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シニア事業開発マネージャー（広告）Senior Business Development Manager, Advertising (Tokyo)
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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 team :
Expedia Group Advertising (EGA) connects the world's leading travel advertisers to the most powerful first-party travel intent data in the industry. Our Travel Media Network reaches hundreds of millions of travellers across Expedia Group's portfolio of brands — delivering measurable outcomes for destination marketing organisations, airlines, hotels, and travel brands at every stage of the purchase funnel.
In Japan and the Asia-Pacific region, we are at an exciting growth inflection point. Inbound tourism to Japan is booming, with JNTO projecting visitor numbers to surpass pre-pandemic peaks, and regional DMOs are under increasing pressure to demonstrate ROI, justify budget allocations, and compete for international high-value travellers. This role exists to seize that moment.
In this role you will :
DMO & Destination Business
- Own and grow EGA's revenue from Japan's DMO ecosystem — including JNTO, prefectural DMOs, wide-area cooperation DMOs, and municipal tourism bodies — through new client acquisition and deepening of existing partnerships
- Navigate government procurement processes (formal tendering / nyusatsu) with confidence, including RFP responses, technical/commercial proposal preparation, and pre-tender stakeholder engagement in line with Japan's WTO Government Procurement Agreement rules
- Build trusted relationships across multiple levels of DMO organisations — from digital marketing and planning teams through to CMO and executive level — understanding that consensus (nemawashi/ringi) is part of every significant decision
- Develop partnership proposals that address the specific strategic challenges facing Japanese DMOs: inbound market share growth, overtourism redistribution to regional destinations, increasing per-capita spend, and demonstrating measurable ROI to government stakeholders and funding bodies
- Work in close partnership with advertising agencies (Dentsu, Hakuhodo, ADK, Tokyu Agency, and independent digital agencies) that hold or influence DMO media budgets, positioning EGA as the preferred travel media platform in agency planning
Airport Vertical
- Develop and grow EGA's commercial relationships with Japan's major airport operators and airport-affiliated advertisers, presenting Expedia Group's travel audience and data solutions as a premium fit for pre-travel and in-destination engagement
- Identify partnership opportunities across airport commercial and marketing teams, positioning EGA media products as extensions of the airport's own destination marketing efforts
- Collaborate with EGA's global airport vertical team to adapt global frameworks and case studies to the Japan market context
Commercial Execution & Internal Collaboration
- Build and manage a robust deal pipeline, leading negotiations with clients and agencies from initial prospecting through to signed agreements and campaign delivery
- Exceed quarterly and annual revenue targets while maintaining high standards of client satisfaction and campaign performance
- Collaborate cross-functionally with EGA's global and APAC teams — including creative partnerships, measurement, data/insights, and market management — to deliver 360-degree partnership solutions
- Represent EGA at industry events, DMO forums, tourism trade shows, and government stakeholder meetings — including JNTO-hosted events — establishing EGA's brand as the premier travel media partner for inbound Japan marketing
- Provide market intelligence and voice-of-customer insights to inform EGA's product and proposition development for the Japan and APAC markets
Experience and qualifications:
Non-Negotiable Requirements
- Native or near-native Japanese proficiency (written and spoken); professional English fluency required — all internal business is conducted in English
- Deep, hands-on knowledge of Japan's tourism and destination marketing ecosystem — you understand how JNTO, JTA, prefectural DMOs, and municipal kanko kyokai operate, how budgets are allocated, and how decisions are made
- Demonstrated experience working with or selling to Japanese government-linked organisations, including navigating formal procurement and tender processes
- 5+ years of B2B business development, media, or advertising sales experience — with a track record of closing complex, multi-stakeholder deals
Highly Preferred Experience
- Proven experience working within or alongside Japan's major advertising agency ecosystem (Dentsu, Hakuhodo, ADK, or similar) — either agency-side or as a media/platform seller managing sogo dairiten relationships
- Experience on the buy-side or strategy side of destination marketing — understanding how DMOs evaluate platforms, construct media plans, and justify ROI to government funding bodies
- Familiarity with digital advertising products: programmatic, sponsored content, audience targeting, travel intent data, and performance measurement
- Experience in the airport or aviation commercial sector is a meaningful advantage
- Track record of winning competitive tenders or RFP processes in a media, technology, or marketing services context
- Knowledge of Korea's tourism and marketing ecosystem is a plus (bilingual Japanese/Korean candidates strongly encouraged)
The Person We're Looking For
- You are a relationship builder by instinct — you invest in trust over time and understand that in Japan, the relationship comes before the transaction
- You are comfortable operating in ambiguity and navigating complex organisational dynamics, both internally and externally
- You bring commercial rigour: you can build a credible business case, construct a compelling proposal, and lead a negotiation to close
- You understand how Japanese government bodies think about accountability, reporting, and stakeholder alignment — and you can help clients structure their internal case for investing with EGA
- You are a confident communicator in both cultures — able to represent EGA with authority at a government ministerial briefing in Japanese and at a global leadership meeting in English
- You are willing to travel domestically and internationally as required by the role
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.
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