Head of Airline Partnerships

Position Overview

Kensington Tours is seeking a strategic and results-driven Head of Airline Partnerships to lead global airline partner relations, procurement and contracting. Reporting to the SVP, Partner Relations, this role is responsible for securing the most competitive airline rates, commissions, and incentive programs in the market, while cultivating strong relationships with key airline partners. The ideal candidate is a seasoned negotiator with deep industry expertise, capable of delivering immediate and measurable revenue impact through best-in-class agreements.

This is a high-impact leadership role that leads a small team and requires a hands-on approach, commercial acumen, and the ability to manage complex negotiations across multiple carriers and markets. The Senior Director will ensure that all airline contracts are optimized, deployed effectively across brands, and consistently monitored for performance and profitability.

Key Responsibilities

Contracting & Commercial Negotiation

• Lead the negotiation and re-negotiation of global airline contracts to secure competitive rates, commissions, and overrides.
• Structure agreements that maximize profitability and align with business objectives.
• Ensure all contracts are accurately documented, tracked, and enforced.

Revenue Optimization

• Deliver against annual airline revenue and override targets through strategic contracting.
• Identify gaps in existing agreements and implement improvements to enhance commercial terms.
• Monitor contract performance and take proactive action to address underperformance.

Strategic Airline Relationships

• Build and maintain strong relationships with key airline stakeholders at both commercial and executive levels.
• Conduct regular business reviews to assess performance, resolve issues, and unlock incremental opportunities.
• Ensure airline partners are aligned with Kensington's strategic goals and growth plans.

Execution & Deployment

• Distribute negotiated contracts efficiently across all brands and internal teams.
• Equip frontline teams with the tools, training, and support needed to maximize contract utilization.
• Monitor adoption and intervene where contracts are under-leveraged.

Process Improvement & Reporting

• Streamline contract workflows and onboarding processes to accelerate speed to market.
• Implement robust tracking and reporting systems for contract terms, deadlines, and performance metrics.
• Provide regular updates to the SVP, Commercial on airline performance, contract status, and strategic opportunities.

Qualifications

• Several  years of experience in airline procurement, contracting, or partnerships, with a proven track record of delivering revenue growth.
• Deep understanding of airline fare structures including private fares, net fares, published fares, and commission models.
• Strong global network of airline contacts and ability to influence at senior levels.
• Advanced negotiation and contract management skills with demonstrated success in securing favorable commercial terms.
• Highly action-oriented with the ability to manage multiple complex negotiations simultaneously.
• Strong analytical and business judgment skills to evaluate and optimize commercial agreements.
• Excellent communication and presentation skills, with the ability to articulate recommendations clearly to internal and external stakeholders.

Key Skills

• Expertise in global airline contract negotiation (net fares, private fares, commissions, overrides).
• Strong relationship management and influencing capabilities.
• Financial acumen and analytical skills to assess and improve contract performance.
• Hands-on leadership style with a focus on execution and results.
• Ability to thrive in a fast-paced, dynamic environment.