Sourcing Business Development Manager

HBX Group; Hong Kong; On-site; HKD 900,000 - 1,200,000; Full time

Job summary

HBX Group seeks a Sourcing Business Development Manager to 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 regional business objectives in HBX Group's Travel Tech ecosystem.

Qualifications

• Proven experience in commercial, sales, account management, or contracting roles with direct client engagement.
• Strong negotiation and contract management skills, with a track record of driving revenue growth and commercial success.
• Experience in business development, account planning, and executing account growth strategies.
• Good understanding of the hotel industry, revenue management, pricing, and distribution concepts.
• Analytical and data-driven, with the ability to use insights to support decision-making and optimize performance.
• Strong stakeholder management, collaboration, and relationship-building skills.
• Fluent in written and spoken English; additional languages are a plus.

Responsibilities

• Drive acquisition and growth of strategic hotel partnerships.
• Identify new business opportunities and negotiate commercial agreements.
• Implement growth strategies and optimize partner performance.
• Collaborate with cross-functional teams across marketing, operations, and tech.
• Maintain transitions and ensure smooth collaboration with ecosystem teams.
• Ensure continuity of the usage and adoption of tools and processes aligned with the company objectives.

Skills

Commercial awareness

Negotiation

Contract management

Business development

Account planning

Data-driven

Stakeholder management

English fluency

Job description

HBX Group is a leading B2B ecosystem player in the Travel Tech 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.

We have over more than 3,000 experts worldwide, including specialists on the ground who provide insights and support to boost trading even further, especially in the most hard-to-reach segments. This unique blend of technology, data and passionate people serves as a catalyst for all businesses aiming to unlock their full potential in the travel arena.

HBX Group comprises best-in-class B2B brands that meet the needs of its growing and diverse client base across 190+ global markets.

Job Summary

As 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 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.)
• 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.)
• 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 specialist 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, competitiveness, etc.)
• Ensure the usage and adoption levels of the company tools or processes agreed with team leader
• Active participation in the usage of any new tool and process implemented as well as providing constructive feedback towards its constant improvement
• Ensure continuity of the usage and adoption of tools and processes aligned with the company objectives
• Collaborate with the decision on standardization across the region to ensure consistency and efficiency

Seamless transition

• Ensuring smooth transition when transferring a product to the differentiated teams
• Avoid business disruptions in the promise delivery to maintain customer trust and satisfaction
• Effective communication between initial team within commodity and the differentiated team to transfer all relevant knowledge, insights, contacts and any necessary documentation
• Identify and mitigate any potential risk associated to the transition

External relationships

• Develop and maintain relationships with external stakeholders, including customers and hotel partners
• Support and set an example in front of the teams on a hotel consultative selling approach towards our key partners
• Direct involvement in the negotiations, optimization and acquisition with key strategic accounts in their region
• Represent the company at industry events, conferences and trade shows

Skillset and Experience required

• Proven experience in commercial, sales, account management, or contracting roles with direct client engagement.
• Strong negotiation and contract management skills, with a track record of driving revenue growth and commercial success.
• Experience in business development, account planning, and executing account growth strategies.
• Good understanding of the hotel industry, revenue management, pricing, and distribution concepts.
• Analytical and data-driven, with the ability to use insights to support decision-making and optimize performance.
• Strong stakeholder management, collaboration, and relationship-building skills.
• Fluent in written and spoken English; additional languages are a plus.

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.