Account Manager Mallorca

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 Account Manager reports to the Area Manager and is responsible for developing and establishing strong relationships with hotel partners 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 consultative approach with partners is a crucial aspect of an Account Manager´s role in their portfolio management.

Effectively manage and enhance their portfolio through the negotiation of the right commercial conditions adapted to each partner needs, 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.

Responsibilities:
Partnership building- Acting as the primary point of contact for hotel partners and management companies- Building rapport and knowledge-based trust- Drive joint-value catered to partner needs- Attending to 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 clients 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 cluster, working closely with the Yield Manager to ensure the right conditions are in place at all times- Identify opportunities via comprehensive market trends analysis- Understand and correlate commercial conditions with business impact (increase in conversion rates)- Assist to regular performance reviews with the Yield Manager and line 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 Regional Managers and Area managers aligned with the overall organizational goals and objectives- Work on strategic account planning by prioritising the right partner interactions at the right time- Support the Ecosystem integration by tailoring the product offering to each partner's needs (Roiback, MKT products, Data, Insurance, etc)

Contracting Quality negotiation & optimization- Understand your portfolio´s potential and adapt the overall proposal to meet our partners' needs in a holistic approach- 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- Identify key opportunities aligned with 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 (Exclusive conditions, tailor contracting for key customers, SPA or SVC agreements, etc)

Collaboration- Work very closely with the yield manager towards mutual goals and objectives- Work closely with the account developers 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 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 manager- Active participation in the usage of any new tool and process implemented as well as providing