Job Summary

As an Area Manager – Contracting, you will lead and develop a team of Contracting Managers, driving the execution of regional commercial strategies and ensuring the achievement of key business objectives across your assigned area.

This is a highly strategic leadership role focused on building high-performing teams, strengthening hotel partnerships, maximizing commercial performance, and delivering sustainable growth through data-driven decision-making. Working closely with Regional Management and key stakeholders, you will play a critical role in shaping the success of our sourcing strategy and ensuring operational excellence across the region.

Job Responsibilities

Strategic Leadership & Area Development

• Partner closely with the Regional Manager to deploy corporate and commercial strategies across the assigned area.

• Drive the implementation of consultative selling methodologies and strategic partnership programs.

• Translate regional objectives into actionable plans with clear execution frameworks and measurable outcomes.

• Identify growth opportunities through market intelligence, performance analysis, and industry trends.

Team Leadership & Talent Development

• Lead, coach, and develop a team of Contracting Managers to achieve business objectives and individual growth goals.

• Support Contracting Managers and Area Yield Managers in building effective strategies and enhancing professional capabilities.

• Conduct regular performance reviews, provide feedback, and promote continuous development.

• Foster a collaborative, high-performance culture focused on engagement, accountability, and retention.

Commercial Performance Management

• Monitor KPIs and commercial performance across the area.

• Implement corrective actions when performance deviates from targets.

• Ensure the team remains agile and aligned with evolving business priorities.

• Drive revenue growth, profitability, and competitiveness through effective contracting strategies.

Hotel Partner & External Relationship Management

• Develop and maintain strong relationships with hotel partners and key external stakeholders.

• Participate in strategic negotiations and high-level meetings with key hotel groups and accounts.

• Represent HBX Group at industry events, trade shows, and conferences.

• Promote a consultative partnership approach with all strategic suppliers.

Cross-Functional Collaboration

• Collaborate closely with Revenue Management, G&DS, Marketing, Operations, Commercial Enablement, SPA Specialists, and Competitiveness teams.

• Ensure alignment and communication across departments and regions.

• Work with Account Development and Direct Channel teams to facilitate growth initiatives and strategic transitions.

Operational Excellence & Change Management

• Promote the adoption of new tools, systems, and processes across the team.

• Lead change management initiatives and support business transformation efforts.

• Ensure process standardization and operational consistency across the region.

• Resolve operational, competitiveness, and technology-related challenges impacting business performance.

Compliance & Governance

• Ensure compliance with company policies, regulations, and ethical standards.

• Promote awareness and adherence to regional protocols.

• Maintain a culture of accountability, integrity, and professional conduct.

Required Skills

• Strong strategic leadership and team management capabilities.

• Proven coaching and mentoring skills with experience developing high-performing teams.

• Excellent stakeholder management and influencing abilities.

• Strong commercial acumen and negotiation expertise.

• Data-driven mindset with the ability to convert insights into action.

• Strong project management and execution capabilities.

• Change management and organizational transformation experience.

• Excellent communication, presentation, and relationship-building skills.

• Ability to navigate complexity and prioritize effectively in fast-paced environments.

Required Tech Skills

• Advanced Excel for commercial analysis and performance tracking.

• Experience working with CRM and contracting systems.

• Strong reporting and dashboard analysis capabilities.

• Experience interpreting business performance metrics and KPIs.

• Familiarity with revenue management tools and hotel distribution platforms is highly desirable.

• PowerPoint and executive presentation skills.

Qualifications & Experience

• Bachelor's or Master's degree in Business Administration, Tourism Management, Hospitality, or a related discipline .

• Significant experience in commercial, contracting, sourcing, or hotel partnership roles.

• Proven experience managing and developing teams.

• Strong background in hotel contracting, negotiation, and supplier relationship management.

• Deep understanding of hotel distribution, revenue management, and travel industry dynamics.

• Experience leading strategic initiatives and driving business growth.

• Fluent English required; additional languages are highly valued.