Accountabilities & Responsibilities
People leadership and development
- Performance management of the team and individual and regional targets across key business objectives.
- Assist and coach Country Managers to develop their individual strategic market & action plans for the year. Support team/colleagues market visits and overall high-level negotiations as required.
- Hold regular team meetings to review performance to plans / targets and provide sourcing expertise, knowledge & guidance as required to correct actions and assist with complex issues and provide guidance commercial implications of any ongoing activities.
- Share Regional/ Global information, communications with the team to ensure clarity and transparency of purpose at all times.
- Provide opportunities for team members to learn and share with each other their wins, losses & market intelligence in order to learn from each other.
- Set and manage succession plans for key positions in the team both internally and externally.
- Hold regular individual 1-2-1 meetings with team members and provide regular, ongoing feedback, coaching and support to guide and assist with the achievement of their plans & targets.
- Optimise budget and deployment to maximise profitable returns from the region.
- Provide support with individual's personal development needs to assist them to grow their skills, abilities, and competencies.
Strategic Business Development
- Partner closely with Regional Director on strategic planning and execution of strategic plans.
- Developing a clear plan to drive and effectively implement our key strategic partnership programs across all key destinations.
- Launch new HBX products in market and support teams to develop ecosystem value proposition specific to market.
- Champion the use of the available tools (Mitra, Maxi-rooms, Tableau, Salesforce (SRM), Accelerate) to assist in thinking and acting strategically to drive commercial outcomes.
- Ensure training and support is provided on all soft skills and available business intelligence tools to wider teams.
- Align the work of the team with the work of the local sales teams in line with company integration plans.
- Successfully lead the unification and integrations plans for HBX Group during the coming 12 months.
Account Management
- Participate and attend industry events; key hotelier events & meetings that require Area leadership representation to raise the status of the HBX brand in the region.
- Manage key chain stakeholder relationships with top 20% of hotels driving 85% of our business.
- Hold quarterly supplier market workshops promoting our business and driving supplier engagement across the destination.
- Develop deep internal stakeholder relationship to effectively leverage support of broader organization.
Skills required
- Proven ability to lead and mentor a team towards successful outcomes
- Experienced leader with proven ability to deliver results in a fast-paced environment
- Solid experience in a Purchasing, Sales or Strategic Account Management role
- Proven ability to build high performing, high achieving teams
- Proven ability to build strong internal and external relationships with individuals and hotel partners using an open and consultative approach
- Highly developed communication (both verbal and written) and presentation skills
- Ability to demonstrate & teach others a partnership approach to negotiation and sales
- IT proficiency including good working knowledge of Microsoft Office (with particular focus on manipulating data via Excel pivot) and Internet technologies
- Solid experience and commercial knowledge of the travel & hospitality industries, key competitors, industry issues and related technology
- Understanding of hotel revenue management and pricing
- Knowledge in dynamic pricing and channel manager connectivity
- Experience in working with 3rd party suppliers
