AJAYKUMAR JHA
Bengaluru
Summary
Seasoned hospitality and travel industry professional with over 10 years of experience in hotel contracting, supply growth, business development, and partner management across India. Proven expertise in leading high-impact initiatives across multiple regions, including East India, Maharashtra, Madhya Pradesh, Chhattisgarh, Mumbai, Goa, and Pan India markets. Demonstrated success in strategic supplier acquisition, rate and inventory optimization, and P&L ownership, with a strong track record of driving GMV, room night growth, and net margin improvement.
Key strengths include managing cross-functional teams, building scalable supply operations, and executing market expansion strategies through data-driven insights. Known for developing and nurturing long-term relationships with hotel partners and revenue management companies, while ensuring high partner satisfaction and competitive rate positioning. Played a pivotal role in large-scale initiatives like the Hotel Plus Project, onboarding over 1,000 hotels in 9 months, and contributing significantly to national inventory expansion.
Highly collaborative, with experience working closely with category, revenue, and product teams on projects like extranet development and channel manager integrations to elevate partner and customer experiences. Committed to delivering operational excellence, team development, and continuous innovation in the dynamic travel and hospitality ecosystem.
Overview
16
16
years of professional experience
Work History
Market Director
Scapia Technology Private Limited
Bengaluru
09.2022 - Current
- Build and nurture strategic partnerships to strengthen and expand hotel supply across key domestic and international markets.
- Drive business growth by optimizing hotel pricing, inventory, and margins to maintain competitiveness, and maximize profitability.
- Lead end-to-end management of hotel backend projects focused on enhancing content quality, pricing workflows, and booking management systems to improve customer experience.
- Champion supply-side initiatives that directly contribute to a seamless, elevated customer experience.
- Leverage analytics to refine sourcing, pricing, and supplier performance.
Senior Academic Counselor
Vedantu Innovation Private Limited
07.2020 - 07.2022
- Educated students on course selection to align with academic goals.
- Answered student inquiries and resolved problems related to curriculum and course prerequisites.
- Discussed student success strategies and development of study skills.
- Shifted to the Central Hiring Team, responsible for hiring sales personnel.
Manager Hotel Contracting & Supply Network - India
Ramoji Tourism Gateway Pvt. Ltd.
05.2019 - 05.2020
- Developed and maintained supplier relationships across hospitality partners, including accommodation providers and revenue management companies.
- Initiated hotel contracting strategies involving inventory, pricing, promotion deals, and commission.
- Oversaw account management and hotel supply activities, including hiring and training team members.
- Collaborated with internal stakeholders for the development of hotels' extranet and channel manager integration.
Senior Manager and Head Hotel Supply Network - Global
Orchid DMC Pvt. Ltd.
02.2018 - 04.2019
- Planned strategies for hotel contracting and business development in Thailand, Dubai, Bali, Singapore, and India.
- Ensured technical developments met industry standards through regular liaison with tech developers.
- Managed contracts and credit arrangements with suppliers, and monitored market managers' performance.
- Focused on increasing net revenue growth by submitting business plans and maintaining inventory levels.
Founder, Head Operation & Strategy
Ménage India Pvt. Ltd.
10.2017 - 01.2018
- Managed operations related to business development and worked on increasing revenue growth.
- Monitored revenue, supply GPM, unit economics, rate competitiveness, inventory levels, and seller adoption activities.
- Built relationships with investors and onboarded new investors for the company.
Zonal Manager- Goa
Makemytrip India Pvt. Ltd. (Goibibo.com)
Goa
09.2016 - 09.2017
- Lead the Business Development team, focused on hotel supply expansion and key account management across strategic markets.
- Oversee hotel selection and supply management across Goa.
- Track competition and monitor market share trends to inform strategy, and maintain a competitive edge.
- Drive performance metrics, including revenue growth, supply GPM, rate competitiveness, inventory health, and seller adoption.
- Improve customer and hotel NPS, ensuring high satisfaction on both the demand and supply sides.
- Collaborate closely with the Category team to achieve regional P&L targets for GMV, room nights, and net margins.
- Conduct market mapping to identify and activate high-potential hotel clusters, and underserved regions.
- Lead training and team development initiatives to build capability and drive high performance across the business development function.
Territory Manager - MP & Chhattisgarh
Makemytrip India Pvt. Ltd. (Goibibo.com)
Mumbai
04.2016 - 08.2016
- Lead a team of Business Development Executives, aligning efforts with organizational goals, while driving hotel supply expansion and deepening partner engagement.
- Conduct regular training, mentoring, and performance reviews to build team capabilities, and improve productivity.
- Manage end-to-end hotel onboarding, selection, and inventory optimization, ensuring competitive pricing, and healthy supply metrics.
- Monitor rate competitiveness, seller adoption, and inventory levels, ensuring a consistent and high-quality experience for customers.
