Regional Lead

About the role

We are looking for a seasoned Regional Manager to lead our hotel chains supply vertical across an assigned geography. This is a player-manager role — you will directly manage a team of KAMs while also owning the most strategic chain relationships yourself. You are accountable for the full P&L of your region, and will operate as the senior-most supply stakeholder for chain partners, internal teams, and leadership.

Key responsibilities

Team leadership & KAM management

• Lead, coach, and develop a team of KAMs managing domestic and regional hotel chains

• Set clear weekly and monthly targets — pipeline, conversions, go-lives, and revenue growth

• Drive structured reviews, pipeline discipline, and execution standards across the team

• Build a high-performance culture with strong accountability and minimal hand-holding

Strategic chain partnerships

• Personally own the most strategic chain accounts — HQ-level relationships with CEOs, CGOs, and Alliances heads

• Lead negotiations for multi-year, multi-property master agreements with major domestic chains

• Represent Scapia in high-stakes partner conversations — conference, industry events, and boardroom pitches

Business & commercial ownership

• Own the regional chains P&L — GMV, room nights, ADR, margin, and Scapia demand share

• Identify expansion opportunities — new chains, new geographies, new benefit structures

• Provide market intelligence to product, pricing, and BD Ops teams to sharpen the platform's competitive position

Cross-functional collaboration

• Work closely with the Supply Lead on team structure, hiring, and quarterly planning

• Coordinate with BD Ops to ensure onboarding quality and go-live timelines are consistently met

• Partner with product and tech teams to flag partner needs and influence the extranet and CM integration roadmap

What we are looking for

• 8–12 years of experience in hotel supply, OTA chain management, or hospitality BD — with at least 3 years in a team leadership role

• Established relationships at CXO and national accounts level across domestic hotel chains

• Strong commercial instinct — comfortable with P&L ownership and data-driven decision making

• Executive presence — able to represent Scapia credibly in high-stakes partner and industry settings

• Experience managing and developing field teams across multiple cities

• Postgraduate degree in Business Management or Hospitality preferred