Corporate Travel Management (CTM) Group

VP, NA Airline Partnerships – Strategy

Corporate Travel Management (CTM) Group

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $130,000 - $150,000 per year

Job Level

Lead

About the role

  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.

Requirements

  • 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.
Benefits
  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
airline economicspricing modelsdistribution modelscommercial contractingloyalty programsregulatory complianceKPI establishmentscorecard trackingfinancial forecastingrisk management
Soft Skills
strategic mindsetnegotiation skillsexecutive communicationstakeholder managementpeople leadershipinterpersonal skillsteam collaborationinfluenceaccountabilityinnovation
Certifications
Bachelor's degreeMBA or equivalent advanced degree