Partnership Implementation Manager

A crucial role in executing the chain partnership, relationship, engagement and ways of working among the different commercial functions, nurturing the relationship between HBX and key strategic chain partners. Working in partnership (tandem) with the Hotelbeds Account Director of the chain.

The primary purpose is to ensure the different commercial teams in the region follow specific procedures, adhere to pre-agreed commercial terms and actions to ensure specialization, standardization and compliance with agreement and distribution rules. This should result in the chain receiving exceptional service and value, ultimately leading to increased relevance, satisfaction, retention, revenue growth, consolidation of distribution and HBX Ecosystem adoption.

Build and maintain strong, long-term relationships with strategic hotel chains at regional/hub level. Act as the main point of contact for the Regional Director of the chain, Regional Director of Revenue, Hotelbeds Regional Director, Regional Managers and Area Managers to execute the strategy and growth plan with a given chain in the region.

Accountabilities

Chain Relationship Management:

Build and maintain strong, long-term relationships with strategic hotel chain decision makers at regional/brand level:

• Act as the main point of contact for strategic hotel chains at regional level (Regional Directors, brand Directors, Regional Revenue directors), and internal regional leadership,
• Conduct, and lead regular check-ins and business reviews with strategic hotel chain regional leadership

Strategy Implementation and Growth Plan Execution:

• Collaborate with the Account Director in the design and lead the execution of the training and monitoring process for Sourcing teams’ ways of working; to support specialization of the teams, and ensure pre-agreed hotel chains’ strategies and agreements are executed correctly and efficiently.
• Lead and support regular meetings, QBRs, attendance to regionally important tradeshows, with regional leadership of hotel chains, to understand their challenges and opportunities, monitor performance, manage expectations, and implement pre-agreed strategies.
• Support Account Director in setting common objectives and targets per chain in the region
• Identify and pursue opportunities for account growth and expansion in the region
• Collaborate with the Account Director and internal teams (Distribution, Sales, Pricing, Marketing, Risk, Product, BI) to ensure the delivery of tailored solutions that meet client needs, and make possible to expand the HBX Ecosystem

Revenue Growth and Sales Management:

• Support the Account Director and the local Sourcing Teams in achieving the best in industry conditions according to the pre-agreed global commercial conditions., that will drive revenue and OM targets and account growth objectives.
• Support the Account Director in identifying HBX Ecosystem opportunities: upselling and cross-selling opportunities to maximize account value, engagement, and dependency/stickiness
• Develop and present proposals and sales pitches to chains at regional level, as well as key hotels, and support the local Sourcing teams in doing the same, to addressing specific needs and challenges, or pitch opportunities (SPA, Marketing, MarketHub, etc).

Stakeholder Engagement:

• Identify, Mapp and Engage key personas within the chain (decision makers, influencers) at regional or brand level, and match with the correct internal touchpoint.
• Facilitate communication and engagement between the chain personas and their internal HBX touchpoints, at regional and local senior regional level, ensuring alignment and collaboration.
• Manage and coordinate regional stakeholder engagement during events such as trade shows, QBRs, and other chain facing activities.

Supporting Contract & Negotiation Management:

• Support contract negotiations and renewals, collaborating with the Account Director and providing feedback, relevant data and industry insights that will support in ensuring favorable terms for both the client and the company, the expansion of the HBX ecosystem and an acceleration of exclusivities on distribution and/or consolidation
• Pre-empt and provide solutions for potential renewal obstacles ahead of contract renewal negotiations.
• Support the Account Director in identifying and addressing any contractual issues or disputes that may arise, working towards mutually beneficial resolutions.

Performance Monitoring and Reporting:

• Track and report on key performance indicators (KPIs) related to account performance, client satisfaction, and revenue growth.
• Conduct regular performance reviews with relevant regional leadership, external and internal, to discuss progress and areas for improvement.
• Use data and insights to support the Account Director in refining account strategies and drive continuous improvement.

