Strategic Account Manager

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

We are seeking a strategic and commercially driven professional to manage business development within a designated territory. This role requires strong commercial acumen, relationship management skills, and the ability to execute sales strategies effectively. You will identify new opportunities, manage existing client relationships, and ensure revenue targets are achieved while maintaining high levels of customer satisfaction.

Key Responsibilities

- Identifying potential new customers and pursuing opportunities until the customer is signed up and producing bookings, including customer training, advice and guidance; XML knowledge essential (20–40%, territory dependent).
- Contacting existing customers in person and by phone to get feedback and report this feedback into the business service departments as business requirements (30–50%, territory dependent). Extensive travel required at times.
- Providing support to customers for product requirements, promotions, etc., with the assistance of sales support, pricing and sourcing departments (10–20%).
- Acting as an escalation point for Credit Control and technology issues with customers (5%).
- Reviewing customer base and proposing sales strategy for their territory (10%).
- Providing sales forecasts, sales budget proposals and commercial proposals for customers in territory (5%).
- Proactively using, maintaining, and updating relevant records in the company CRM system (Salesforce) (10%).
- Core responsibility: achieve budgeted sales within territory in line with company targets.

Essential Requirements

- Make commercial decisions on a daily basis to ensure that GTA has a strong customer base and business mix in the territory.
- Utilize market and customer knowledge to decide whether GTA will work with particular customers and make account management decisions on commercial terms and specific situations.
- Make decisions for contracts with customers and recommend any contracts on non-standard terms. Contracts are signed and approved by VP Sales and the Regional Manager, but effective commercial decision lies with the BDM for the territory.
- Communicate the vision and strategy to colleagues within FIT and other departments as leaders of commercial strategy in their territory.
- Ability to delegate effectively within the organization to staff who do not report to them.
- Achievement of revenue/profit targets for territory in accordance with company goals.
- Timely production of considered sales forecasts and budget projections.
- Annual review of customer base and market strategy with appropriate proposals made to management.
- Delivery of customer satisfaction.
- Achievement of territory/customer-specific goals as agreed with management periodically.
- Win new clients and increase business from existing clients within designated territory, which may be one or more countries or a specific region.
- Oversee management of relationships with all clients in their territory as the key GTA contact.
- Ensure that revenue from the designated territory meets or exceeds the planned budget.
- Decide sales strategy within territory in conjunction with management and in line with overall company goals.
- Be a valuable and integral part of the Spanish team.

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.