蚂蚁金服蚂蚁国际-Hospitality行业支付业务策略负责人（酒店行业）-Antom
任职要求
1. 10年左右工作经验，其中5年以上酒店/OTA/酒旅行业背景，3年以上支付/金融科技/财务科技相关经验（复合背景优先）； 2. 有成功的业务策略制定与落地案例，具备从战略…
工作职责
负责公司酒店/酒旅业务的整体战略规划与商业化落地，深度理解支付行业趋势及竞品动态，将业务战略拆解为可执行的能力建设路径，推动跨部门协同实现业务增长目标。 1. 业务战略制定与拆解 - 基于酒店行业发展趋势，并围绕着Antom的支付业务发展愿景，制定中长期业务规划- 将抽象战略拆解为可实施的能力建设表Capability Roadmap），明确关键里程碑、资源需求、责任方及评估指标 - 建立战略执行监控机制，定期复盘并动态调整策略方向 2. 支付生态洞察与能力建设 - 深度理解酒店C端、B端支付、跨境支付、分账体系、支付合规等领域，结合酒店业务场景（PMS对接、预付/现付模式、多渠道收款等）设计业务模式、支付解决方案 等 - 主导支付相关的能力建设规划，协调产品、技术、商务团队推进落地 3. 竞争情报与对标分析 - 建立竞品监控体系，持续追踪国内外酒店支付领域竞争对手（如石基、美团、携程、Expedia、Stripe 等hospitality行业解决方案等）的产品能力、定价策略及商业模式 - 输出深度竞品分析报告，识别市场机会点与差异化竞争优势，为业务决策提供数据支撑 4. 跨部门协同与项目管理 - 作为业务与支付的桥梁，联动销售、运营、产研、财务等多部门，推动支付相关重点项目（如财务自动化、多币种结算、供应商付款优化等）落地 - 建立标准化的能力建设方法论，沉淀可复用的战略拆解SOP
Position Overview:We are seeking a passionate candidate to promote Trip.Biz's collaboration with Global Chain Partners and meet our clients' growing accommodation needs through offering a variety of hotel brands and range of products. The goal is to develop and execute a winning hotel solutions strategy with all Global Hotel Chains to secure the best hotel partnerships for our clients. Thorough understanding of the TMC market and clients’ needs in the corporate travel segment will be essential. Project Management:Manage end-to-end projects to deliver comprehensive solutions that meet business enablement, operational excellence, and strategic transformation needs with hotel chain partners.Coordinate with Trip.Biz internal teams, including client success, product, service, and marketing teams, to meet account expectations and maximize performance.Enhance products and capture new business opportunities such as Loyalty and marketing avenues to promote and drive new revenue streams.Strong technical project management capability, especially API related project. Able to deliver comprehensive project management file to make sure related party could deliver with timeline requirement. Account Management:Responsible for full account management, including performance tracking, production optimization, conducting workshops, and resolving issues to achieve mutual performance objectives.Deliver Quarterly Business Review to Hotel Chains with data-driven strategy and information to guide future collaborations, quantify and prioritize opportunities to improve inventory and client offerings. Build Strategic Partnership/Relationship Management:Initiate, develop, and manage mutually beneficial relationships with key stakeholders in assigned accounts (Global Chains) and facilitate discussions with senior executives regarding their business needs.Take end-to-end ownership of new hotel chain acquisitions and existing hotel chain management, understand partners' strategies and objectives, and contribute to account growth based on company strategy.
Location: Shanghai Key 1、Manage end-to-end projects to deliver the holistic solution required to meet business enablement, operational excellence, and strategic transformation 2、Have end-to-end ownership of new hotel chains acquisitions and existing hotel chains management, understand partners’ strategy and objectives, and help to grow the revenue 3、Initiate, develop, and manage mutually beneficial relationships with key stakeholders in the assigned accounts (Global Chains), and orchestrate discussions with senior execs around their business needs 4、Take a customer-centric approach to everything you do. Ensure hotels chains content, rates, availability, and products offer the best value to Trip.com customers 5、Responsible for full account management including performance tracking, production optimization, workshop conducting, and issue solving to drive mutual performance objectives, annual targets, and milestones globally 6、Conduct data research & analysis, and routine performance review meetings with VP, SVP, and even C-level in global hotel chain teams in different geographical areas to make sure the result in a positive financial contribution 7、Be able to initiate new regional projects and accelerate the progress of global projects to promote brand awareness, business strategy, and products benefits to hotel chain partners 8、Coordinate across Trip.com group internal teams, including teams of the platform, product, service, and marketing in order to achieve the account’s expectations and maximize performance. Map prospective accounts around organizational structure, people, and existing technology 9、Other assigned tasks based on business need Key
• Grow the portfolio of Key account partners in the market by introducing potential partners to Trip.com and facilitating their onboarding process. • Develop and maintain strong relationships with partners by providing data insights and implementing strategies to increase their market share and revenue opportunities. • Perform in-market research, provide insights and conduct performance review meetings with key stakeholders. • Develop a high level of engagement with assigned accounts, applying an array of communication methods. • Review partner productivity performance and implement actions, accordingly, ensuring your portfolio of accounts are consistently optimized. • Secure and coordinate merchandising activities for KA partners with special deals and seasonal promotions, supporting Trip.com marketing initiatives. • Represent Trip.com in the market by building the companies profile with key stakeholders and providing expertise in the industry on market insights and trends. • Collaborate with cross-functional teams to ensure seamless delivery of services
Develop and implement a comprehensive sales strategy targeting specific industries. Drive business development by identifying new market opportunities, developing strong relationships with key stakeholders, and converting leads into strategic accounts. Implement a data-driven approach to managing and prioritizing sales pipelines, ensuring that sales targets are met or exceeded consistently. Coordinate and collaborate with cross-functional teams (e.g., product, engineering, and marketing) to ensure alignment on sales goals, customer needs, and product offerings. Build and maintain long-term relationships with decision-makers in transportation authorities, entertainment companies, hospitality providers, and city planners.