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7 minutes readContents
- Scaling success across APAC
- Building visibility through events
- Growing a strong regional team
- How our team works and wins together
- What’s next for APAC
- Hiring across APAC: Join the team
Meet the team
- Erik, Regional Director APAC
- Jennifer, Head of Business Development South-East Asia
- Victoria, Head of Business Development South Asia
- Danielle, Head of Business Development Oceania
- Elizabeth, Senior Global Recruiter
Scaling success across APAC
Q: Erik, when we last spoke during the early stages of RateHawk’s APAC expansion, you outlined plans for team growth, regional offices, and financial infrastructure. A year on, how has the business evolved? Could you walk us through the key developments in regional growth and performance over the past year?
Erik,
Regional Director APAC
Over the past year, we’ve experienced exceptional growth across APAC, reflecting both our focused expansion strategy and strong commercial execution. In 2024, our net booking value in Asia grew fourfold year-on-year. We also tripled the number of connected travel agents, now working with over 13,000 professionals.
One of our most strategic achievements has been building a high-performing, regionally distributed team across four clusters – South Asia, East Asia, Oceania, and South-East Asia. This structure lets us localize our approach and better engage with partners in each market.
We also launched our first legal entity in Asia, in Singapore, which now functions as our regional hub supporting operations, sales, and partner success.
Our overall focus has been on scalability, localization, and building trust. We’ve expanded into previously underpenetrated markets and prioritized service consistency and technical agility – particularly around API connectivity – which remains a key differentiator in APAC.
Q: In what ways has focusing on API influenced your strategy in the East Asia market, and what initiatives have you undertaken to strengthen your market presence there?
API is a key pillar of our East Asia strategy. It allows us to scale quickly and onboard partners efficiently – which is critical in this high-volume market. It also positions us to collaborate more effectively with large OTAs who expect advanced technical solutions.
Our recent initiatives have included targeted API launches with major partners, focused on room-type mapping and platform customization. We also provide ongoing support from our API team to optimize performance and ensure smooth integrations, which has contributed to greater partner satisfaction and loyalty.
Building visibility through events
Q: How do industry exhibitions fit into your growth strategy, and which significant events have you attended recently?
Trade shows are essential to our strategy in such a fragmented region. They allow us to meet both new and existing partners from different countries in one place, which significantly accelerates decision-making and builds stronger relationships.
In the past year, we’ve participated in several major exhibitions including ITB China, OTM in India, ATM, ITB Berlin, and WTM. We’ll also be back at ITB Asia this October for the third year running. These events are a key opportunity for face-to-face conversations, and nothing builds trust and progress like being in the same room.
Growing a strong regional team
Q: Can you tell us more about your team’s organization and distribution across the APAC region?
We’ve structured our team into four main clusters:
- South-East Asia – based in Singapore
- East Asia – focused on China
- Oceania – with Australia as the main market
- South Asia – primarily India
A Team Leader leads each cluster and includes Sales Managers, Account Managers, and Business Development Managers reporting to their local Head of BDM.
We’ve also added an API Optimization Manager who reports directly to me.
Most of our commercial team is based in South-East Asia – it’s the most fragmented cluster, and one where regular partner visits are essential.
How our team works and wins together
Q: Can you share some of the key traditions or cultural practices within your team that support collaboration and success?
Erik,
Regional Director APAC
We always acknowledge achievements, birthdays, and successful deals. But I think the local Team Leaders can share more specific examples.
Jennifer,
Head of Business Development South-East Asia
We make a real effort to celebrate one another’s festivals and milestones. From the Chinese New Year in Singapore, Malaysia, and Vietnam, to Songkran in Thailand and Eid in Malaysia, each occasion is a chance to share warm wishes and gather for team meals.
We stay connected daily via Slack and WhatsApp. If someone needs support – even across countries – help is just a message away. For example, if a Thai partner needs confirmation for a hotel in Malaysia, our Malaysia team will call the hotel directly and share the update.
I also hold monthly team meetings to stay in touch, plus fortnightly updates highlighting wins and learnings, and we end the year with team meals in each country.
Victoria,
Head of Business Development South Asia
South Asia is incredibly diverse, with different religions, languages, and customs. That diversity can be a challenge, but also makes the region inspiring. We adapt strategies to fit local needs, hold regular meetings online and in person, and celebrate all kinds of holidays together – Hindu, Muslim, Catholic, and more.
There’s a strong sense of unity. Everyone knows they can reach out for help – no one ever says “that’s not my job.” We also have an unofficial WhatsApp group where we can relax, share jokes, and be ourselves. A bit of fun goes a long way in keeping spirits high.
Danielle,
Head of Business Development Oceania
Our success in Oceania isn’t just about good tech – it’s about strong communication and culture. With team members in different time zones, we keep things simple and make sure every meeting ends with clear next steps.
We also celebrate wins – whether it’s solving a tricky issue or signing a new partner. That keeps us motivated and connected, even across regions.
Understanding cultural differences is also essential. Australia and New Zealand are diverse, and by respecting different ways of communicating and decision-making, we build stronger relationships with both clients and colleagues.
What’s next for APAC
Q: Now that your recruitment is complete, what are your goals and expectations for your team moving forward?
Erik,
Regional Director APAC
Last year, we hired over 40 people and built a robust, capable team. This year is all about performance and presence — our goal is to triple profits and further establish ourselves as a top international supplier for local travel agencies.
Hiring across APAC: Join the team
Q: What are your current hiring plans, and what do you foresee for the future?
Elizabeth,
Senior Global Recruiter
We’re continuing to expand our team and are actively hiring across nearly all APAC markets – including China, Taiwan, Japan, South Korea, Malaysia, Singapore, Thailand, Vietnam, the Philippines, Australia, India, and Sri Lanka. Our main focus is on commercial roles: Sales Managers, Account Managers, and Business Development Managers. We’re also hiring API Optimization Managers as this function becomes increasingly central to our strategy.
If you’re interested in joining us, feel free to email us at [email protected] and check out the latest job openings.
From deepening local partnerships to building a culturally connected team, RateHawk’s APAC division is playing a key role in shaping the company’s global future. With a clear regional structure, strong leadership, and a focus on trust, technology, and teamwork, the team is well-positioned to meet the evolving needs of travel professionals across Asia-Pacific.
As our regional presence continues to expand, one thing remains clear — it’s the people behind the platform that make the difference.
Join the RateHawk team
From deepening local partnerships to building a culturally connected team, RateHawk’s APAC division is playing a key role in shaping the company’s global future. With a clear regional structure, strong leadership, and a focus on trust, technology, and teamwork, the team is well-positioned to meet the evolving needs of travel professionals across Asia-Pacific.
As our regional presence continues to expand, one thing remains clear — it’s the people behind the platform that make the difference.
