Join our team and become a part of Roibos
At Roibos, we are currently looking to fill several exciting positions across different departments. If you’re interested in being part of a company that is transforming the hotel distribution industry, we would love to hear from you!
Workplace: On-site
Employment type: Full-time
Team: Hotels
The Role
At Roibos, we are looking for a Key Account Manager to join our Hotels team and lead our partnerships with regional hotel chains. You will own a portfolio of established chain partners, act as their trusted advisor on B2B distribution, and grow the business we do together through stronger production, rate competitiveness, and availability.
Key Responsibilities
• Own and develop a portfolio of regional hotel chains, acting as their primary point of contact and trusted distribution partner.
• Build an account plan for each chain, setting growth objectives and agreeing actions with the chain’s commercial, revenue and distribution teams.
• Drive production growth by improving rate competitiveness and inventory availability, and by adding new properties, openings and destinations from each chain’s portfolio.
• Negotiate commercial terms and contract renewals, including rates, conditions and promotions.
• Monitor account performance, report on key metrics and lead regular business reviews with partners.
• Work closely with the Connectivity team to ensure smooth onboarding and connection of the chains’ properties, and with the regional contracting teams to align on market priorities.
• Keep up to date with market trends and competitor activity in the regional chain segment.
Requirements
• 3+ years’ experience as a Key Account Manager, Account Manager or in a similar commercial role in the hotel or travel distribution industry.
• Solid knowledge of hotel contracting, revenue management, B2B distribution and pricing strategies.
• Experience working with hotel chains and an established network will be considered a plus.
• Strong negotiation and communication skills, with the ability to build relationships at all levels, from sales managers to commercial directors.
• Analytical mindset: comfortable working with data and KPIs to turn insights into concrete actions.
• Fluent English; additional European languages are a plus.
• Organised and proactive, able to manage multiple accounts and priorities at the same time.
• Collaborative team player who enjoys working across departments and goes the extra mile to achieve personal and team results.
Key Measures
• Production growth of the assigned portfolio against targets.
• Rate competitiveness and availability of the assigned chains.
• Account retention and expansion, including new properties activated within existing chains.
• Achievement of company, department and individual objectives.
What We Offer
• Competitive salary and bonus structure.
• Opportunities for career development within a dynamic and growing company.
• A collaborative and innovative work environment.
If you are a results-driven commercial professional who enjoys building long-term partnerships with hotel chains and growing them, we’d love to hear from you!
Candidates must be based in Mallorca or willing to relocate permanently.
Department: Product
Reports to: CEO
About Roibos
Roibos is a travel technology company transforming hotel distribution through a B2B marketplace that connects hotels and distribution partners directly.
Our technology helps both sides simplify contracting, accelerate time to market, improve margins and gain greater control over distribution.
Our model is built around direct hotel relationships, efficient connectivity and a highly scalable distribution network. As we continue to grow internationally, we are looking for a Chief Product/ Hotel Officer who can make our hotel portfolio a decisive source of competitive advantage.
The Role
We are looking for a highly commercial and performance-driven Chief Sourcing Officer to lead our global hotel product strategy.
This is not a technology or software product role. The product we are talking about is our hotel portfolio: rates, availability, commercial conditions, destination coverage, inventory relevance and overall competitiveness.
Your mission is to translate market demand into a global sourcing strategy that ensures Roibos has the right product, in the right markets, under the right conditions to drive conversion and commercial growth.
We are not looking for someone to simply manage contracts or increase hotel count. We want a leader who can identify where the greatest commercial opportunities exist, set clear sourcing priorities, strengthen portfolio competitiveness and lead the Product organisation to execute against that strategy.
This is an international role. It requires regular travel to key industry trade shows, partner meetings and strategic markets, as well as the ability to lead, motivate and manage teams working remotely across different locations and time zones.
What You Will Do
Define Global Sourcing Strategy
• Translate client demand and market intelligence into clear global sourcing priorities.
• Define priority markets, destinations, hotel segments and product types based on commercial opportunities.
• Identify portfolio gaps and determine where sourcing investment will generate the greatest impact.
• Align sourcing strategy with Roibos’ overall growth and distribution priorities.
• Allocate sourcing resources and investment based on market opportunities, strategic importance, and expected commercial return.
