The Director, Supplier Relations, owns the relationships with our core travel suppliers (airlines, hotels, car rental companies, and Global Distribution Systems (GDS)) and is accountable for the commercial value those partnerships generate for the company and its clients. This is a dual-mandate role. Tactically, the Director negotiates and manages agreements, tracks performance against targets and ensures incentives and client benefits are fully realized. Strategically, the Director looks beyond traditional supplier models to anticipate where the travel distribution landscape is heading including but not limited to new content channels, payment models, ground and rail options, sustainability and technology partners and positions us to capture new value ahead of competitors.
This is a player-coach role. People management experience is required. Success depends on the ability to lead through influence, working closely with Sales, Account Management, Operations, Technology and Finance.
Overview of Key Responsibilities
1. Supplier Strategy and Portfolio Management
• Develop and maintain a multi-year supplier strategy aligned with company growth objectives, client mix, and market trends.
• Segment the supplier portfolio by strategic value, revenue contribution, and client relevance; set clear objectives for each tier.
• In partnership with the CEO, serve as the point of contact and relationship owner for key airline, hotel, car rental, and GDS partners.
• Conduct regular business reviews with suppliers to assess performance, resolve issues, and identify joint growth opportunities.
• Represent our company at supplier advisory boards, industry events, and partner forums.
2. Commercial Negotiation and Contract Management
• Lead negotiation of TMC agreements, including override, incentive, commission, and marketing-fund programs.
• Negotiate and renew the GDS agreement(s), optimizing segment incentives, productivity terms, technology fees, and content access.
• Support client-facing negotiations by securing corporate fares, preferred hotel rates, car rental agreements and value-adds that strengthen client programs and sales proposals.
• Maintain a central repository of supplier contracts, terms, renewal dates, and obligations; ensure compliance with contractual commitments.
• Model the financial impact of proposed agreements and present recommendations to senior leadership.
3. Category Management: Air, Hotel, Car, and GDS
• Air: Manage airline relationships and agency incentive programs; monitor share and volume against targets; track evolving distribution models including NDC and direct-connect content.
• Hotel: Oversee hotel partnerships, chain and consortia relationships, and preferred hotel programs; support client RFP and rate-audit processes; ensure accurate rate loading and content parity.
• Car Rental: Manage car rental partner agreements and commission structures; drive program compliance and client value.
• GDS: Own the GDS relationship end to end, including contract performance, segment productivity, cost management and the GDS’s role in the company’s long-term content strategy.
4. Performance, Revenue and Reporting
• Track supplier performance against contracted targets and forecast incentive earnings throughout the year.
• Partner with Finance to ensure accurate accrual, invoicing, and timely collection of supplier revenue; identify and resolve revenue leakage.
• Produce regular reporting and dashboards on supplier revenue, market share, client savings, and program health for leadership.
• Use booking and spend data to identify steering opportunities and recommend actions to Operations and Account Management.
5. Market Vision, Innovation and New Opportunities
• Monitor and interpret trends reshaping travel distribution and supply and translate them into clear recommendations for the business.
• Evaluate and develop partnerships beyond traditional suppliers, such as rail, ground transportation and rideshare, alternative accommodations, content aggregators, payment and virtual card providers, expense and booking technology, and sustainability and carbon-reporting partners.
• Assess the impact of NDC and other modern distribution models on content, servicing, cost, and revenue, and help shape the company’s multi-source content strategy.
• Identify new revenue streams and commercial models (for example, merchant or negotiated hotel content, marketing partnerships, data, and technology partnerships).
• Build business cases, lead pilots, and bring successful initiatives to scale in partnership with internal teams.
• Benchmark our supplier position against competing TMCs and recommend actions to strengthen competitive advantage.
6. Cross-Functional Collaboration and Influence
• Act as the internal subject-matter expert on suppliers, distribution, and travel market dynamics.
• Equip Sales with supplier value propositions, client savings stories and competitive differentiators for proposals and renewals.
• Partner with Account Management to integrate supplier programs into client travel policies and quarterly business reviews.
• Collaborate with Operations and Technology to ensure supplier content, fares and rates are accessible, accurate and serviceable by agents and booking tools.
• Communicate supplier changes, policy updates, and disruptions clearly and promptly to internal stakeholders.
Overview of Desired Skills, Experiences & Qualifications
• Degree in Business or Finance or a related field, or equivalent professional experience.
• 7+ years of experience in the travel industry, with at least 5 years in supplier relations, commercial partnerships, procurement, or supplier-side sales at a TMC, airline, hotel group, car rental company, or GDS.
• Minimum 3 years managing a team
• Demonstrated success negotiating complex commercial agreements with measurable revenue or savings outcomes.
• Deep working knowledge of air, hotel, car, and GDS commercial models, including incentive and override structures.
• Strong understanding of travel distribution, including GDS, NDC and direct-connect content.
• Strong financial and analytical skills; ability to build models, interpret booking, spend data, and present clear recommendations.
• Advanced proficiency in Excel and Power BI or comparable data/reporting tools.
• Familiarity with GDS platforms and online booking tools.
• Proven ability to influence and lead cross-functional work without direct authority.
• Experience at a TMC or within a high-growth commercial environment.
• Experience evaluating or launching partnerships with emerging travel suppliers or technology providers.
• Knowledge of corporate travel program management, hotel RFP processes, and travel policy design.
• Industry credentials or active involvement in industry associations.
• Established network of contacts across major airlines, hotel groups, car rental companies, and GDS providers.
