This role is responsible for identifying and target strategic partners and effectively convert prospects via securing the right differentiated conditions that will materialize the expected business uplift potential.

Responsibilities

Strategic Partner Acquisition

• Identify and target new potential and strategic partners
• Build and tailor the right value proposition and product offering according to each partner's needs
• Work very closely with the Acquisition team to set-up the partner in our system and ensure effective and efficient conversion

Sign differentiation with existing partners

• Identify and target partners where there is potential uplift via differentiated conditions tailored to each partner with a joint-value approach
• Prioritize the hotels by the uplift potential value and work closely with commodity owner to align the approach externally
• Understand the market landscape and trends to be able to present the right value proposition to the partner
• Deep understanding of the SPA model (strategic partnership agreement) to be targeted as the ultimate differentiation
• Negotiate differentiated conditions to ensure competitive advantages with key partners (Exclusive conditions, tailor contracting for key customers, SPA or SVC agreements etc.)

Strategy implementation and delivery

• Implement and deploy the strategic plans agreed with the Regional Account developer Manager and aligned with the overall organizational goals and objectives
• Work on strategic account planning by prioritising the right partner interactions at the right time
• Deep understanding on customer needs, analyze competitor landscape and offerings as well as demand and potential conversion
• Support the Ecosystem integration by tailoring the product offering to each partner's needs (Roiback, MKT products, Data, Insurance, etc.)

Product optimization via growth plans

• Understand the pipeline´s potential and identify the key elements to improve the overall contracting quality that will drive the increase in conversion rate and materialize the hotel´s or cluster's potential
• Develop joint-plans with partners for long-term relationships
• Identify key opportunities aligned with the partner´s strategy to ensure growth (markets, lead times, volume growth in certain customer segments, etc.)

Collaboration

• Work very closely with the commodity, acquisition and differentiation teams towards mutual goals and objectives
• Work closely with both teams on the transition of hotels and clusters to be moved to differentiated (strategic acquisitions, SPAs, etc.)
• Work closely with the Direct channel specialists team to accelerate the Ecosystem deployment and new deals acquisition
• Maintain close relationship with other account developer specialist to foster collaboration and best practice sharing
• Work closely with other departments to ensure smooth operation (marketing, operations, commercial enablement hub, SPA specialists, commercial optimisation, competitiveness, etc.)

Tools & Processes Adoption

• Ensure the usage and adoption levels of the company tools or processes agreed with team leader
• Active participation in the usage of any new tool and process implemented as well as providing constructive feedback towards its constant improvement
• Ensure continuity of the usage and adoption of tools and processes aligned with the company objectives
• Collaborate with the decision on standarization across the region to ensure consistency and efficiency

Seamless Transition

• Ensuring smooth transition when transferring a product to the differentiated teams
• Avoid business disruptions in the promise delivery to maintain customer trust and satisfaction
• Effective communication between initial team within commodity and the differentiated team to transfer all relevant knowledge, insights, contacts and any necessary documentation
• Identify and mitigate any potential risk associated to the transition

External Relationships

• Develop and maintain relationships with external stakeholders, including customers and hotel partners
• Support and set an example in front of the teams on a hotel consultative selling approach towards our key partners
• Direct involvement in the negotiations, optimisation and acquisition with key strategic accounts in their region
• Represent the company at industry events, conferences and trade shows