process driven approach to sales and the ability to impart such process on the sales team
  • Excellent prioritization and time management skills with the ability to distinguish urgent from important work
  • Demonstrated leadership skills with the ability to inspire and motivate a diverse, field-based team
  • An innovative and detail-oriented approach to problem-solving
  • No ego. Strong focus on doing what is right for the customer and the company

Perks and benefits of working with us:

  • Well-funded and proven startup with large ambitions, competitive salary
  • Quarterly performance bonus
  • Hopper provides a monthly allowance* of ¥ 46,000 JPY for our employees in Japan to help reduce costs related to EHI premiums and out of pocket medical expenses.
  • Please ask us about our very generous parental leave, much above industry standards!
  • Unlimited PTO
  • Work-from-home stipend
  • Hopper employees have access to utilize flexdesk all access pass for locations in the world - and we will reimburse you up to ¥ 50,000 per month for commuting expenses related co-working or on-site client obligations.
  • Carrot Cash travel stipend
  • Hopper provides a cash benefit of 1 month salary for each year of service completed, for employees to put towards retirement.
  • An entrepreneurial culture where pushing limits and taking risks is everyday business
  • Open communication with management and company leadership
  • Small, dynamic teams = massive impact
More about Hopper
At Hopper, we are on a mission to become the leading travel platform globally – powering Hopper’s mobile app, website and our B2B business, HTS (Hopper Technology Solutions). By leveraging massive amounts of data and advanced machine learning algorithms, Hopper combines its world-class travel agency offering with proprietary fintech products to bring transparency, flexibility and savings to travelers globally. We have developed several unique fintech solutions that address everything from pricing volatility to trip disruptions – helping people travel better and save more on their trips.
The Hopper platform serves hundreds of millions of travelers globally and continues to capture market share around the world. Ranked the third largest online travel agency in North America, the Hopper app has been downloaded over 120 million times and has become largely popular among younger travelers – with 70% of its users being Gen Z and millennials.
While everyone knows us as the Gen Z and Millennial travel app, Hopper has evolved to become much more than that. In recent years, we’ve grown into a global travel agency and travel fintech provider that powers some of the world’s largest brands.
Through HTS, our B2B division, the company supercharges its partners’ direct channels by integrating our fintech products on their sites or powering end-to-end travel portals. Today, our partners include leading travel brands like Capital One, Nubank, Air Canada and many more.
Here are just a few stats that demonstrate the company’s recent growth:
Hopper sells billion worth of travel and travel fintech every year. In 2023, over 1.3 billion trips were planned through the Hopper app and our HTS partnerships.
Our fintech products – including Price Freeze, Flexibility for Any Reason and Flight Disruption Assistance – have exceptionally strong CSAT because the terms are always clear, and customers receive instant, no-questions-asked resolutions.
Almost 30% of our app customers purchase at least one fintech product when making a booking; and consumers are 1.6x more likely to repurchase if they add fintech to their booking vs if they booked just travel.
Given the success of its fintech products, Hopper launched a B2B initiative, HTS (Hopper Technology Solutions), which represents more than 50% of the business.
Through HTS, any travel provider (airlines, hotels, banks, travel agencies, etc.) can integrate and seamlessly distribute Hopper’s fintech or travel inventory on their direct channels. As its first HTS partnership, the company partnered with Capital One to co-develop Capital One Travel, a new travel portal designed specifically for cardholders. Other HTS partners include Air Canada, Uber, CommBank, Nubank, Flair Airlines with many more in the pipeline.
Featured in Apple’s Best of the App Store list of Essential Travel Apps in 2023 and recognized by the likes of Fast Company’s Most Innovative Companies, Hopper has been downloaded over 120 million times and continues to have millions of new installs each month. Hopper is now the #3 largest online travel agency in North America and 70% of our app customers are Gen-Z and millennials travelers.
Hopper has raised over $750 million USD of private capital and is backed by some of the largest institutional investors and banks in the world. Hopper is primed to continue its acceleration as the world’s fastest-growing mobile-first travel marketplace.
Come take off with us!