Head of Commercial - Flights

Head of Commercial - Flights

We are looking for an experienced and results-driven Director of Flight Market Management to lead our commercial efforts in the APAC region. In this key leadership role, you will be responsible for driving sustainable revenue growth, ensuring content competitiveness, and deepening our relationships with airline partners across the region.

About the Role

As the Director of Flight Market Management, you will oversee end-to-end commercial performance and sourcing across airline and wholesalers partners. Your core focus will be to secure strategic partnerships, strengthen supply quality, and execute localized strategies that support Traveloka's broader business goals.

You will collaborate closely with cross-functional teams including Connectivity, Product, Pricing, Marketing, Finance, and Data to ensure strong execution of market plans, while serving as the voice of the market internally and the face of Traveloka externally.

Key Responsibilities

Drive commercial success in the market by meeting or exceeding revenue targets.

Lead strategic negotiations and relationship management with wholesalers, airline partners, including full-service and low-cost carriers.

Assess market trends and competitive insights to develop business proposals, route development initiatives, and partnership models that unlock growth.

Identify and secure new supply opportunities, including direct connectivity partnerships or enhanced commercial terms with key airlines.

Collaborate cross-functionally with regional and central teams to shape product improvements, pricing competitiveness, and customer experience enhancements.

Lead and mentor a high-performing team, providing direction, performance feedback, and growth opportunities.

Monitor and optimize operational efficiency, ensuring alignment with broader flight commercial strategy and monthly targets.

Act as a senior market representative, maintaining regular engagement with internal leadership and external stakeholders.

What We're Looking For

Proven track record in airline commercial management, B2B partnerships, or OTA flight distribution.

Strong negotiation, stakeholder management, and leadership capabilities.

Deep understanding of the APAC aviation landscape and local travel market dynamics.

Ability to operate both strategically and tactically in a fast-paced environment.

Excellent communication skills in English Chinese language proficiency is a plus.