Sourcing Business Development Manager
Job details
The role of the Sourcing Business Development Manager reports to the Sourcing Business Development Director and is responsible for identifying and targeting strategic partners and effectively converting prospects by 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, product offerings (integrating ecosystem), competitive advantages, and the potential revenue growth and market expansion we could deliver to our partners in return for those differentiated conditions. Building rapport and trust via a consultative approach with partners is a crucial aspect of an Account Developer Manager's role in their hunting of potential partners and differentiation. This role will also be responsible for ensuring a smooth transition when transferring an acquired partner or a differentiated agreement signed to the differentiated team. This is a 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's needs.
- Work closely with the Acquisition team to set up the partner in our system and ensure effective and efficient conversion.
- Identify and target partners where there is potential business uplift via differentiated conditions tailored to each partner with a joint-value approach.
- Prioritize hotels by uplift potential value and work closely with commodity owners to align the approach externally.
- Understand the market landscape and trends to present the right value proposition to the partner.
- Develop a 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.).
- 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 of 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 key elements to improve overall contracting quality that will drive the increase in conversion rate and materialize the hotels 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 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 relationships with other account developer 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 optimization, competitiveness, etc.).
- Ensure the usage and adoption levels of the company tools or processes agreed with the team leader.
- Participate actively 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 on the decision of standardization across the region to ensure consistency and efficiency.
- Ensure a 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 the 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 with the transition.
- 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 the 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.
- 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 Growth Plans.
- Bachelor's or master's degree in business administration, Tourism Management, or similar.
- Proficient level of English and any additional language would be a plus.
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