Head of Regional Chains Account

Hotelbeds Group

7d

About The Position

HBX Group is the world’s leading technology 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. We’re headquartered in Palma, Mallorca and employ around 3,500 people worldwide. JOB DESCRIPTION: Job Summary As Head of Regional Chains, you will lead the execution of regional commercial strategies for large hotel chains, ensuring strong adoption of central framework agreements and driving B2B growth across your region. This is a senior leadership role with strategic visibility and impact—responsible for building high‑performing teams, accelerating partner performance through data-led decision-making, and strengthening relationships with key chain partners to deliver sustainable revenue and market expansion.

Requirements

• Strategic commercial leadership with strong financial acumen and partner value orientation.
• Proven capability in process governance, operational discipline, and scalable execution.
• Strong stakeholder influence and relationship-building skills, including senior-level negotiations.
• Agile mindset—comfortable navigating change, ambiguity, and competing priorities in fast-paced markets.
• High ownership and ability to translate data into actionable commercial decisions.
• Advanced Excel for commercial analysis, forecasting, and KPI tracking.
• Power BI and/or Tableau for performance dashboards and insights.
• Strong PowerPoint for executive storytelling and business reviews.
• Experience with CRM tools (Salesforce preferred) and disciplined pipeline/partner data hygiene.
• 7–10+ years in commercial leadership, key account management, B2B partnerships, or strategic sales.
• Proven track record managing complex partnerships and high-stakes negotiations with large accounts (chains preferred).
• Experience leading and developing high-performing teams in a dynamic environment.
• Bachelor’s degree in Business, Economics, Tourism, or related field.
• Fluent in English; additional languages are a plus.

Nice To Haves

• Background in travel, hospitality, or a similar B2B industry strongly preferred.

Responsibilities

• Strategic Leadership & Commercial Execution Deploy the regional commercial strategy in alignment with central framework agreements, driving adoption and consistency across priority chains.
• Build and execute consultative selling plans to achieve revenue growth, profitability, and long‑term partner value.
• Identify market opportunities and performance gaps using data insights, trends, and competitive intelligence.
• Process Design, Governance & Change Management Drive standardized workflows and governance to ensure consistent execution across regions and teams.
• Lead change management for new processes and tool rollouts, enabling adoption and measurable outcomes.
• Business Performance Management Own performance management across the regional chains portfolio—monitor KPIs, address deviations, and protect profitability.
• Lead business reviews and provide actionable insights and recommendations to senior leadership.
• Team Leadership & Capability Development Lead, coach, and develop Account Optimization Managers, building a high‑performance, collaborative team culture.
• Drive regular performance reviews, strengthen negotiation capability, and support key commercial discussions.
• Stakeholder Collaboration & Partner Relationships Build strong relationships with senior decision‑makers at chain partners; lead joint business planning, negotiations, and performance evaluations.
• Collaborate closely with sourcing, marketing, operations, and commercial enablement to deliver a unified partner experience.
• Maintain alignment with central framework teams on agreements, acquisitions, and chain-specific strategy.

Benefits

• As well as an attractive benefits package you will be able to work:
• Within an innovative, engaging and multicultural environment.
• Have the opportunity to build strong and lasting business relationships and friendships from around the world.
• Have the opportunity in developing your career locally or within one of our beautiful working locations across the globe.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level