VP, NA Airline Partnerships & Strategy

The VP, NA Airline Partnerships & Strategy is responsible for defining and executing the North American airline partnership strategy to drive revenue growth, customer acquisition, product innovation, and long-term strategic advantage. This leader owns relationships with airline partners and shapes alliance, commercial, and go-to-market strategies. The role combines strategic vision, commercial negotiation, and operational execution, working closely with global and the other regional leadership teams.

Standard

Airline Strategy & Commercial Leadership

Define and execute the global airline strategy, including preferred carrier programs, pricing structures, incentive models, and long-term partnership frameworks.
• Lead complex, multi-year airline negotiations across global, regional, and specialty carriers to maximize commercial value and strategic alignment.
• Own airline economics, ensuring measurable contribution to revenue growth, margin expansion, and EBITDA outcomes.

Distribution & Retailing (incl. NDC)

• Shape airline distribution strategy, including NDC participation, content access, and commercial models in partnership with Product and Technology teams.
• Balance cost, access, and traveler experience while mitigating risk related to distribution fragmentation and airline retailing evolution.
• Serve as internal subject-matter expert on airline commercial and distribution trends.

Executive Partner Management

• Act as the senior executive sponsor for airline relationships, maintaining C-suite and commercial leadership connectivity.
• Resolve escalations and ensure alignment between airline partners, internal stakeholders, and client needs.
• Represent the company in strategic airline forums, industry councils, and executive working groups.

Cross-Functional Collaboration

• Partner closely with Sales, Client Management, Product, Technology, Finance, and Operations to align airline strategy with go-to-market and service delivery.
• Enable Sales and Client teams with clear airline value propositions, program narratives, and competitive positioning.
• Collaborate with Finance to forecast airline revenue, incentives, and margin contribution.

Governance, Performance & Risk

• Establish governance frameworks, KPIs, and scorecards to track airline partner performance and commercial outcomes.
• Ensure compliance with regulatory, contractual, and data requirements.
• Anticipate and manage supplier risk, including capacity shifts, distribution changes, and market volatility.

Team & Organizational Leadership

• Build, lead, and mentor a high-performing partnerships and strategy team.
• Establish best practices for partner management, deal governance, and execution.
• Foster a culture of accountability, innovation, and external partnership excellence.

• This position has reports which includes responsibility for overall performance management, including hiring, training, coaching, feedback, development, etc.
• Models the way for employees and sets a positive example by demonstrating our core values.
• Provides ongoing feedback and supports team member growth by working with employees and encouraging growth plans.
• Drives employee engagement. Facilitates regular and ongoing conversations about employee engagement and takes action to improve team and organizational culture.

• Embrace CTM's core values of Connect, Evolve and Deliver.
• Professional, collaborative and supportive interaction with employees, clients, suppliers and vendors.
• Ability to work independently as well as part of a team.
• Appropriate and professional written and verbal communication.
• Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests.
• Creative and analytical thinking with strong problem-solving and consultative skills.
• Demonstrates calm under pressure - is a proactive contributor and eager to learn.
• Proficiency in Microsoft Office Suite.
• Ability to do basic math.
• Ability to read and interpret information.
• Attention to detail.
• Regular and reliable attendance.

• 8+ years of senior leadership experience in corporate travel, airline commercial strategy, or supplier management.
• Deep understanding of airline economics, pricing and distribution models, commercial contracting, alliances, loyalty programs, and regulatory environments.
• Bachelor's degree required; MBA or equivalent advanced degree preferred.
• Strong strategic mindset with the ability to translate vision into executable plans.
• Exceptional negotiation, executive communication, and stakeholder management skills.
• Experience leading global, cross-cultural teams.
• Proven track record of driving material commercial outcomes in a complex, global environment.

• Executive presence with the ability to influence industry C-suite and internal senior leadership.
• Strong financial acumen with demonstrated EBITDA and margin ownership.
• Industry thought leadership or participation in airline advisory boards.
• Demonstrated interpersonal skills with experience leading cross-functional teams, communicating with senior managers and executives, and ability to build and leverage internal and external relationships.
• Extraordinary people leadership skills with focus on creating highly effective and collaborative teams.

CTM NA is an equal opportunity employer and is committed to fostering a diverse, equitable, and inclusive workforce. All qualified applicants applying for job openings posted in the U.S. will receive consideration for employment without regard to, and will not be discriminated against on the basis of, race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, marital status, or any other characteristic or status protected by applicable law.

If you are a qualified individual with a disability or a disabled veteran and would like to request an accommodation in order to apply for a position, you may contact us at na.careers@travelctm.com.com. We will make every effort to respond to your request for assistance as soon as possible. Please provide a preferred contact method for response via email or phone.

Flexible work arrangements are available. Depending on role, location, and business needs, colleagues may work onsite, hybrid (combination of in-office and virtual) or fully virtual.

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BENEFITS PROGRAM

We provide competitive and comprehensive benefits programs, tailored to each part of the globe our people work in. From walking and fitness challenges to volunteer experiences, flexible work environments, generous leave programs and retirement plan options, we offer ways to support you in every stage of living your best life.

Company Paid Basic Life & AD&D Insurance

Company Paid Short-Term Disability

Voluntary Long-Term Disability Insurance

Robust Wellness Program with incentives available to save money on your medical insurance premiums.

Supplemental Life; Accident; Cancer; Critical Illness; Identity Theft Protection and Legal Coverage

Three medical plan offerings including a High Deductible Health Plan, HMO plan (available in select states) and a Co-Pay medical plan.

Health Savings Account (HSA) with company core contribution and match, on a per pay period basis if enrolled in the HDHP medical plan.

Flexible Spending Accounts

Dependent Care Savings Account.

Dental Insurance Plan

Vision Insurance Plan

9 Company Paid Holidays including the day after Thanksgiving.

Generous paid time off programs for vacation and sick days

Employee Assistance Plan with access to Talk Space Therapy

Family Medical Leave

Paid Parental Leave (4 weeks)

Maternity benefits utilizing company paid STD, plus Parental Leave (4 weeks) to provide time for recovery, baby bonding, and enjoying your family time.

Bereavement Leave

401(k) Retirement Plan with a generous match per pay period

Student Loan Payment Match

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