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AI Summary
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:
About Us
HBX Group is a leading B2B ecosystem player in the TravelTech space, connecting and empowering businesses in the ever-evolving world of travel. We drive growth for our clients and partners while removing friction from the end-to-end travel experience. Our cloud-based technology platforms offer fast and reliable access to a unique portfolio of travel products & services, while rich data and intelligence seamlessly connect supply and demand worldwide.
Role Summary
We are seeking an experienced, analytical, and strategically minded sales professional to join our team as a Key Account Manager within the B2B Travel industry. In this role, you will be responsible for developing, managing, and growing a portfolio of key trade partner accounts within your assigned region. You will leverage your strong commercial acumen, relationship-building skills, and industry knowledge to drive sustainable growth across Total Transaction Value (TTV), margin, and room nights.
Working closely with Strategic Account Managers, Sales Executives, and cross-functional internal stakeholders, you will play a critical role in delivering commercial targets, strengthening long-term partnerships, and identifying acquisition and expansion opportunities across products, destinations, and markets.
Role Responsibilities
- Manage, grow, and optimize an assigned portfolio of travel agent and trade partner accounts.
- Analyze client productivity and performance to identify growth opportunities across TTV, operating margin, and revenue.
- Drive client acquisition initiatives and identify new business opportunities through new products, destinations, markets, and distribution strategies.
- Develop and maintain strong commercial relationships with key travel agent partners, acting as their primary point of contact.
- Negotiate, implement, and monitor the performance of commercial agreements to ensure profitability and alignment with business objectives.
- Work collaboratively with Sales, Strategic Accounts, and other internal teams to align regional and account-level strategies.
- Conduct regular client interactions, including on-site sales visits; some travel and overnight stays may be required.
- Represent the company at industry events, trade shows, client conferences, and networking opportunities.
- Act as a key liaison between internal teams and external clients to ensure smooth communication and execution.
- Continuously monitor account performance to maximize sales growth and proactively prevent churn.
- Participate in strategic planning, forecasting, reporting, and customer relationship planning activities.
- Identify and assess clients’ critical business needs and tailor solutions accordingly.
- Ensure deep understanding and correct application of distribution rules to maximize product exposure and performance for clients.
Skillset and Experience Required
- Proven experience in a Key Account Manager, Account Manager, or Sales role within the B2B Travel industry.
- Strong commercial acumen with a demonstrated ability to drive growth in sales, margin, and profitability.
- Excellent analytical skills with the ability to interpret performance data and translate insights into action.
- Proven track record in managing and growing client portfolios while consistently achieving or exceeding targets.
- Strong negotiation, relationship management, and communication skills.
- Ability to work cross-functionally and influence internal stakeholders to deliver shared objectives.
- Self-motivated, results-driven, and comfortable working autonomously within a fast-paced, commercial environment.
- Willingness to travel regularly within the assigned region.
- Solid understanding of travel distribution models, products, and market dynamics.
- Proficient in CRM tools and standard sales reporting methodologies.
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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