Job Summary
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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. xpzdshu We’re committed to creating an inclusive workplace where everyone feels valued and respected, embracing different backgrounds, perspectives and talents.
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