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
We are looking for a dynamic, strategic and results-oriented Account Development Manager to join our growing team. In this role, you will be responsible for identifying and acquiring high-potential hotel partners, negotiating high-value tailored agreements, and driving long-term value through tailored commercial strategies. You’ll play a key role in shaping our partner ecosystem and ensuring seamless transitions to our differentiated teams, all while delivering measurable business growth and competitive advantage.
Job Responsibilities
- Digital Enablement: Promote digital tools and partner portal capabilities to enhance partner engagement and self-service efficiency
- Strategic Partner Acquisition: Identify and engage new strategic hotel partners. Craft compelling, customized value propositions that highlight mutual growth opportunities.
- Commercial Differentiation: Target existing partners with untapped potential. Negotiate exclusive and tailored agreements to unlock business uplift.
- Strategic Execution: Implement regional strategies aligned with company goals. Prioritize partner interactions based on market intelligence and conversion potential.
- Product Optimization: Analyze partner potential and improve contracting quality to boost conversion rates. Develop joint growth plans aligned with partner strategies.
- Cross-Functional Collaboration: Work closely with acquisition, differentiation, and direct channel teams. Coordinate with marketing, operations, and commercial enablement teams to ensure seamless execution.
- Tool & Process Adoption: Champion the use of internal tools and processes. Provide feedback for continuous improvement and support regional standardization.
- Seamless Transitions: Ensure smooth handovers to differentiated teams, maintaining business continuity and partner trust.
- External Representation: Build strong relationships with hotel partners and represent HBX Group at industry events and trade shows.
Required Skills
Strategic & Commercial Expertise
- Strong understanding of hotel distribution, revenue management, and commercial strategy.
- Ability to craft and communicate compelling value propositions tailored to partner needs.
- Skilled in identifying and prioritizing high-impact opportunities.
- Experience in identifying upselling and cross-selling opportunities within existing accounts.
Negotiation & Deal Structuring
- Proven ability to negotiate complex, high-value agreements that drive mutual growth.
- Confident in leading commercial discussions with senior stakeholders.
Product & Revenue Management
- Familiarity with product portfolios and how to leverage them for partner success.
Data-Driven Decision Making
- Proficient in analyzing performance metrics, market trends, and partner data.
- Ability to translate insights into actionable strategies that improve conversion and revenue.
Relationship Building & Consultative Selling
- Exceptional interpersonal skills with a consultative, partner-first approach.
- The ability to build trust and rapport with diverse stakeholders across regions and cultures.
Collaboration & Influence
- Strong cross-functional collaboration skills; able to align internal teams around shared goals.
- Experience working in matrixed environments with multiple stakeholders.
Agility & Innovation
- Thrives in a dynamic, fast-paced environment with shifting priorities.
- Strong team player who collaborates effectively across departments and regions.
- Creative problem-solver with a proactive, solution-oriented mindset
Tool & Process Optimization
- Comfortable using internal tools and platforms to manage accounts and performance.
- Proactive in adopting new technologies and processes and contributing to their continuous improvement.
Required Tech Skills
Data analysis & KPIs and metrics monitoring
- Microsoft Excel
Business Intelligence tools knowledge for data visualization & comprehension
- Tableau or similar
Presentations design
- Microsoft Power Point
CRM platforms basic knowledge for data consultation & tracking interactions
- Salesforce or similar
Sales Enablement tools knowledge
- Salesloft or similar
Required Qualifications and Experience
- Qualifications in Business Administration, Tourism Management, or a related field.
- 3+ years of experience in commercial roles with direct client interaction.
- Proven track record in contracting, negotiation, and account development.
- Experience building and maintaining strong relationships with key stakeholders, including internal teams and external partners.
- Adept at managing multiple business priorities and complex situations with strategic thinking and composure.
- Experience in a fast-paced, dynamic environment is essential.
- Experience in account planning and executing growth strategies.
- Fluent in English (spoken and written); additional languages are a plus.
If you're passionate about travel, strategic partnerships, and driving business growth, we want to hear from you. Join HBX Group and help us shape the future of travel.
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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