Regional Manager Iberia
14 days ago
Castro
About Us HBX Group is the world’s leading technological 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. Job Summary: The Regional Manager is responsible for driving sales performance and operational excellence across a defined geographical sub‑region. This role ensures strong execution of company strategy at the local level, fosters deeper client relationships through dedicated regional ownership, and enhances team capability through ongoing coaching and development. By taking full accountability for regional sales growth and operational delivery, the RM allows the Regional Director to focus on long‑term strategic initiatives while guaranteeing efficient day‑to‑day execution. The RM will lead a team of 6 to 10 sales professionals—including Strategic Key Account Managers and Key Account Managers—focusing on coaching, skill development, performance management, and strategic oversight rather than direct account management. Responsibilities: Ensure clear ownership of local sales targets and full accountability for execution at sub‑regional level. Drive stronger and more consistent application of company strategy, processes, and commercial frameworks. Provide faster and more effective escalation, issue resolution, and decision‑making within the region. Strengthen support for Key Account Managers by delivering frequent coaching, feedback, and skills development. Build and maintain strong client relationships by ensuring dedicated regional accountability and regular strategic engagement. Lead, motivate, and develop a team of Strategic KAMs and KAMs, including structured 1‑on‑1 coaching sessions and ride‑alongs. Conduct deep‑dive sales reviews to analyse portfolio performance and guide team members on commercial and soft‑skill competencies during client visits. Secure commercial agreements and distribution by interacting with key contacts across partner networks on an annual and ongoing basis. Ensure full implementation and follow‑up of SOW initiatives through reliable KPIs and performance dashboards. Collaborate with Sourcing teams to ensure product availability and alignment with market needs. Liaise with Marketing to ensure coherent brand messaging and execution of marketing activities throughout the year. Drive sub‑regional initiatives across core segments to support sales and strategic growth objectives. Support the career development, succession planning, and skill progression of all team members. Promote growth in area sales and profitability through proactive team leadership and continuous performance monitoring. Analyse market trends, competitor behavior, and emerging opportunities to anticipate trading needs and adjust sales actions accordingly. Connect regularly with the team on critical territory initiatives and align on next steps to capture near‑term commercial opportunities. Accompany team members to key client meetings when strategic deals or escalations require leadership involvement. Align yearly company objectives with sub‑regional goals and individual team KPIs. Skillset and Experience Required Leadership Experience: Proven track record leading and developing sales teams, ideally within a multi‑market or regional structure. Sales Expertise: Strong commercial background with experience in driving sales performance and implementing structured sales processes. Coaching & Development: Demonstrated ability to coach team members on commercial, strategic, and soft‑skill competencies. Strategic Execution: Ability to translate company‑wide strategy into actionable, measurable regional plans. Analytical Skills: Comfortable conducting deep‑dive performance reviews and interpreting KPIs to guide decision‑making. Client Management: Experience interacting with senior stakeholders and securing commercial agreements. Cross‑Functional Collaboration: Skilled in working with Sourcing, Marketing, and other internal departments. Communication: Strong communication and interpersonal skills, with the ability to engage teams and influence partners. Market Awareness: Good understanding of market trends and industry dynamics. Travel Flexibility: Willingness to travel within the region as required. 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.
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