Sourcing Business Development Manager

2 weeks ago

Dubai, United Arab Emirates Hotelbeds Full time

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 reports to the Sourcing Business Development Director and 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.

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 Manager´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 aligned with the overall organizational goals and objectives- Work on strategic account planning by prioritizing 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 manager to foster collaboration and best practice sharing- Work closely with other departments to ensure smooth operation (marketing, operations, commercial enablement hub, SPA specialists, commercial optimization

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