This role requires the candidate to work in Jakarta, 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 private celebrations. Its approach combines destination expertise, creative event concepts, premium hospitality, and end-to-end event execution.
Serving multinational corporations, global brands, professional associations, and international event agencies, the organization aims to deliver distinctive, high-impact experiences across Indonesia's leading destinations. Its business model integrates 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 Jakarta.
Reporting directly to the Managing Directors, this pioneer role is responsible for building the corporate sales pipeline, acquiring enterprise clients, developing strategic agency partnerships, and converting opportunities into profitable business. The successful candidate will manage the complete sales lifecycle, from prospecting and client pitching to proposal development, commercial negotiations, and deal closing.
Initially operating without an established local sales team, the role requires an entrepreneurial commercial leader who can generate revenue independently while developing the foundations for a scalable sales organization. The position will work closely with creative, event production, and regional operations teams to deliver customized solutions while protecting project profitability.
Key Responsibilities
Establish and develop the Jakarta business development division, including sales processes, CRM practices, pipeline management, and revenue tracking.
Develop and execute B2B sales strategies to acquire corporate clients, international event agencies, travel partners, and professional conference organizers.
Identify and engage decision-makers across multinational corporations, technology companies, banking and financial services, FMCG, pharmaceuticals, and other enterprise sectors.
Build and maintain a prioritized target account list, establish prospect relationships, and develop a qualified sales pipeline.
Lead client discovery meetings, understand business requirements, and translate briefs into tailored MICE, corporate incentive, and experiential event proposals.
Coordinate with creative, production, and operations teams to develop compelling presentations, project scopes, cost estimates, and commercial proposals.
Manage proposal development and submission within agreed turnaround times while ensuring commercial accuracy and client relevance.
Lead commercial negotiations, contract discussions, and deal closing to achieve revenue targets and maintain required contribution margins.
Develop strategic relationships with international destination management companies, corporate travel agencies, event management firms, and referral partners.
Identify cross-selling and upselling opportunities across corporate travel, event production, creative services, and destination experiences.
Monitor sales performance, pipeline coverage, conversion rates, deal profitability, and other key commercial indicators.
Collaborate with regional operations teams to assess destination feasibility, venue availability, vendor pricing, permits, and event delivery requirements.
Represent the company at relevant MICE trade shows, industry networking events, corporate functions, and business development activities.
Recruit, develop, and manage sales executives and proposal support personnel as the 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, partnership strategies, 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, corporate travel business, 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 acquiring enterprise clients and closing high-value corporate MICE, incentive travel, conference, or large-scale event projects.
Established relationships with corporate decision-makers, international event agencies, travel partners, or professional conference organizers are strongly preferred.
Strong understanding of MICE services, destination management, corporate incentive programs, event production, venue sourcing, and event logistics.
Demonstrated ability to develop client proposals, pitch presentations, project costings, and commercial budgets tailored to complex client requirements.
Strong commercial and financial acumen, including direct cost analysis, pricing strategy, contribution margin management, and upselling.
Proven capability in lead generation, prospecting, 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 Indonesian destinations, event logistics, vendor management, and relevant local permitting requirements.
Full professional proficiency in written and spoken English is mandatory for international client engagement.
Job Code: #903
