Captain 2

What sets CREW apart: Member-only hotel rates: Negotiated prices on domestic and international stays 24×7 on-trip assistance: A concierge that stays live from planning to landing Deep destination expertise: From the best activities to currency exchange to making the most of every day at the destination One stop shop: Hotels, flights, visas, trip planning, forex, cabs and insurance - all in one place, so there's no juggling five platforms for one trip By combining human expertise with seamless service delivery, CREW lets customers focus on the reason they're traveling - work, family or leisure - while we handle the details before, during and after the trip. About the Role: Member-only hotel rates are the first promise CREW makes. This role is the person who goes property by property and makes that promise true. We are looking for a hungry, commercially sharp Business Development Manager – Hotel Supply & Partnerships to grow CREW's directly contracted hotel portfolio. You will source, pitch and close hotels, resorts and boutique properties across our priority markets – negotiating the rate, the inclusions and the terms that let a CREW member book a stay that is visibly better than what they'd get on any public OTA. Half this job is deal-making. The other half is a daily discipline: knowing every morning where CREW's rate stands against the market on the properties that matter, spotting the parity break or the undercut the day it appears, and flagging and fixing it before a member sees a cheaper price elsewhere. This is a build role, not a maintenance one. The portfolio is early: you'll work from where our members actually travel and where we're currently losing bookings on price, and close those gaps property by property, city by city. You'll also own what happens after the signature – getting the rate loaded, mapped and live, holding the hotel to the terms when a member is standing at the front desk, and coming back for better commercials next season. We're looking for someone with genuine hotel supply-side exposure – OTA, bedbank or wholesaler, TMC, hotel sales or revenue management, or a DMC – who has been in the room on contracts and knows the commercial vocabulary. The ideal candidate is street-smart in a negotiation, comfortable arguing a rate with data in hand, and has the ownership to chase a deal from first email to first booking without waiting for perfect clarity. Key Responsibilities: Build the pipeline and close: Source, pitch, negotiate and close direct contracts with hotels, resorts and boutique properties across CREW's priority markets. Own your own target list and conversion against it. Negotiate commercials: Net and static rates, allocation and release periods, cancellation terms, MLOS, blackout handling, value inclusions (breakfast, upgrades, early check-in/late check-out) and volume-linked commissions. Run the daily price check: Monitor CREW's rates against public OTA rates and aggregator/supplier rates on your priority properties every single day. Raise parity breaks and undercuts the day they appear. Maintain the benchmarking tracker: Keep the rate-competitiveness data current for your portfolio – which properties we win on, which we lose on, by how much and against whom – and convert it into a renegotiation list you actively work. Price ahead of demand: Track peak seasons, event dates and demand spikes in your markets, and get rates repriced and allocation topped up before the surge, not after. Turn contracts into bookable rates: Work with ops, product and engineering so signed rates, room content and property mapping load correctly and go live. Follow through until the first booking lands. Service the accounts: Run the regular check-in cadence with your hotels – performance against volume commitments, honouring of contracted terms, seasonal renegotiation, billing and settlement issues. Market intelligence: Attend trade shows and market visits, run site inspections, and build a working network with DMCs, hotel representation companies and property teams. Required Skills & Qualifications: Must be based in Bangalore. Open to rotational shifts (5-day work week including weekends). Willing to travel for contracting, trade shows and site inspections. MBA with 1–3 years in hotel supply, contracting, distribution or B2B travel sales – OTA, bedbank/wholesaler, travel agency or TMC, hotel sales/revenue management, or DMC. Hands-on exposure to hotel contracting. You have negotiated and closed property-level deals yourself and are fluent in the commercial mechanics: net versus commissionable, allotment and release, stop-sell, rate parity, MLOS, seasonality bands. International contracting exposure is a strong plus. Genuine comfort with daily price monitoring and rate benchmarking. Hands-on with rate-shopping and competitive-pricing data, whether through a tool or your own spreadsheets, and the discipline to run the check every day rather than when someone asks for it. Strong analytical instinct: you can build and defend a target list, read a rate-shopping report, spot a like-for-like mismatch in a price comparison, and win a rate argument with numbers rather than volume. Advanced Excel/Sheets is expected. Track record of hitting contracting or revenue targets, and of going back to renegotiate on better terms. Excellent negotiation, communication and relationship management skills. Comfortable operating in a fast-moving environment with minimal supervision – proactive, result-oriented and street-smart. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, disability status, or any other characteristic protected by the law.