Regional Director

About the Opportunity

Role: Regional Director

Level: Associate Director

Reporting To: Senior Vice President - Independent Domestic Hotel Supply

Location: Mumbai

About the Function

The Independent Hotels team is part of the Domestic Hotel Supply Function and this team manages supply from independent hotels based across India and has more than 70000+ hotels contracted on our platforms.

About the Role

As a Regional Manager, you will architect the future of hotel supply in your region, redefining how premium independent hotels and emerging chains connect with today's travelers. This strategic leadership role sits at the intersection of commercial excellence and long-term growth, overseeing a dynamic portfolio that generates over INR 1,000 Cr in annual bookings.

You will be responsible for driving commercial performance across a diverse ecosystem of hospitality partners, ensuring the right mix of inventory, pricing, and sustained partner engagement. Leading a team of Zonal Managers and Business Development Managers, you will shape regional strategy, foster strong relationships with partners, and enable their ongoing success through data-backed insights and thoughtful collaboration.

The role demands cross-functional coordination, operational rigour, and a sharp understanding of local market dynamics, allowing you to influence industry trends and position our portfolio as the benchmark for the next generation of hospitality experiences. This is a high-impact opportunity to build long-term value across the travel ecosystem while playing a critical role in our expansion journey.

What will you be doing:

This is a three-dimensional business leadership role that blends strategic planning, relationship management, and people leadership into one high-impact mandate:

1. Strategic Relationship & Growth Driver:

Responsible for driving sustainable, data-led, and profitable growth across a high-value portfolio of premium and super-premium hotels.

• Define revenue goals and implement account-specific growth strategies aligned with MakeMyTrip's broader objectives.
• Ensure year-round inventory availability and price competitiveness through sharp pricing and merchandising decisions.
• Monitor performance using dashboards, reports, and reviews with senior stakeholders to identify growth levers and close business gaps.
• Collaborate cross-functionally with internal teams to translate plans into seamless, on-ground execution.

2. Portfolio & Relationship Management:

Engage with key stakeholders across the hospitality ecosystem to co-create long-term growth plans and ensure partner success.

• Build and deepen relationships with hotel owners, CXOs, and senior decision-makers across both heritage-rich brands and emerging regional chains.
• Serve as a trusted advisor by providing insights, conducting regular business reviews, and enabling high-impact partner engagements such as trainings, workshops, and market visits.

3. People Leader & Team Shaper:

Lead and develop a high-performing team of 14 Key Account Managers and Team Leads.

• Guide, mentor, and upskill the team to evolve into strategic thinkers and business owners.
• Align the team on business goals, drive execution excellence, and foster a culture of ownership and continuous development.

The impact you'll drive:

• High-Impact Portfolio: Manage a portfolio of 650+ premium and super-premium hotels across India, forming the backbone of MakeMyTrip's quality supply strategy.
• Commercial Leadership at Scale: Own INR 3+ Cr in daily bookings with full accountability for long-term growth, profitability, and P&L outcomes.
• CXO-Level Influence: Build strategic relationships with both promoter-led and professionally managed hotel chains across multi-property, multi-region footprints—driving alignment at the highest level.
• Market Shaping Presence: Represent MakeMyTrip in key hospitality circles, influencing market trends, shaping partner perception, and elevating our brand position in a competitive landscape.
• Business with Purpose: Deliver real, measurable value by creating sustainable, win-win commercial models—not through heavy discounting, but through strategic levers that benefit both partners and the platform.

Qualification & Experience:

• An MBA from a reputed institute, with 10–14 years of experience in key account management, Enterprise Sales, strategic partnerships or managing high revenue or net worth accounts.
• Proven track record of leading high-performing teams with a sharp execution focus.
• Strong commercial acumen, mature negotiation skills, and a consultative approach to driving value.
• Ability to navigate ambiguity, manage cross-functional stakeholders, and make data-driven decisions.
• Prior experience in hospitality, e-commerce, or platform-led businesses is a plus.

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.