Head of Commercial

About the client:

Our client is an online travel platform and travel-technology provider that lets users search and book travel services such as flights and hotel accommodations through one portal. It offers travel booking solutions for both B2C (consumer) and B2B (travel agents/business partners), with features including real-time flight search, hotel booking, and travel APIs that integrate booking and ticketing functions into other systems.

Job Summary

Lead and manage the commercial sales function across B2B and B2C channels. Own revenue targets, agent acquisition, team performance, and sales pipeline across Malaysia operations.

Key Responsibilities:

• Drive monthly and quarterly revenue targets across all sales channels with direct P&L accountability.
• Lead and develop the commercial sales team including recruitment, coaching, and performance management.
• Own the agent acquisition and activation strategy across local and regional markets.
• Collaborate with Revenue Management and OTA Strategy on pricing, yield optimisation, and channel mix.
• Build and implement commercial operating systems including pipeline management, weekly cadence, and performance reporting.
• Represent the company in key partner and airline relationships alongside the Director.

Requirements:

• Minimum 5 years in commercial sales leadership within travel, OTA, airline distribution, or B2B services.
• Proven track record managing and developing teams of 5 or more with measurable revenue outcomes.
• Strong commercial instincts with the ability to translate strategy into daily team execution.
• Comfortable in a fast-moving environment where you build as you go rather than waiting for perfect conditions.
• GDS or airline distribution knowledge is an advantage. Genuine curiosity about the flight vertical is essential.
• Strong people leadership with the ability to manage diverse teams across different cultural backgrounds.
• Fluent in English and Bahasa Malaysia.