Klook
Website:
klook.com
Job details:
About Klook We are a leading pan-regional experiences platform in Asia Pacific, purpose built to digitalize experiences and make them accessible to every traveler. Our mission is to build the digital infrastructure for the global experience economy — empowering merchants to share their passions and travelers to discover the heartbeat of each destination. We operate a mobile-first, curated platform featuring diverse experiences across global destinations. Do you share our belief in the wonders of travel? Global citizens ourselves, Klookers are not only curating memorable experiences for others but co-creating our world of joy within Klook. We work hard and play hard, upkeeping our high-performing culture as we are guided daily by our 6 core values: Customer First Push Boundaries Critical Thinking Build for Scale Less is More Win as One We never settle, and together, we believe in achieving greater heights and realizing endless possibilities ahead of us in the dynamic new era of travel. Care to be a part of this revolution? Join us!
Role Overview
Role Title: Associate Manager, Business Development
Function: Business Development
Seniority Level: Mid-Senior level
Employment Type: Full time
Klook Indonesia is looking for a sharp, hungry, and hands-on Associate Manager, Business Development, based in Bali, to own and grow our Activities & Experiences (A&E) vertical across multiple cities in Indonesia — Bali, Jakarta, Yogyakarta, Bandung, Lombok, and beyond.
If you love the hunt, thrive on closing deals, and get energized by turning a “no” into a signed partnership — this is your seat.
About The Role
You'll be the driving force behind Klook's Activities & Experiences supply growth in Indonesia — spanning Watersport, ATV, Spa & Wellness, F&B, and other experience-based categories. You'll own the full BD cycle: from prospecting and pitching, to negotiation, onboarding, and ongoing performance optimization — with a direct line of sight to sales, GMV, and take rate targets.
This is a multi-city, high-ownership role built for someone who is commercially sharp, competitive by nature, and comfortable being measured on results.
Key Responsibilities
Supply Acquisition & Partnership Development
- Identify, prospect, and pitch new merchant partners across Watersport, ATV, Spa, F&B, and other experience categories in assigned cities
- Build and manage a strong pipeline of prospective partners; consistently hit new-signing (ACQ) targets
- Lead end-to-end deal negotiation — commission structure, net rates, contract terms — while protecting Klook's margin and competitiveness
- Represent Klook professionally in partner meetings, site visits, and industry events
Vertical & Category Management
- Own the day-to-day performance of the Activities & Experiences vertical across multiple cities
- Act as the category lead for Watersport, ATV, Spa, and F&B — understanding each sub-vertical's supply landscape, seasonality, and customer demand patterns
- Build strong, long-term relationships with existing partners to drive retention and repeat business
Price Competitiveness & Commercial Optimization
- Conduct regular price benchmarking against other OTA platforms to ensure Klook's rates remain competitive
- Work directly with partners to renegotiate rates, unlock promotional pricing, and secure exclusive deals
- Monitor pricing gaps and take swift corrective action to protect conversion rate (CVR) and average booking value (ABV)
- Partner with internal Marketing and Revenue teams to align pricing strategy with campaign and demand planning
Sales Performance & Data-Driven Decision Making
- Track and analyze GMV, take rate, CVR, and ranking performance by partner and by city
- Use data to identify underperforming listings and drive action plans (pricing, content, availability, promotions) to fix them
- Ensure top-selling partners are well-stocked, well-priced, and well-positioned on the platform
- Report performance trends and key wins/risks to Senior Management on a regular cadence
Partner Enablement & Operations
- Support partners with extranet/channel manager training, content optimization, and inventory management
- Coordinate with Supply Operations, Marketing, and Product teams to resolve partner issues quickly
- Ensure partner compliance with Klook's quality, safety, and service standards
- Onboard new partners smoothly — from contract signing to going live on the platform
What We're Looking For
- 3–5+ years of experience in Business Development, Key Account Management, or Supply Partnerships — OTA, travel-tech, tourism, or hospitality background strongly preferred
- Proven track record of hunting and closing new business — you're not afraid of cold outreach, rejection, or a long negotiation
- Strong understanding of commercial fundamentals: commission structures, net rates, GMV, take rate, rate parity
- Comfortable managing multiple cities/regions and juggling a high-volume pipeline
- Must be based in Bali (or willing to relocate to Bali)
- Sharp negotiator with a “get the deal done” mentality, balanced with long-term relationship-building instincts
- Data-driven — comfortable pulling performance numbers and turning them into action, not just reporting them
- Willing to travel across Indonesia as needed (Bali, Jakarta, and other key destinations)
- Fluent in Bahasa Indonesia and English (spoken and written)
- A true “hunter” mindset — hungry, resourceful, and motivated by targets and closing, not just process
Why Klook?
Join the region's leading platform for travel experiences, at a stage where Indonesia is one of our fastest-growing markets. You'll have real ownership over a vertical and multiple cities, direct visibility with senior leadership, and the opportunity to shape how Indonesia's experience economy shows up online.
Klook is proud to be an equal opportunity employer. We hire talented and passionate people of all backgrounds. We believe that a joyful workplace is an inclusive workplace, one where employees from all walks of life have an equal opportunity to thrive. We’re dedicated to creating a welcoming and supportive culture where everyone belongs. Klook does not accept unsolicited resumes from any temporary staffing agency, placement service or professional recruiter (“Agency”). Klook will not be responsible for, and will not pay, any fees, commissions or other payments related to such unsolicited resumes. An Agency must obtain advance written approval from Klook’s Talent Acquisition Team to submit resumes, and then only in conjunction with a valid fully-executed agreement for service and in response to a specific job opening for which the Agency has been requested to submit resumes for. Klook will not be responsible for, and will not pay, any fees, commissions or other payments to any Agency that does not have such agreement in place or does not comply with the foregoing.
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