Director, Airline Partnerships (North America)

About the job

As Director, Airline Partnerships, you will be responsible for leading a team of Sr Business Development Managers toward meeting key success measures for airline distribution partnerships in your region(s).

The Director, Airline Partnerships will represent the company in the assigned region(s), and will be responsible for building executive relationships with airline partners in the region(s). The individual must have experience leading account management teams, as well as a sales orientation and skill set.

At Hopper you can have an immediate impact in a high-growth environment.  Airline sales and distribution is a distinct field, so prior experience in airline distribution (OTA, TMC, GDS, airline, etc.) is preferred.

The strongest candidates will be able to intuitively communicate Hopper’s unique value proposition and frame our benefits to airlines.

• Manage your region like a business: identify, develop, and execute growth strategies; track and monitor team portfolio performance; and drive analysis to identify areas of risk and opportunity
• Create and execute a regionally-focused strategy to address team objectives and regularly report on progress toward target attainment
• Coach the team on preparing pitches for partnership opportunities, delivery of quarterly business reviews, and managing through risk
• Uncover opportunities to improve commercial relationships and optimal connectivity for airline partner content; summarize and articulate business cases to internal teams, and develop strategies to address commercial opportunities, in collaboration with internal stakeholders
• Create and build upon existing sales processes and business rhythms, ensuring utilization of tools such as salesforce
• Work with financial teams on forecast and revenue projections for the region(s)
• Develop marketing strategies and execute I/Os with airline partners in support of our Growth team
• Lead and complete the negotiation for contract renewals for the top partners in the region, as well as negotiation of key commercial opportunities or issues which may happen outside of contract renewal periods 
• Develop a strategy for management of long-tail partners
• Work with internal business partner teams, such as Flight Operations, Finance Operations, and Customer Service to optimize collaboration processes, in order to reduce traveler friction and reduce costs
• Develop a strong understanding of the global travel market, with a particular focus on the dynamics of the airline industry including new and legacy distribution capabilities and their economic impact for both the partner and Hopper

• Minimum 10 years sales/account management experience with successful background of driving revenue growth for key accounts, and 3+ years experience leading a team of account managers
• Prior experience in airline distribution (OTA, TMC, GDS, or airline) preferred
• Positive attitude; creative and self-motivated and always striving to do your best
• Ability to craft and deliver compelling and data driven presentations
• Team mentality, desire to help the team win
• Excellent prioritization and time management skills with ability to distinguish urgent from important work
• An innovative and detail-oriented approach to problem-solving
• Passion for travel and technology
• Strong value selling skills
• Executive-level business acumen
• Ability to navigate and succeed in a fast-paced and dynamic work environment
• Excellent written and verbal communication skills

• Well-funded and proven startup with large ambitions, competitive salary, possibility of annual bonus (OTE) based on team performance and upsides of pre-IPO equity packages.
• Hopper covers 100% of the premiums for group insurance plan.
• Hopper offers life, short term and long term disability coverage.
• HSA that covers eligible medical and dental expenses.
• All employees and dependents have access to Dialogue’s telemedicine services, anytime, anywhere.
• All employees have access to an RRSP plan with automatic pre-tax withdrawals per pay.
• Please ask us about our very generous parental leave, much above industry standards!.
• