HBX Group is the world’s leading technology partner, connecting and empowering the world of travel. We’re game-changers, disruptors, the people who bring together local and global brands in accommodation, transport, activities and payments through our network of 300,000 hotels worldwide, 60,000 hard to reach high value clients such as tour operators, travel agents and loyalty schemes across 140 source markets. We are tech-driven, with a customer-first philosophy, and commercial teams whose knowledge and relationships on the ground are second to none. And of course we have an amazing team! Our people, Team HBX Group, are the beating heart of the company who we encourage to ‘move fast, dream big and make the difference’ every day. In fact, we believe that it is tech + data + people that truly sets us apart in the market, alongside our ‘global approach, local touch’ mentality. We’re headquartered in Palma, Mallorca and employ around 3,500 people worldwide.
JOB DESCRIPTION:
The role of the Sourcing Business Development Manager is responsible of identifying and target strategic partners and effectively convert prospects via securing the right differentiated conditions that will materialise the expected business uplift potential.
This role should be able to transmit a compelling value proposition tailored to each potential partner, emphasizing how the partnership can create mutual benefits and growth, highlighting unique selling points and, product offering (integrating ecosystem), the competitive advantages and the potential revenue growth and market expansion we could deliver to our partners in return of those differentiated conditions. Building rapport and trust via consultative approach with partners is a crucial aspect of an Account Developer Specialist´s role in their hunting of potential partners and differentiation.
This role will also be responsible of ensuring smooth transition when transferring an acquired partner or a differentiated agreement signed to the differentiated team. Fundamental piece to ensure success and seamless business continuity to deliver on the promises made to those strategic partners and to maintain the competitive advantages signed.
Responsibilities:
Strategic partner Acquisition
Identify and target new potential and strategic partners
Build and tailor the right value proposition and product offering according to each partner needs
Work very closely with the Acquisition team to set-up the partner in our system and ensure effective and efficient conversion
Sign differentiation with existing partners
Identify and target partners where there is potential business uplift via differentiated conditions tailored to each partner with a joint-value approach
Prioritize the hotels by the uplift potential value and work closely with commodity owner to align the approach externally
Understand the market landscape and trends to be able to present the right value proposition to the partner
Deep understanding of the SPA model (strategic partnership agreement) to be targeted as the ultimate differentiation
Negotiate differentiated conditions to ensure competitive advantages with key partners (Exclusive conditions, tailor contracting for key customers, SPA or SVC agreements, etc)
Strategy implementation and delivery
Implement and deploy the strategic plans agreed with the Regional Account developer Manager and aigned with the overall organizational goals and objectives
Work on strategic account planning by prioritising the right partner interactions at the right time
Deep understanding on customer needs, analyze competitor landscape and offerings as well as demand and potential conversion
Support the Ecosystem integration by tailoring the product offering to each partner's needs (Roiback, MKT products, Data, Insurance, etc)
Product optimization via growth plans
Understand the pipeline´s potential and identify the key elements to improve the overall contracting quality that will drive the increase in conversion rate and materialize the hotel´s or cluster's potential
Develop joint-plans with partners for long-term relationships
Identify key opportunities aligned with the partner´s strategy to ensure growth (markets, lead times, volume growth in certain customer segments, etc)
Collaboration
Work very closely with the commodity, acquisition and differentiation teams towards mutual goals and objectives
Work closely with both teams on the transition of hotels and clusters to be moved to differentiated (strategic acquisitions, SPAs, etc)+
Work closely with the Direct channel specialists team to accelerate the Ecosystem deployment and new deals acquisition
Maintain close relationship with other account developer specialist to foster collaboration and best practice sharing
Work closely with other departments to ensure smooth operation (marketing, operations, commercial enablement hub, SPA specialists, commercial optimisation, competitiveness, etc)
Tools & Processes adoption
Ensure the usage and adoption levels of the company tools or processes agreed with team leader
Active participation in the usage of any new tool and process implemented as well as providing constructive feedback towards its constant improvement
Ensure continuity of the usage and adoption of tools and processes aligned with the company objectives
Collaborate with the decision on standarization across the region to ensure consistency and efficiency
Seemless transition
Ensuring smooth transition when transferring a product to the diffeerntiated teams
Avoid business disruptions in the promise delivery to maintian customer trust and satisfaction
Effective communication between initial team within commodity and the differentiated team to transfer all relevant knowledge, insights, contacts and any necessary documentation
Identify and mitigate any potential risk associated to the transition
External relationships
Develop and maintain relationships with external stakeholders, including customers and hotel partners
Support and set an example in front of the teams on a hotel consultative selling approach towards our key partners
Direct involvement in the negotiations, optimisation and acquisition with key strategic accounts in their region
Represent the company at industry events, conferences and trade shows
Requirements:
Capabilities:
Market Expertise and Relationship Building: Demonstrate a deep understanding of the hotel landscape, build strong partnerships, and tailor solutions to meet individual hotel needs.
Commercial Acumen and Negotiation Mastery: Master the negotiation process, structure optimal commercial agreements, and optimize the use of HBX' tools to drive business growth and profitability.
Business Development and Planning: Identify new business opportunities, develop comprehensive business plans, and prioritize initiatives based on business fundamentals.
Data-driven decision-making: Leverage data and insights to inform decision-making, optimize performance, and identify areas for improvement.
Product and Revenue Management Expertise: Possess a deep understanding of Hotelbeds' product portfolio and hotel revenue management principles to optimize pricing and inventory strategies.
Teamwork and Collaboration: Collaborate effectively with internal and external stakeholders, sharing knowledge and aligning efforts to achieve common goals.
Agility and Adaptability: Demonstrate the ability to thrive in a dynamic environment, embrace change, and think creatively to overcome challenges.
Experience:
Previous experience in commercial roles with direct contact with clients
Previous experience in contracting and negotiation with customers
Excellent in English spoken and written
Account planning
Account Growth Plans
Qualifications:
Bachelor's or master’s degree in business administration, Tourism Management or similar
Proficient level of English and any additional language would be a plus
You will have the opportunity to work for a company that is going through significant change in becoming the world´s leading travel services provider. We are looking for people that are ready to ride the wave in this exciting journey.
As well as an attractive benefits package you will be able to work:
Within an innovative, engaging and multicultural environment.
Have the opportunity to build strong and lasting business relationships and friendships from around the world.
Have the opportunity in developing your career locally or within one of our beautiful working locations across the globe.
