Sourcing Business Development Manager

The role of the Sourcing Business Development Manager reports to the Sourcing Business Development Director and is responsible of identifying and target strategic partners and effectively convert prospects via securing the right differentiated conditions that will materialize the expected business uplift potential.

This role should be able to transmit a compelling value proposition tailored to each potential partner, emphasizing how the partnership can create mutual benefits and growth, highlighting unique selling points and, product offering (integrating ecosystem), the competitive advantages and the potential revenue growth and market expansion we could deliver to our partners in return of those differentiated conditions. Building rapport and trust via consultative approach with partners is a crucial aspect of an Account Developer Managers role in their hunting of potential partners and differentiation.

This role will also be responsible of ensuring smooth transition when transferring an acquired partner or a differentiated agreement signed to the differentiated team. Fundamental piece to ensure success and seamless business continuity to deliver on the promises made to those strategic partners and to maintain the competitive advantages signed.

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 partners needs (Roiback, MKT products, Data, Insurance, etc.)
  

Product optimization via growth plans

• Understand the pipelines potential and identify the key elements to improve the overall contracting quality that will drive the increase in conversion rate and materialize the hotels or clusters potential
• Develop joint-plans with partners for long-term relationships
• Identify key opportunities aligned with the partners strategy to ensure growth (markets, lead times, volume growth in certain customer segments, etc.)

Collaboration

• 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 manager 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.)

Tools & Processes adoption

• 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

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  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

Requirements:

Capabilities:

• Market Expertise and Relationship Building: Demonstrate a deep understanding of the hotel landscape, build strong partnerships, and tailor solutions to meet individual hotel needs.
• Commercial Acumen and Negotiation Mastery: Master the negotiation process, structure optimal commercial agreements, and optimize the use of HBX tools to drive business growth and profitability.
• Business Development and Planning: Identify new business opportunities, develop comprehensive business plans, and prioritize initiatives based on business fundamentals.
• Data-driven decision-making: Leverage data and insights to inform decision-making, optimize performance, and identify areas for improvement.
• Product and Revenue Management Expertise: Possess a deep understanding of Hotelbeds product portfolio and hotel revenue management principles to optimize pricing and inventory strategies.
• Teamwork and Collaboration: Collaborate effectively with internal and external stakeholders, sharing knowledge and aligning efforts to achieve common goals.
• Agility and Adaptability: Demonstrate the ability to thrive in a dynamic environment, embrace change, and think creatively to overcome challenges.

Experience:

• Previous experience in commercial roles with direct contact with clients
• Previous experience in contracting and negotiation with customers
• Excellent in English spoken and written
• Account planning
• Account Growth Plans

Qualifications:

• Bachelors or masters degree in business administration, Tourism Management or similar
• Proficient level of English and any additional language would be a plus