Business Development Manager

JTB USA, Inc., a US subsidiary of JTB Corp., has grown from a travel information service bureau for Japanese travelers to the US to a full-service travel management company meeting the needs of all travelers. Today, with access to a worldwide network of affiliates, JTB USA provides global travel management services for business and leisure travelers in the US markets.

(Global) Business Development Manager

Department/function:                 Business Travel

Location:                                          Remote

Status/level:                                    (Exempt)                         

Reports To:                                      Manager Business Development                      

Core Business Line/Dept:                          BT Client Development

Date of JD creation:                       January 2026

Expected Start of Employment: February 2026

Job Purpose

The (Global) Business Development Manager (BDM) is responsible for developing new business relationships between prospective Clients and JTB Business Travel that result in new business partnerships to provide solutions that help clients manage and optimize their (global) travel programs and achieve the related business goals (revenue growth) of JTB.

Managerial/Financial Dimensions

Number of people directly and/or indirectly responsible for: -

Region/s the role is responsible for: Globa with focus on US headquartered companies

Financial Impact:

Key activities & Responsibilities

• Sources and compiles a target list/pipeline of prospective clients.
• Ensures long term relationship building and establishes credibility with prospective clients by interacting with his/her key stakeholders that might be both senior level procurement or finance directors, or their direct reports, as HR managers or well as travel managers.
• Consults with prospective clients to understand all aspects of client’s business and travel program needs.
• Analyses data, develops and presents recommended solutions that communicate value for the prospective client.
• To this effect, uses JTB Business Travel’s value proposition to create interest for key contacts, open the door to new relationships within the organization and continually re-position value with ongoing contacts.
• Mobilizes internal JTB Business Travel’s resources to present multi-disciplinary (and where applicable global) approach to a travel program that truly contributes to the client business goals and also secures JTB revenue.
• Influences the client to engage into a contract without going out to tender or leads the team responding to the RFP.
• Is prepared with competitive information and proof to position the benefits of JTB Business Travel solutions and services to both purchasing professionals and travel managers within the client’s organization
• Sells travel technology solutions and consultancy assignments.
• Handles client negotiation strategies and closes deals on terms that are to the mutual satisfaction and benefit to both the client and JTB Business Travel
• Can deploy master contracts internationally and manage the travel program across different regions.
• Collaborates with other Divisions (Meeting & Events) to optimize mutual lead generation.

Complexity

• Manages key relationships with JTB Business Travel’s internal stakeholders, General Management, Client Development Managers, Operations Managers, Supplier Sourcing Team, Consulting Services Team, and Travel Technologies Solutions Team.
• Bears ultimate responsibility for achieving the annual sales targets.
• Practices effective cost control and adhere to internal procedures for approval of expenditure.
• Fully understands and embraces the business strategy and brand promise of JTB Business Travel as to articulate this promise most effectively in the marketplace.

Knowledge & Skills

• Has previous professional sales/business development experience of minimum 10 years at a Business Travel Management Company.
• Possesses extensive knowledge of the Business Travel industry.
• Is experienced in selling various online booking tool solutions related to meeting specific client’s needs and JTB Business Travel’s strategy as well as other business travel technology solutions.
• Must be able to recognize key opportunities and risks in the relationship between a client and a Business Travel Management Company.
• Understands procurement drivers and has experience of Business Travel Management tender and RFPs.
• Has high knowledge of all aspects of competitors’ business travel activities/program/products.
• Proven high level of selling/negotiating skills that resulted in multi-year (global) business travel management contracts.
• Good general knowledge of the corporate world and ability to relate to the client’s business environment.
• Can identify best solutions to manage the client’s business travel program successfully, including expense management, travel policy consultancy and hotel program procurement.
• Has the ability to achieve financial goals of both the client as well as JTB Business Travel.

Attributes Of The Role Holder

• Is self-motivated: able to work alone at a very high standard, yet a good team player to share best practice and help colleagues when appropriate.
• Has proven teamwork abilities to effectively collaborate with their team for success.
• Has the ability and willingness to travel regularly.
• Is constantly updated on the latest travel industry news, particularly business travel.
• Demonstrates excellent oral fluency and written business communication skills in English.
• Uses Microsoft Office programs (Word, Excel & PowerPoint) with confidence.
• Has excellent presentation skills.

To submit an application, click on the Apply button at the top of this page. JTB USA, Inc. is a drug free workplace and an Equal Opportunity Employer.