Key Account Manager
3 days ago
Palma
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 We are looking for a commercially driven Key Account Manager to accelerate the growth of our B2B2C Partner Solutions globally. This role will focus on building and converting a strong pipeline of new B2B2C opportunities, managing strategic client relationships, and partnering closely with regional sales teams to maximise revenue, margin, and long-term value. You will act as a subject matter expert for HBX B2B2C solutions, ensuring market insights gathered in the field directly influence product development and future strategy. Key Accountabilities • Develop and manage a compelling pipeline of new-segment B2B2C leads, nurturing opportunities through to conversion, • Partner closely with Regional Sales teams and B2B2C Champions to supercharge global sales of HBX B2B2C Solutions, • Manage a portfolio of B2B2C clients in collaboration with the regional KAM community, continuously optimising sales channels and commercial potential, • Plan for and consistently over-deliver against ambitious sales targets, • Act as a champion and expert for HBX B2B2C Partner Solutions, ensuring structured feedback, data, and insights from the field are systematically fed into Product Development Skills & Competencies • Consultative selling: Proven ability to lead complex, consultative sales cycles through to successful conversion, • Pipeline management: Strong expertise in managing the full sales funnel, from prospecting and nurturing to deal closure, • Commercial acumen: Ability to structure win-win commercial deals that drive long-term value, • Negotiation: Confident negotiator with a strong focus on revenue and margin optimisation, • Network building: Ability to build, maintain, and leverage a strong network within the B2B2C ecosystem, • Visibility & thought leadership: Active presence across social channels (e.g. LinkedIn) and industry events (e.g. WTM, ITB) to generate opportunities, • Organisation & prioritisation: Highly organised, able to manage a wide and diverse portfolio of clients and opportunities, • Data-driven mindset: Highly numerate with strong analytical skills to interrogate data and identify growth opportunities, • Attention to detail: Strong discipline in account configuration, optimisation, and ongoing account management Experience & Qualifications • 3+ years experience in airline sales and distribution environments, • 3+ years in a TravelTech sales role, • 2+ years experience in eCommerce and/or digital marketing, • Proven exposure to B2B2C and B2C models (B2B experience considered a plus), • Experience building or scaling new B2B2C segments, • Project management experience, with the ability to coordinate multiple stakeholders, • Strong partnership management experience, working with multiple partners to deliver client solutions, • Global exposure to airline distribution, including GDS, NDC, LCC, and Direct Connectivity, • Fluent English & Spanish is mandatory 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
