Key Account Manager, Remote (California-based only)

• *Important:** This is a remote position, but candidates must currently reside in California, US. Applications from other locations will not be considered.

About Us

HBX Group is a leading B2B ecosystem player in the TravelTech space, connecting and empowering businesses in the ever-evolving world of travel. We drive growth for our clients and partners while removing friction from the end-to-end travel experience. Our cloud-based technology platforms offer fast and reliable access to a unique portfolio of travel products & services, while rich data and intelligence seamlessly connect supply and demand worldwide.

Role Summary

We are seeking an experienced, analytical, and strategically minded sales professional to join our team as a Key Account Manager within the B2B Travel industry. In this role, you will be responsible for developing, managing, and growing a portfolio of key trade partner accounts within your assigned region. You will leverage your strong commercial acumen, relationship-building skills, and industry knowledge to drive sustainable growth across Total Transaction Value (TTV), margin, and room nights.

Working closely with Strategic Account Managers, Sales Executives, and cross-functional internal stakeholders, you will play a critical role in delivering commercial targets, strengthening long-term partnerships, and identifying acquisition and expansion opportunities across products, destinations, and markets.

Role Responsibilities
• Manage, grow, and optimize an assigned portfolio of travel agent and trade partner accounts.
• Analyze client productivity and performance to identify growth opportunities across TTV, operating margin, and revenue.
• Drive client acquisition initiatives and identify new business opportunities through new products, destinations, markets, and distribution strategies.
• Develop and maintain strong commercial relationships with key travel agent partners, acting as their primary point of contact.
• Negotiate, implement, and monitor the performance of commercial agreements to ensure profitability and alignment with business objectives.
• Work collaboratively with Sales, Strategic Accounts, and other internal teams to align regional and account-level strategies.
• Conduct regular client interactions, including on-site sales visits; some travel and overnight stays may be required.
• Represent the company at industry events, trade shows, client conferences, and networking opportunities.
• Act as a key liaison between internal teams and external clients to ensure smooth communication and execution.
• Continuously monitor account performance to maximize sales growth and proactively prevent churn.
• Participate in strategic planning, forecasting, reporting, and customer relationship planning activities.
• Identify and assess clients’ critical business needs and tailor solutions accordingly.
• Ensure deep understanding and correct application of distribution rules to maximize product exposure and performance for clients.

Skillset and Experience Required
• Proven experience in a Key Account Manager, Account Manager, or Sales role within the B2B Travel industry.
• Strong commercial acumen with a demonstrated ability to drive growth in sales, margin, and profitability.
• Excellent analytical skills with the ability to interpret performance data and translate insights into action.
• Proven track record in managing and growing client portfolios while consistently achieving or exceeding targets.
• Strong negotiation, relationship management, and communication skills.
• Ability to work cross-functionally and influence internal stakeholders to deliver shared objectives.
• Self-motivated, results-driven, and comfortable working autonomously within a fast-paced, commercial environment.
• Willingness to travel regularly within the assigned region.
• Solid understanding of travel distribution models, products, and market dynamics.
• Proficient in CRM tools and standard sales reporting methodologies.

At HBX Group, we believe that diversity drives innovation and makes travel a force for good. We're committed to creating an inclusive workplace where everyone feels valued and respected, embracing different backgrounds, perspectives and talents. Join us and be part of a team where diversity and equal opportunities really do make a difference.

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