Air Account Manager, APAC (Tokyo)

Expedia Group brands power global travel for everyone, everywhere. We design cutting-edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success.

Why Join Us?

To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and know that when one of us wins, we all win.

We provide a full benefits package, including exciting travel perks, generous time-off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees' passion for travel and ensure a rewarding career journey. We’re building a more open world. Join us.

We seek a driven and enthusiastic Account Manager to join our Air Partnerships Team, focused on nurturing and growing local relationships with our airline partners in Japan. You’ll also manage a select portfolio of regional accounts in a scalable, impactful way – primarily in Japan and Korea, with potential exposure across the broader APAC region.

In this role, you’ll blend strategy with collaboration, developing and executing initiatives that enhance our competitive edge and deliver value to Expedia Group’s broad traveller base and most valued partners. This will be through analysing performance to uncover growth opportunities and working cross-functionally to ensure seamless service delivery. You’ll also contribute to sharing insights and best practices across our global Air Partnerships team.

In this role you will

Develop and execute localised business strategies for air supply in Japan, in consultation with Senior Air Account Managers, to optimise each partner relationship to help position Expedia Group as the partner of choice

Build relationships with locally strategic airline partners, including key decision-makers. This includes being responsible for day-to-day interaction with your portfolio of partners, primarily based in Japan, including regular one-to-one meetings with select airline partners

Proactively source, secure, and operationalise more competitive content with strategic / key partners in the region and manage competitor analysis to ensure the competitiveness of air supply deals

Interpret data relative to the performance of products, services, and solutions against partners’ needs / expectations to ensure the airline partners recognise and receive value

Assist in creating opportunities (e.g., progress meetings, exploratory meetings) to strengthen the performance of our local airline partners’ accounts, including recommending products and insights that meet the partners’ needs

Work with your Regional Account counterparts to adopt scalable and impactful business rhythms to manage regional accounts at scale

Identify Expedia Group’s products, services, and solutions that will best benefit the airline partner and present the value proposition for a continued partnership. This will include utilising data, case studies, and our key value propositions, and may include working to develop these tools further

Learn the contract negotiation process and how to complete contractual arrangements, including partnering with Senior Air Account Managers and / or legal resources when needed

Acquire and maintain a working knowledge of financial data and standard commercial constructs to assist your understanding of the impact of your work

Collaborate with Senior Air Account Managers and Directors to deliver Strategic Account Plans and regular business reviews for select shared accounts. This includes providing valuable data and market insights and analysis for your region, initiative selection and assessment, and preparation and presentation of the plan

Demonstrate awareness of the policies, practices, trends, and market information (including competitors) that impact the organisation and our airline partners

Collaborate on business cases for change as directed by senior colleagues, as needed

Provide input into strategic business decisions to support business development, product improvement, innovation, and site enhancement efforts, including adding value through bringing your nuanced market information to build consensus

Represent Expedia Group at local travel industry-related events and functions, as required. Some travel domestically and internationally may be required, as well as ad hoc travel to collaborate with the broader Global Air Partnerships team

Experience and qualifications

Bachelor’s or Master’s in a related field; or equivalent related professional experience

2+ years of working experience

Proficiency in Japanese and English is essential for both oral and written communication; Korean and / or any additional languages are a plus

Effective communicator, with the ability to foster relationships with internal and external key stakeholders, including adapting style to diverse audiences

Proficient in understanding and applying sales skills and techniques, including portfolio management, identifying, pitching, and closing opportunities, and managing an array of accounts at scale

Strong analytical skills, with solid quality control and organisational abilities

Understands contractual terms and their application to business relationships

Ability to build and maintain thorough industry knowledge, including key market and economic factors impacting business performance and the competitive landscape, to assist in creating effective airline partner solutions

Excellent customer service and relationship-building ethic

Knowledge of the travel industry is desirable; exposure to or experience in the aviation industry is a plus

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team through the .

We are proud to be named as a Best Place to Work on Glassdoor in 2024 and be recognized for award-winning culture by organizations like Forbes, TIME, Disability : IN, and others.

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.