Overview

Regional Business Development Team Lead, EMEA (Car Rentals)

Trip.com Group is a leading global travel service provider comprising Trip.com, Ctrip, Skyscanner, and Qunar. We operate Customer Service Centres in Japan, Korea, the UK, and the Philippines, providing 24/7 service in 19 languages. Trip.com Group employs more than 30,000 people across 30 countries, aiming to deliver the perfect trip at the best price for every traveller. Our Car Rental business is expanding rapidly in Europe, with Europe as a key growth region in EMEA.

Note: This description reflects the role’s responsibilities, qualifications, and context as published.

What you’ll do

• Lead, mentor, and develop a regional team, setting objectives, providing guidance, and ensuring alignment with global and regional strategies.
• Define and execute sourcing and partnership strategies across key accounts and local suppliers to maximise supply, margins, and competitive advantage.
• Negotiate commercial terms, pricing, and co-marketing initiatives, leveraging market insights and data to drive profitability.
• Monitor supplier performance (KPIs, Customer Service) and implement improvement plans to ensure service excellence and customer satisfaction.
• Support digital integration with suppliers, ensuring seamless pricing, availability, and booking flows.
• Conduct market research on user behaviour, digital trends, competitor strategies, and alternative mobility options to identify growth opportunities.
• Ensure regulatory and compliance adherence across EMEA, including insurance, liability, cross-border rentals, and local legislation.
• Collaborate with global teams to provide actionable insights for product localisation, strategic planning, and regional decision-making.
• Lead cross-functional initiatives to launch campaigns, systems, and resources effectively, driving operational efficiency and performance.
• Manage escalations and post-sales issues, enhancing customer experience and supporting continuous improvement.
• Present performance metrics, market trends, and strategic recommendations to senior leadership to guide decision-making and regional growth initiatives.

Qualifications and requirements

• 10+ years of experience in business development, supplier management, or strategic partnerships within OTA car rental or top-tier rental firms.
• Proven experience leading and developing teams in a regional or multi-market environment.
• Strong strategic thinking, commercial acumen, and negotiation expertise.
• Hands-on knowledge of dynamic pricing, revenue management, and fleet/inventory strategies.
• Familiarity with API integrations, online distribution platforms, and digital booking flows.
• Understanding of regional regulations and compliance requirements in the EMEA car rental market.
• Ability to analyse data, extract actionable insights, and make data-driven decisions.
• Willingness to travel up to 30% across EMEA; EU driver’s license preferred.
• Fluent in English (written and spoken); additional European languages a plus.

Why Trip.com Group

• We offer a platform to unleash your potential and drive global impact in an inclusive culture.
• Internal transfers and a global job rotation program to pursue a global career path.
• Learning opportunities in leadership, soft skills, and professional expertise.
• Flexible work arrangements.
• Company-sponsored events and activities at holidays, birthdays, and team events.

Find out more about what makes Trip.com Group a leading global travel service provider and how this role supports both career and life growth at https://careers.trip.com.