邮轮海外BD大区

Job description

岗位概述

作为邮轮业务国际开拓的核心成员，您将负责构建 Trip.com 在亚洲及全球市场的邮轮供给侧优势。您的核心目标是与全球邮轮公司（Cruise Lines）、目的地顶级地接社（DMCs）及核心供应商建立深度直采合作，确保平台获得具备全球竞争力的库存、价格及差异化产品。通过提升平台商品丰富度与性价比，助力 Trip.com 提升邮轮市场占有率及全球影响力。

核心职责

供应商矩阵构建： 负责开发并维护与全球主流邮轮公司（特别是针对亚洲及海外长线航线）及区域性核心供应商的商务关系，推动直采合作。

核心资源获取

负责核心航线的库存谈判，包括争取优势配额、独家促销政策及具有市场竞争力的产品力。

供应链运营优化

推动供应商接入平台 API 或利用后台系统进行实时库存与价格更新，优化订单确认流程，确保用户端预订体验的高效准确。

市场洞察与价格对标

实时监控全网及核心竞争对手的价格变动与资源部署，针对市场空白点迅速补充高性价比商品，确保平台始终处于价格领先地位。

品牌影响力提升

通过与战略供应商开展深度联合营销及高层互访，提升 Trip.com 在全球邮轮行业的声量与资源话语权。

Key Responsibilities

Supplier Matrix Development: Identify and build strategic relationships with global cruise lines (especially for Asia-focused and long-haul itineraries) and regional key suppliers to drive direct-contracting initiatives.

Core Resource Acquisition

Lead negotiations for core cruise routes to secure preferential allotments, exclusive promotions, and market-leading net rates.

Supply Chain Optimization

Drive suppliers to adopt API integrations or utilize backend systems for real-time inventory and price updates, ensuring a seamless and accurate booking experience for users.

Market Insight & Price Benchmarking

Continuously monitor market trends and competitor pricing. Rapidly fill gaps with high-value products to ensure Trip.com maintains a price-leadership position.

Global Influence

Enhance Trip.com's voice and leverage in the global cruise industry through strategic joint marketing initiatives and high-level engagement with key industry stakeholders.

任职要求

行业背景： 8 年以上旅游/邮轮行业经验，其中 5 年以上在邮轮公司总部、区域分公司或头部邮轮供应商负责商务采购/资源开发。

资源掌控力

拥有广泛的邮轮行业人脉，能够直接与国际船司或目的地顶级地接供应商（Land Operators）进行高层决策对接。

商业谈判力

精通采购谈判技巧，具备极强的数据分析能力，能通过数据驱动商务条款的优化。

跨部门协同

能够与产品、运营、技术团队无缝对接，将线下的资源优势转化为线上的销售动能。

语言能力

卓越的英语商务沟通与合同谈判能力。

Qualifications

Professional Experience: 8+ years in the travel/cruise industry, with 5+ years of experience in procurement, business development, or account management within a global cruise line or leading cruise supplier.

Resource Leverage

Established network of industry contacts; ability to engage directly with high-level decision-makers at international cruise lines and destination land operators.

Negotiation Skills

Strong procurement negotiation skills backed by data-driven decision-making and a deep understanding of commercial contract structures.

Cross-functional Collaboration

Proven ability to work with product, operations, and tech teams to convert offline resource advantages into online sales momentum.

Language

Excellent business English communication and negotiation skills.