- Collaborate with Category Managers and the Regional team to meet territory-level P&L goals, including GMV, Room Nights, and Net Margins.
- Conduct in-depth market mapping and competition analysis to identify and develop high-potential hotel clusters.
- Drive improvement in hotel and customer NPS through supply-side quality initiatives and partner engagement.
Sr. Executive - Mumbai & Aurangabad
Makemytrip India Pvt. Ltd. (Goibibo.com)
Mumbai
04.2013 - 03.2016
- Individually managed hotel onboarding and supply growth across Mumbai and Aurangabad, ensuring consistent expansion in high-demand micro-markets.
- Built and nurtured strong relationships with hotel partners, driving engagement, and ensuring alignment with MMT standards and expectations.
- Executed end-to-end supply management, including rate negotiations, content curation, and inventory optimization, to enhance visibility and conversion.
- Conducted regular market visits and property audits to ensure quality assurance, adherence to SLAs, and smooth partner operations.
- Contributed to process improvements and best practice sharing, supporting scalability and consistency in hotel supply operations.
- Worked cross-functionally with the Category and Revenue teams to ensure that business development efforts supported GMV growth and room night targets.
- Used data insights and analytics to identify growth opportunities, improve performance, and support strategic decision-making.
- Drive improvement in hotel and customer NPS through supply-side quality initiatives and partner engagement.
Executive - Pan India Hotel Contracting and Market Manager East
Makemytrip India Pvt. Ltd. (Goibibo.com)
Kolkata
06.2011 - 03.2013
- I traveled extensively across India for nine months as part of the Hotel Plus Project, and independently onboarded over 1,000 hotels to rapidly scale inventory.
- Managed end-to-end hotel contracting and account management, driving hotel activation, content quality, and long-term partner engagement.
- Worked closely with hotel partners to improve rate competitiveness, inventory health, and operational efficiency.
- Analyzed regional performance metrics, including GMV, room nights, and margins, using insights to identify growth opportunities and market gaps.
- Drive improvement in hotel and customer NPS through supply-side quality initiatives and partner engagement.
Food & Beverage Associate
Trident, Bhubaneswar
11.2010 - 05.2011
- Maintained and increased customer service and satisfaction through managerial, administrative, and interpersonal skills.
Intern
ITC Welcome Group
Chennai
10.2009 - 03.2010
- Managed front office, food and beverage, housekeeping, kitchen, and event management activities.
Education
Bachelor of Science - Tourism and Hospitality Management
Madura Kamraj University
Kolkata01.2011
Skills
- Team Management and Mentoring
- Training & Development
- Business Development
- Supplier relationship management
- Contract negotiation
- Consultative Approach
- Solution-oriented and results-driven
Accomplishments
- Consistently recognized for outstanding monthly, quarterly, and annual performance at MakeMyTrip, Vedantu Innovation, and Scapia Technology
- Received two RSU (Restricted Stock Unit) awards at MakeMyTrip, reflecting exceptional individual contributions and high performance
- Selected for the inaugural batch of the Young Leaders Academy by MakeMyTrip, in collaboration with SOIL (Institute of Management), highlighting leadership potential and future readiness
- Successfully managed multiple location transitions at MMT, a direct result of strong performance, adaptability, and business impact
Languages
Hindi
First Language
English
Advanced (C1)
C1
Bengali
Upper Intermediate (B2)
B2
Timeline
Market Director
Scapia Technology Private Limited
09.2022 - Current
Senior Academic Counselor
Vedantu Innovation Private Limited
07.2020 - 07.2022
Manager Hotel Contracting & Supply Network - India
Ramoji Tourism Gateway Pvt. Ltd.
05.2019 - 05.2020
Senior Manager and Head Hotel Supply Network - Global
Orchid DMC Pvt. Ltd.
02.2018 - 04.2019
Founder, Head Operation & Strategy
Ménage India Pvt. Ltd.
10.2017 - 01.2018
Zonal Manager- Goa
Makemytrip India Pvt. Ltd. (Goibibo.com)
09.2016 - 09.2017
Territory Manager - MP & Chhattisgarh
Makemytrip India Pvt. Ltd. (Goibibo.com)
04.2016 - 08.2016
Sr. Executive - Mumbai & Aurangabad
Makemytrip India Pvt. Ltd. (Goibibo.com)
04.2013 - 03.2016
Executive - Pan India Hotel Contracting and Market Manager East
Makemytrip India Pvt. Ltd. (Goibibo.com)
06.2011 - 03.2013
Food & Beverage Associate
Trident, Bhubaneswar
11.2010 - 05.2011
Intern
ITC Welcome Group
10.2009 - 03.2010
Bachelor of Science - Tourism and Hospitality Management
Madura Kamraj University
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