Partnerships & Business Development Leader

About the opportunity

Join Discova Experiences Team and play a key role in growing our In-Destination business through strategic hotel partnerships across Phuket. As our Partnerships & Business Development Leader, you’ll be developing new hotel partnerships, introducing Discova’s travel products to new sales channels, and building strong relationships that drive incremental revenue.
This is a highly commercial and relationship-driven role. You’ll work directly with hotels and businesses to introduce our products, support them through the onboarding process, and ensure a smooth booking experience. You’ll also act as a key point of contact for our partners, resolving booking issues and customer concerns while identifying opportunities to grow the partnership.
Alongside your partnership responsibilities, you’ll lead our in-destination sales team, driving performance, coaching team members, and ensuring a consistently high customer sales experience.

What you'll do:

• Identify and develop new hotel partnerships to expand distribution channels and grow In-Destination Experience sales.
• Proactively approach and engage with hotels, presenting Discova’s travel products and identifying opportunities for collaboration.
• Negotiate and establish commercial partnerships with hotels, ensuring clear expectations and mutually beneficial outcomes.
• Manage the full partnership lifecycle, from prospecting and onboarding through to ongoing account management and performance development.
• Build and maintain strong relationships with hotel partners, becoming a trusted point of contact for day-to-day collaboration.
• Work closely with hotel partners to encourage product sales, identify opportunities to increase booking volumes, and maximize revenue potential.
• Coordinate with internal teams to ensure products are set up correctly and partners have the information, training, and support they need to sell effectively.
• Act as a key escalation point for booking issues and customer complaints relating to partner bookings, working with relevant teams to resolve issues promptly and maintain partner and customer satisfaction.
• Monitor partnership performance, identify sales opportunities and leakage, and implement actions to improve results.
• Continuously identify new partnership opportunities, referral channels, and alternative sales channels to expand Discova’s reach.
• Lead (with the support from In-Destination Team Coordinator) the in-destination sales team, setting clear sales targets, monitoring performance, and driving productivity.
• Oversee the In-destination Team Coordinator to ensure effective roster, consistent and high-quality customer sales experience, including the use of appropriate welcome packs and sales collateral in line with brand standards.
• Coach and develop team members through regular feedback, training, and performance management.
• Collaborate with the Experiences Portfolio Manager and wider Experiences team to identify product development opportunities based on partner and market needs.
• Communicate business priorities, sales strategies, and performance clearly across relevant teams and stakeholders.

About You

• Thai national based in or willing to relocate to Phuket.
• Minimum 3 years of experience in business development, partnerships, account management, sales, or a related commercial role.
• Experience working with hotels, travel companies, tourism businesses, or B2B partners is highly desirable.
• Strong commercial, negotiation, and relationship-building skills, with a proven ability to develop new business opportunities and drive sales.
• Confident communicator with strong presentation and problem-solving skills.
• Fluent in written and spoken Thai and English.
• Previous experience leading or coaching a sales team is an advantage.
• Proactive, self-motivated, and comfortable working independently in a fast-paced environment.

What You Will Enjoy

🎉 Culture: Join Discova and Flight Centre Travel Group—certified Great Place to Work® across multiple regions with a team culture like no other in the travel industry

🌏 Travel Discounts: Exclusive rates for you, family and friends on flights, hotels, tours, cruises, travel insurance and more

💎 Career Growth: Real opportunities across a global network of brands—we promote from within and invest in your development

🔧 Learning & Development: Access to LinkedIn Learning with 24,500+ courses; individualized development pathways

🎊 Recognition: Famous FCTG culture at Reward & Recognition events including Global Gathering and EOFY celebrations

👐🏽 Inclusive Workplace: We're an Equal Opportunity Employer welcoming diversity across race, ethnicity, religion, gender identity, sexual orientation, disability, and age

🙏🏼 Give Back: Corporate Social Responsibility program; paid parental and volunteer leave

💚 Sustainability: We're committed to protecting the environment essential to tourism's future

About Discova

As a DMC with 95% local staff, we pride ourselves on being a diverse and inclusive workplace where our people can thrive as their most authentic selves. These values are intrinsic to Discova’s DNA as a company, and we are committed to being an equitable workplace for all our employees regardless of gender identity, ethnicity, disability or sexual orientation. We welcome you to our family as you are and who you are.

To learn more about Discova and our work perks click: https://bit.ly/4hEd88H

Get in touch now and Discova a world of possibilities!