Connect Demand, Supply & Portfolio Performance
• Partner closely with Demand, Distribution and Data teams to understand market needs and opportunities.
• Use demand, conversion and competitiveness data to guide sourcing and optimization priorities.
• Set clear portfolio objectives and empower Contracting and Optimization teams to execute against them.
Turn the Portfolio into a Commercial Advantage
• Focus resources on the hotels, chains and destinations that can generate the greatest commercial impact.
• Continuously improve the relevance, competitiveness, and productivity of the hotel portfolio.
Lead Strategic Partnerships & Negotiations
Lead and support executive-level negotiations with strategic hotel groups and partners where senior involvement can materially improve outcome.
• Define the commercial objectives and negotiation framework for strategic sourcing and ensure teams deliver against them.
• Structure and close complex, high-value agreements that improve Roibos’ competitive position.
• Build senior-level relationships with strategic hotel partners and convert those relationships into measurable long-term value.
• Support the team in critical negotiations and raise the overall negotiation capability of the organisation.
Drive Product Optimisation
• Ensure Product and Optimization teams have clear strategic priorities and frameworks for addressing portfolio underperformance, and hold teams accountable for measurable outcomes. Define the performance framework, KPIs and decision criteria used by Product and Optimization teams to measure portfolio competitiveness and effectiveness.
• Prioritise optimization opportunities based on expected commercial impact rather than activity volume.
Build and Lead a High-Performance Product & Contracting Organisation
• Lead and continuously improve the structure, organisation and performance of the Product & Contracting team.
• Manage remote and distributed teams effectively across markets, geographies, and time zones.
• Establish clear priorities, KPIs, ownership, and accountability regardless of where team members are based.
• Create a strong commercial culture in which contractors think beyond signing hotels and understand their direct contribution to revenue, competitiveness and conversion.
• Improve execution speed, negotiation quality, and decision-making across the team.
• Hire, develop and retain strong talent while addressing underperformance when necessary.
• Build scalable processes and communication routines that keep remote teams aligned, focused, and accountable.
Represent Roibos Internationally
• Represent Roibos at major industry trade shows, partner meetings and strategic commercial events.
• Maintain a visible and active presence with key hotel groups, partners, and industry stakeholders.
What We Are Looking For
Experience
• Significant senior leadership experience in hotel distribution.
• Background ideally gained in a bedbank, wholesaler, DMC, OTA or B2B hotel distribution business.
• Previous experience in roles such as Chief Product/ Sourcing Officer, VP Product/ Sourcing, Product/ Sourcing Director, Head of Product/ Sourcing, Director or Head of Contracting, Sourcing Director, Commercial Director or equivalent.
• Direct responsibility for hotel contracting, sourcing, product competitiveness, and portfolio performance.
• Proven track record of improving commercial conditions, revenue, production or conversion.
• Experience managing and developing international and remote Product or Contracting teams.
• Strong understanding of the hotel distribution ecosystem, including hotel chains, independent hotels, bedbanks, OTAs, tour operators, connectivity providers, and distribution partners.
• Comfortable travelling regularly for industry events, strategic meetings and market visits.
Profile
• Outstanding negotiator: You are capable of leading difficult negotiations, challenging existing conditions and closing complex agreements that create measurable commercial advantages.
• Strong commercial mindset: Senior leadership experience with responsibility for global or multi-market sourcing strategy, portfolio management and commercial performance, ideally within a bedbank, OTA, wholesaler, marketplace or B2B hotel distribution environment.
• Data-driven strategist: You use demand, competitiveness, production and conversion data to identify opportunities, set priorities and guide teams toward the actions with greatest commercial impact.
• High-performance leader: You know how to organise teams, establish priorities, create accountability, and raise execution standards, including in remote and distributed environments.
• Ambitious and growth-oriented: You are motivated by building, improving, and competing. You are not interested in simply maintaining an existing portfolio.
• Hands-on when it matters: You can operate strategically but are comfortable getting directly involved in key negotiations, major product gaps and critical commercial opportunities.
• Internationally mobile: You are comfortable travelling frequently and representing the company at major trade shows and strategic partner meetings.
Languages
• Fluent English required.
• Spanish highly valued.
• Additional languages are an advantage.
To apply, please select the position you are interested in and complete the form below.