Sourcing Business Development Manager

Hotelbeds Group; Hong Kong; On-site; HKD 600,000 - 900,000; Full time

Job summary

HBX Group in Hong Kong is seeking a driven Sourcing Business Development Manager to drive acquisition, development and growth of strategic hotel partnerships across the region. You will identify opportunities, negotiate commercial agreements, and tailor value propositions to each partner while working with cross-functional teams to improve performance and conversion.

You will manage strategic accounts, align with regional objectives and contribute to ecosystem integration, ensuring balanced

Qualifications

• Proven experience in commercial, sales, account management or contracting.
• Strong negotiation and contract-management skills.
• Data-driven with ability to translate insights into strategy.

Responsibilities

• Acquire and develop strategic hotel partnerships.
• Negotiate commercial agreements and tailor value propositions.
• Collaborate with cross-functional teams to optimize partner performance.
• Lead regional account planning and growth initiatives.

Skills

Sales

Negotiation

Account Mgmt

Contracting

Education

Bachelor's degree

Tools

CRM

Job description

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:Job SummaryAs a Sourcing Business Development Manager, you will drive the acquisition, development, and growth of strategic hotel partnerships. You will identify new business opportunities, negotiate commercial agreements, implement growth strategies, and build long-term relationships with key partners. Working closely with cross-functional teams, you will optimize partner performance, deliver tailored solutions, and support the achievement of regional business objectives.Job ResponsibilitiesStrategic partner acquisitionIdentify and target new potential and strategic partnersBuild and tailor the right value proposition and product offering according to each partner needsWork very closely with the Acquisition team to set-up the partner in our system and ensure effective and efficient conversionSign differentiation with existing partnersIdentify and target partners where there is potential business uplift via differentiated conditions tailored to each partner with a joint-value approachPrioritize the hotels by the uplift potential value and work closely with commodity owner to align the approach externallyUnderstand the market landscape and trends to be able to present the right value proposition to the partnerDeep understanding of the SPA model (strategic partnership agreement) to be targeted as the ultimate differentiationNegotiate differentiated conditions to ensure competitive advantages with key partners (Exclusive conditions, tailor contracting for key customers, SPA or SVC agreements, etc.)Strategy implementation and deliveryImplement and deploy the strategic plans agreed with the Regional Account developer Manager and aligned with the overall organizational goals and objectivesWork on strategic account planning by prioritizing the right partner interactions at the right timeDeep understanding on customer needs, analyze competitor landscape and offerings as well as demand and potential conversionSupport the Ecosystem integration by tailoring the product offering to each partner's needs (Roiback, MKT products, Data, Insurance, etc.)Product optimization via growth plansUnderstand 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 potentialDevelop joint-plans with partners for long-term relationshipsIdentify key opportunities aligned with the partner´s strategy to ensure growth (markets, lead times, volume growth in certain customer segments, etc.)CollaborationWork very closely with the commodity, acquisition and differentiation teams towards mutual goals and objectivesWork 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 acquisitionMaintain close relationship with other account developer specialist to foster collaboration and best practice sharingWork closely with other departments to ensure smooth operation (marketing, operations, commercial enablement hub, SPA specialists, commercial optimization, competitiveness, etc.)Tools & Processes adoptionEnsure the usage and adoption levels of the company tools or processes agreed with team leaderActive participation in the usage of any new tool and process implemented as well as providing constructive feedback towards its constant improvementEnsure continuity of the usage and adoption of tools and processes aligned with the company objectivesCollaborate with the decision on standardization across the region to ensure consistency and efficiencySeamless transitionEnsure smooth transition when transferring a product to the differentiated teamsAvoid business disruptions in the promise delivery to maintain customer trust and satisfactionEffective communication between initial team within commodity and the differentiated team to transfer all relevant knowledge, insights, contacts and any necessary documentationIdentify and mitigate any potential risk associated to the transitionExternal relationshipsDevelop and maintain relationships with external stakeholders, including customers and hotel partnersSupport and set an example in front of the teams on a hotel consultative selling approach towards our key partnersDirect involvement in the negotiations, optimization and acquisition with key strategic accounts in their regionRepresent the company at industry events, conferences and trade showsSkillset and Experience requiredProven experience in commercial, sales, account management, or contracting roles with direct client engagementStrong negotiation and contract management skills, with a track record of driving revenue growth and commercial successExperience in business development, account planning, and executing account growth strategiesGood understanding of the hotel industry, revenue management, pricing, and distribution conceptsAnalytical and data-driven, with the ability to use insights to support decision-making and optimize performanceStrong stakeholder management, collaboration, and relationship-building skillsFluent in written and spoken English; additional languages are a plusAt 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.