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:
Job Summary
As Head of Regional Chains, you will lead the execution of regional commercial strategies for large hotel chains, ensuring strong adoption of central framework agreements and driving B2B growth across your region.
This is a senior leadership role with strategic visibility and impact—responsible for building high‑performing teams, accelerating partner performance through data-led decision-making, and strengthening relationships with key chain partners to deliver sustainable revenue and market expansion.
Job Responsibilities
Strategic Leadership & Commercial Execution
Deploy the regional commercial strategy in alignment with central framework agreements, driving adoption and consistency across priority chains.
Build and execute consultative selling plans to achieve revenue growth, profitability, and long‑term partner value.
Identify market opportunities and performance gaps using data insights, trends, and competitive intelligence.
Process Design, Governance & Change Management
Drive standardized workflows and governance to ensure consistent execution across regions and teams.
Lead change management for new processes and tool rollouts, enabling adoption and measurable outcomes.
Business Performance Management
Own performance management across the regional chains portfolio—monitor KPIs, address deviations, and protect profitability.
Lead business reviews and provide actionable insights and recommendations to senior leadership.
Team Leadership & Capability Development
Lead, coach, and develop Account Optimization Managers, building a high‑performance, collaborative team culture.
Drive regular performance reviews, strengthen negotiation capability, and support key commercial discussions.
Stakeholder Collaboration & Partner Relationships
Build strong relationships with senior decision‑makers at chain partners; lead joint business planning, negotiations, and performance evaluations.
Collaborate closely with sourcing, marketing, operations, and commercial enablement to deliver a unified partner experience.
Maintain alignment with central framework teams on agreements, acquisitions, and chain-specific strategy.
Required Skills
Strategic commercial leadership with strong financial acumen and partner value orientation.
Proven capability in process governance, operational discipline, and scalable execution.
Strong stakeholder influence and relationship-building skills, including senior-level negotiations.
Agile mindset—comfortable navigating change, ambiguity, and competing priorities in fast-paced markets.
High ownership and ability to translate data into actionable commercial decisions.
Required Tech Skills
Advanced Excel for commercial analysis, forecasting, and KPI tracking. (recommended for role success)
Power BI and/or Tableau for performance dashboards and insights. (recommended for role success)
Strong PowerPoint for executive storytelling and business reviews. (recommended for role success)
Experience with CRM tools (Salesforce preferred) and disciplined pipeline/partner data hygiene.
Qualifications & Experience
7–10+ years in commercial leadership, key account management, B2B partnerships, or strategic sales.
Proven track record managing complex partnerships and high-stakes negotiations with large accounts (chains preferred).
Experience leading and developing high-performing teams in a dynamic environment.
Background in travel, hospitality, or a similar B2B industry strongly preferred.
Bachelor’s degree in Business, Economics, Tourism, or related field.
Fluent in English; additional languages are a plus.
At HBX Group, we believe that diversity drives innovation and makes travel a force for good. We're committed to creating an inclusive workplace where everyone feels valued and respected, embracing different backgrounds, perspectives and talents. Join us and be part of a team where diversity and equal opportunities really do make a difference
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.
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What We Do
Hotelbeds are global leaders in the TravelTech space, connecting and empowering businesses by facilitating bridges in the ever-changing and expanding travel ecosystem. Our cloud-based technology platforms offer fast and simple access to a global network of travel products, from accommodation to ancillaries and payments, while rich data and intelligence helps to generate demand. By operating exclusively in the B2B arena, we are uniquely placed to drive growth for our partners without competing for the end customer. Our teams of 3000+ experts on the ground provide local expertise and support to boost trading even further, even in the most hard-to-reach spaces. Our unique blend of technology, data and passionate people serves as a catalyst for B2B travel players aiming to unlock their full potential.
