Regional Director

About the Opportunity

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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 International Hotel Supply team expertly manages the supply portfolio of over 17,000 prestigious hotels across the globe, covering iconic travel destinations such as the UAE, Maldives, Sri Lanka, Bali, Thailand, Malaysia, Vietnam, Europe, and many others. This team is responsible for building, nurturing, and optimizing relationships with global hotel partners to ensure competitive pricing, seamless inventory integration, and differentiated experiences for our customers.

About the Role:

As the Regional Director International Hotels, you will spearhead MakeMyTrip's international hotel business across the United States, Europe, and the GCC (excluding UAE). This role is pivotal in driving regional growth, shaping market strategy, and strengthening partnerships across a diverse portfolio of hotels. The incumbent will be responsible for overseeing business performance, profitability, and partner success, while ensuring strategic alignment with the organization's global objectives. The role demands a strong blend of commercial acumen, relationship management, and market intelligence to scale MakeMyTrip's presence and influence in these key international markets.

What will you be doing:

This is a regional business leadership role that combines strategic planning, commercial growth, stakeholder relationship management, and people leadership across diverse international markets. The role drives business outcomes across the US, EU, and GCC regions (excluding UAE).

1. Regional Strategy and Growth Leadership

• Define and execute the regional growth roadmap to drive market share, revenue, and profitability across international hotel portfolios.
• Establish region-specific goals and strategies aligned with global priorities to ensure consistent delivery of business objectives.
• Oversee annual business planning, financial forecasting, and performance management for all zonal clusters within the region.
• Monitor key business metrics such as year-over-year growth, ADR, and segment performance to identify growth levers and corrective actions.
• Maintain year-round inventory depth and price competitiveness through data-backed pricing and distribution decisions.

2. Portfolio Expansion and Partner Relationship Management

• Lead regional efforts to expand the international hotel network by identifying and onboarding high-value partners across premium and super-premium segments.
• Oversee the regional partner acquisition and onboarding strategy to ensure seamless integration of new hotels and alignment with quality and performance standards.
• Build and strengthen relationships with global and regional hotel chains, CXOs, and independent property owners to ensure sustainable partnerships.
• Act as a strategic advisor to partners by providing insights on market trends, competitive positioning, and performance improvement.
• Conduct regular business reviews with key partners to align on commercial priorities, promotional strategies, and growth opportunities.

3. Commercial Excellence and Data-Driven Decision Making

• Drive a culture of data-based decision making across all zones to improve performance visibility and accountability.
• Analyze business performance, competitive trends, and market dynamics to identify regional opportunities and portfolio risks.
• Collaborate with cross-functional teams to translate insights into actionable initiatives, including rate optimization, merchandising, and campaign design.
• Ensure regional pricing, contracting, and performance practices are aligned with both global standards and local market realities.

4. Leadership and Capability Development

• Lead a team of Zonal Managers and Business Development across multiple international markets, fostering collaboration and ownership.
• Set clear KRAs and performance benchmarks, ensuring accountability and consistent achievement of business goals.
• Mentor future leaders by building strong commercial acumen, strategic thinking, and execution excellence.
• Promote a high-performance culture centered on agility, innovation, and continuous learning.

5. Cross-Functional Collaboration and Market Engagement

• Partner with central functions including Revenue, Product, Marketing, and Finance to co-create region-specific initiatives and optimize partner outcomes.
• Strengthen cross-market collaboration to ensure consistency of strategy, communication, and delivery.
• Represent the organization at key industry forums, trade fairs, and partner events to enhance brand visibility and regional presence.
• Travel extensively across assigned regions to conduct market visits, business reviews, and partner meetings, ensuring strong on-ground connect and execution excellence.

Qualification & Experience:

• Master's degree from a reputed institute with 1014 years of experience, preferably in leadership roles across Key Account Management or B2B Sales, managing high-revenue or high-value accounts.
• Background in E-Commerce, FMCG/Consumer Durables, Travel & Tourism, or the Luxury Hotels segment is preferred.
• Proven experience in managing large-scale partnerships and multi-market portfolios, with a strong focus on revenue growth and strategic account management.
• Strong commercial acumen, analytical thinking, and negotiation skills with the ability to influence senior stakeholders and global partners.
• Demonstrated ability to lead cross-functional teams, drive business outcomes, and manage diverse geographies with agility and ownership.
• High level of strategic orientation, collaboration, and adaptability to thrive in dynamic, fast-paced international markets.

Key Success Factors for the Role:

• Demonstrate strong business acumen, commercial foresight, and cross-cultural fluency to lead effectively across global markets.
• Collaborate seamlessly with global and regional stakeholders to ensure strategic alignment, operational consistency, and delivery on performance goals.
• Exhibit high learning agility, adaptability, and resilience to navigate diverse market dynamics and evolving business priorities.