Regional Director

About the Opportunity

Role: Regional Manager

Level: Associate Director/ Director

Reporting To: Vice President - Independent Domestic Hotel Supply

Location: Mumbai

About the Function

The Hotels business at MakeMyTrip is one of the largest and fastest-growing verticals within the organization, driving exceptional travel experiences for millions of customers every year. With a strong focus on customer delight, technology-led innovation, and deep partnerships, the Hotels team curates and manages an extensive portfolio of domestic and international stays across leisure and business destinations. The function works closely with supply partners, revenue management, marketing, product, and operations teams to ensure the right balance of availability, pricing, and quality delivering unmatched value to travelers while strengthening partner relationships.

Within this, The Independent Hotels team, part of the Domestic Hotel Supply function, is responsible for managing the supply of independent hotels across India. The team oversees a network of more than 70,000 contracted hotels on our platform.

About the Role

As the Regional Manager – Maharashtra, Hotel Supply, you will be responsible for driving business growth, developing strategic partnerships, and ensuring an optimal mix of inventory and pricing in your region. You will lead a team of Zonal and Business Development Managers, working closely with cross-functional teams to optimize hotel acquisition, partner engagement, and revenue performance.

What will you be doing

1. Revenue Growth & Market Expansion

• Develop and execute a strategic roadmap to grow the market share, revenue, and profitability.
• Monitor key performance indicators (KPIs) such as YoY Room Night Growth, Market Share Growth, ADR (Average Daily Rate), and Segment & City Growth to drive performance.
• Identify demand-supply gaps in existing cities and spearhead expansion into new locations.
• Leverage data-driven insights to optimize pricing, availability, and promotions for partner hotels.

2. Hotel Partner Acquisition & Engagement

• Lead efforts to expand the hotel portfolio by acquiring new partners and onboarding properties across diverse segments (budget, premium, and luxury hotels).
• Strengthen relationships with key hotel chains, independent hotels, and local hospitality groups to build long-term partnerships.
• Work closely with partners to implement dynamic pricing strategies, inventory management best practices, and marketing initiatives to maximize bookings.
• Conduct quarterly and annual business reviews with key hotel partners to drive engagement and growth.

3. Negotiation & Contracting

• Own end-to-end negotiations with hotel partners on commissions, pricing models, and contract terms to ensure win-win agreements.
• Optimize the regional supply mix by ensuring strong representation in key markets while maintaining profitability.
• Work closely with the legal and finance teams to ensure contract compliance and timely payments.

4. Data-Driven Business Strategy

• Analyze competitor trends, market conditions, and internal performance data to optimize regional business strategy.
• Utilize customer booking behavior insights to shape promotional campaigns and content strategies for hotel listings.
• Generate weekly and monthly business reports to track progress and course-correct when necessary.

5. Team Leadership & Development

• Lead, mentor, and drive a team of Zonal Managers and Business Development Managers to achieve ambitious supply targets.
• Set clear KRAs and performance benchmarks, ensuring continuous coaching and training to enhance team capabilities.
• Drive a high-performance culture by fostering collaboration, innovation, and accountability within the team.

6. Cross-Functional Collaboration

• Work closely with Tech, Product, and Marketing teams to enhance platform visibility and drive higher conversions for hotel listings.
• Collaborate with the Customer Experience team to ensure a seamless experience for travelers booking partner hotels.
• Partner with the Payments and Finance teams to optimize partner payout processes and financial reconciliations.

7. Travel & Market Intelligence

• Conduct frequent market visits and partner roadshows to engage directly with hoteliers and understand ground realities.
• Stay ahead of industry trends, competitive movements, and regional travel seasonality to anticipate and capitalize on market shifts.

Qualification & Experience

• An MBA from a reputed institute with 12 to 14 years of experience in new business acquisition, account management, and partner support, demonstrates a profound understanding and ability to nurture business relationships.

Key Success Factors for the Role

• A mindset that constantly focuses on Return on Investment.
• Strong communication, negotiation, and influencing skills, along with excellent interpersonal and stakeholder management abilities.
• High energy, a team player with a great attitude.
• Proficiency in MS Excel and MS PowerPoint is essential.