Sourcing Business Development Manager

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.

About Us:

HBX Group is the world’s leading technological 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.

Job Summary

This role is responsible of identifying and target strategic partners and effectively convert prospects via securing the right differentiated conditions that will materialize the expected business uplift potential.

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 aligned 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

Seamless transition

• Ensuring smooth transition when transferring a product to the differentiated teams

• Avoid business disruptions in the promise delivery to maintain 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:

• Proficient level of English and any additional language would be a plus.

• 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

• Market Expertise and Relationship Building

• Commercial Acumen and Negotiation Mastery

• Business Development and Planning

• Data-driven decision-making

• Product and Revenue Management Expertise

• Teamwork and Collaboration

• Agility and Adaptability

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.