Collaboration:

• Work with, as a tandem, the Account Director to train, monitor and support the Sourcing teams in the region with the roll out of Ways-of-Working for each strategic chain.
• Design and conduct internal Knowledge Sharing Sessions: sessions held with Regional Sourcing leads and teams to share chain insights & learnings, set engagement rules, etc, (dotted line).
• Collaborate with cross-functional teams, including marketing, product development, and operations, to deliver comprehensive solutions to chains
• Ensure effective communication and coordination between the Sourcing teams and regional chain leadership and hotels.

Market and Industry Insights:

• Stay informed about industry trends, market conditions, and competitive landscape among chains and in general in the region
• Share insights and intelligence with chains, the Account Director and other internal stakeholders to help them navigate market challenges and seize opportunities.
• Use market knowledge to inform Account Directors and support strategies and position the company as a trusted advisor, and a solutions provider for Ecosystem deployment

Risk Management:

• Regionally identify and support the Account Director and the Sourcing teams to mitigate risks associated with client accounts, including financial, operational, and reputational risks.
• Support the Account Director and the Sourcing local team in developing and implementing contingency plans and proactive measures to address potential issues.

Client Satisfaction and Retention:

• Monitor chain stakeholder satisfaction levels and address any concerns promptly.
• Implement strategies to enhance chain consolidation and retention
• Collect and analyze feedback to improve chain service and account management practices.

These responsibilities ensure that a Chain Partnership Execution Manager not only maintains strong client relationships with the regional strategic chain and Sourcing leadership, leading and supporting the execution of pre-agreed strategies, but also drives business growth and delivers value to both the client and the company.

Position Requirements

Skills

• Strategic Thinking & Planning: ability to support and execute strategic plans tailored to each chain and align them to business objectives.
• D-Suite Relationship Management: Proficiency in building and maintaining strong, long-lasting relationships, understanding their needs and providing exceptional service.
• Sales & Negotiation: expertise in sales techniques, and negotiation strategies at high level, maximizing revenue and profitability., in order to support local teams to optimized pre-agreed conditions and exploit opportunities.
• Market Industry knowledge: deep understanding of the industry, market trends, competitive landscape, hotel revenue management and connectivity, and chain/brand franchise model.
• Financial and Analytical: strong analytical skills to analyse account performance, forecast revenue, pricing, and ensure the profitable account management
• Communication & Presentation: excellent verbal and written communication skills, including the ability to deliver compelling presentations and articulate complex ideas clearly in front of senior commercial individuals in global and regional brands.
• Problem-Solving & Decision-Making: address client and company’s issues promptly and make informed, effective decisions.
• Customer Service Orientation
• Adaptability & Resilience: ability to adapt to changing circumstances, handle pressure, and remain resilient in the face of challenges and setbacks
• Networking & Relationship Building: strong networking skills to connect with senior industry professionals, potential suppliers, and internal stakeholders, supporting the expansion the company’s reach and influence.

Experience

• Global or Multi-Regional Experience: experience managing accounts across regions or countries, understanding the nuances of international business practices and cultural differences.
• Hotel Revenue, Distribution or previous strategic account management for a travel/hotel organization
• Cross-functional collaboration: experience working with various internal departments such as marketing, product development, revenue management, connectivity, and finance.
• Cross-collaboration: experience in supporting and completing projects and initiatives across functions different functions, fostering a collaborative environment, and ensuring effective strategy implementation.

Qualifications

Educational Background: Bachelor’s degree in business administration, Marketing, Sales, or a related field is a plus, but not essential

Professional Experience:

• 5+ years of experience in account management, sales, or business development.
• Proven track record in managing key accounts and driving revenue growth.

Certifications: relevant professional certifications can be a plus, such as Certified Strategic Account Manager (CSAM), Project Management Professional (PMP), or other industry-specific certifications.