This role requires the candidate to work in Bali, Indonesia.
Client Overview
Our client is an emerging destination management and experiential events company specializing in premium corporate travel, MICE programs, and bespoke event experiences across Indonesia.
The company provides integrated services covering corporate incentive travel, leadership summits, conferences, exhibitions, experiential event production, brand activations, and customized destination experiences. Its approach combines destination expertise, creative event concepts, premium hospitality, and end-to-end event execution.
Serving multinational corporations, global brands, international event agencies, and professional associations, the organization aims to deliver distinctive, high-impact experiences across Indonesia's leading destinations. Its integrated business model combines destination management, event production, and creative services to provide comprehensive solutions for corporate and international clients.
Job Role
The Business Development Manager – MICE & Corporate Events will lead commercial expansion and establish a new business development division in Bali.
Reporting directly to the Managing Directors, this pioneer role is responsible for developing international agency partnerships, acquiring corporate clients, building a qualified sales pipeline, and converting business opportunities into profitable projects. The position will focus on leveraging Bali's position as a leading destination for luxury travel, corporate retreats, incentive programs, and international MICE events, while expanding business opportunities across Lombok and Labuan Bajo.
Initially operating without an established local sales division, the successful candidate will independently drive business development while building the foundation for a scalable commercial team. The role will also establish strategic relationships with luxury resorts, private estates, yacht operators, transportation providers, and other destination suppliers to develop competitive event solutions and protect project profitability.
Key Responsibilities
Establish and develop the Bali business development division, including sales processes, CRM practices, pipeline management, and revenue tracking.
Develop and execute B2B sales strategies targeting international destination management companies, incentive travel agencies, luxury event planners, corporate clients, and regional travel buyers.
Identify and engage overseas agencies and corporate decision-makers seeking destination management, incentive travel, corporate retreats, conferences, and experiential events in Indonesia.
Build and maintain a prioritized target account list, establish agency relationships, and develop a qualified pipeline across Bali, Lombok, and Labuan Bajo.
Lead client discovery meetings and translate client briefs into tailored destination programs, corporate incentive experiences, event concepts, and commercial proposals.
Coordinate with creative, production, and operations teams to prepare presentations, project scopes, cost estimates, and commercial proposals within agreed turnaround times.
Manage proposal development and submission, targeting a 72-hour turnaround where feasible and subject to project complexity and internal inputs.
Lead commercial negotiations, contract discussions, and deal closing while maintaining the required contribution margins.
Develop and maintain strategic partnerships with international travel agencies, destination management companies, corporate event planners, and referral partners across key overseas markets.
Build preferred supplier relationships with luxury resorts, private estates, yacht operators, transportation providers, local experience operators, and other event-related vendors.
Negotiate supplier rates, trade discounts, cancellation policies, and commercial terms to support competitive proposals and protect project profitability.
Identify cross-selling and upselling opportunities across destination management, corporate incentive travel, event production, creative services, and experiential programs.
Collaborate with regional operations and production teams to assess destination feasibility, venue availability, vendor pricing, transportation logistics, permits, and event delivery requirements.
Coordinate with local stakeholders and relevant authorities where necessary to support compliant and effective event execution.
Monitor sales performance, pipeline coverage, conversion rates, deal profitability, and other key commercial indicators.
Represent the company at relevant international travel and MICE trade shows, industry networking events, and corporate business development activities.
Recruit, develop, and manage sales coordinators and proposal support personnel as the Bali division expands.
Prepare business performance reports, market insights, sales forecasts, and strategic growth recommendations for the Managing Directors.
Develop a six- to twelve-month commercial growth roadmap, including hiring plans, target markets, agency partnerships, and revenue projections.
Candidate Requirements
Bachelor's degree in Business Administration, Marketing, Hospitality Management, Tourism, Event Management, or a related field.
Minimum 5 years of direct Business Development or B2B Sales experience in a Destination Management Company (DMC), MICE agency, luxury travel business, corporate incentive company, or experiential event production company.
At least 3 years of managerial experience or demonstrated leadership responsibility in business development, corporate sales, or commercial management.
Proven track record of securing high-value corporate group bookings, luxury incentive travel programs, international MICE events, or large-scale corporate projects.
Established relationships with international inbound travel agencies, destination management companies, luxury event planners, corporate clients, or incentive travel buyers are strongly preferred.
Strong understanding of MICE services, destination management, corporate incentive programs, luxury hospitality, event production, venue sourcing, and event logistics.
Familiarity with Bali's luxury resort and hospitality landscape, including commercial negotiations with resort sales teams and destination suppliers, is highly advantageous.
Knowledge of business opportunities and operational considerations across Bali, Lombok, and Labuan Bajo is preferred.
Demonstrated ability to develop client proposals, pitch presentations, destination programs, project costings, and commercial budgets tailored to client requirements.
Strong commercial and financial acumen, including direct cost analysis, pricing strategy, supplier negotiations, contribution margin management, and upselling.
Proven capability in lead generation, international agency acquisition, pipeline development, negotiation, and end-to-end deal management.
Experience establishing sales processes, implementing CRM practices, and building a new business development function is highly advantageous.
Strong leadership, stakeholder management, presentation, negotiation, and relationship-building skills.
Entrepreneurial mindset with a high level of ownership, resilience, accountability, and comfort working toward ambitious revenue targets.
Strong organizational skills and the ability to manage multiple client opportunities and proposal deadlines simultaneously.
Good understanding of destination logistics, venue feasibility, supplier coordination, local customary considerations, and relevant permitting requirements.
Full professional proficiency in written and spoken English is mandatory for international client engagement.
Job Code: #904
