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.
The role of the Account Manager Hotel Chains reports to the Area Manager Hotel Chains and is responsible for developing and establishing strong relationships with hotel chains in scope ensuring they have a clear understanding of HBX value proposition and the different tools to maximize their revenue growth with us. Building rapport and trust via a consultative approach with partners is a crucial aspect of an Account chains Manager´s role in their portfolio management.
Effectively optimize, manage and enhance their portfolio through the implementation of the Central Framework agreements as well as the negotiation of the right commercial conditions required in their area, as well as, integrating the ecosystem via tailoring the product offering. This role is also responsible of ensuring they meet or exceed performance and financial targets and focuses on driving profitability and differentiation as a competitive advantage as well as joint-value proposals to foster long-term relationships.
Partnership building
Acting as the primary point of contact for hotel partners for the Large chains in scope
Building rapport and knowledge-based trust
Drive joint-value catered to partner needs
Attending industry events and engaging in networking opportunities to strengthen relationships and stay connected with our key partners
Ensure the supplier has a clear understating of Hotelbeds and its possibilities (Marketing packages, Markets and client promotions, tools and new processes…) that it allows to optimize the income of each hotel.
Portfolio and Performance Management
Monitoring the Performance and KPIs for each hotel and chain, working closely with the Area Chains Manager and Central Framework agreements team to ensure the right conditions are in place at all times
Identify opportunities via comprehensive market trends analysis and optimising all valid agreements with the hotel chain
Understand and correlate commercial conditions with business impact (increase in conversion rates)
Assist to regular performance reviews with the Area Chains manager to identify areas of improvement and agree on strategic action plans
Strategy implementation and delivery
Implement and deploy the strategic plans communicated by the Regiona chains Managers and Area Chains manager aligned with the overall organizational goals and objectives
Work on an strategic account planning by prioritising the right chain partner interactions at the right time
Support the Ecosystem integration by tailoring the product offering to each partner needs (Roiback, MKT products, Data, Insurate, etc.)
Contracting Quality negotiation & optimization
Understand your portfolio´s potential and adapt the overall proposal to meet our partners needs in a holistic approach aligned with the pre-stablished central framework
Identify the key elements to improve the overall contracting quality that will drive the increase in conversion rate and materialize the chain´s potential
Identify key opportunities aligned to the partner´s strategy (markets, lead times, volume growth in certain customer segments, etc)
Identify strategic accounts to be acquired as part of the existing partner´s portfolio
Negotiate differentiated conditions to ensure competitive advantages with key partners (aligned and respecting the pre-stablished central framework)
Collaboration
Work very closely with the Area Chains Manager towards chain´s goals and objectives
Work closely with the account developers on the transition of hotels and cluster to be moved to Prime Partners under Chains teams
Work closely with the Direct channel specialists team to accelerate the Ecosystem deployment and new deals acquisition
Maintain close relationship with other account chains managers 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 area chains manager
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
Digital Marketing
Work closely with marketing teams (aligned with team leader) on the marketing strategies to promote and ensure the right exposure for the chains in scope within the B2B segment
Monitor and analyze the effectiveness of those marketing activities to demonstrate the value to our hotel chains partners
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 advantageous
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.