Job Summary

• The BDE handles acquisition and growth of B2B accounts. Success is measured by monthly GBV from new wins, which include both corporate and affiliate deals. Other indicators of success are protected margins, reliable forecasting, fast sales cycles, debt recovery and a premium client experience.

Key Responsibilities

Client Acquisition

• Build and develop a named list in priority sectors such as banking & finance, telecoms, FMCG, tech, energy, and professional services, along with targeted affiliate profiles.
• Conduct outreach based on insights, lead discovery, create customized proposals, affiliate offers, and manage client onboarding until approval and the first booking.
• Upsell other travel products to secured corporate accounts and increase affiliate productivity through enablement, promotions, and co-marketing.

Client Management

• Manage onboarding checklists, KYC/compliance, and wallet/commission setup with Finance (if needed).
• Provide clients with rate sheets, product updates, fare finds, and host periodic engagement calls/events.
• Monitor activation and productivity of clients: first-sale time, GBV per client, and reactivation of dormant clients.

Pipeline Quality, Forecasting & Conversion

• Keep a clean, stage-validated pipeline with exit criteria in HubSpot. Use win rate and pipeline coverage for forecasting.
• Track proposal-to-close for corporate and quote-to-booking for affiliates. Conduct regular follow-ups.
• Submit weekly updates on the pipeline and a monthly report that includes wins, losses, lessons, and actions.

Revenue, Margin & Commercial Discipline

• Meet monthly GBV targets from new clients. Protect the average booking margin (average 7%).
• Work across departments to create customize commercial offers, including pricing, bundles, and extras. Work with management on concessions when needed.
• Ensure timely debt recovery is done for all client accounts, maintaining healthy cash flow and minimizing outstanding receivables

Client/Partner Experience & SLAs

• Meet response SLAs: inbound reply within 24 hours; proposal or quote within 48 hours after discovery; post-meeting summary within 3 hours.
• Set clear next steps and decision dates, and communicate actively about risks or blockers.
• Collect feedback and quickly report fulfillment issues to management.

Learning & Enablement

• Keep studying airline fares, visa rules, travel policy, expense control, and travel risk.
• Observe senior calls and complete one small project each month, such as a case study, outreach angle, or playbook update.

Interfaces & Collaboration

• Work closely with Operations to ensure quotes, ticketing, and post-sale service meet SLAs.
• Collaborate with Pricing and Finance on margins, commissions, and commercial approvals.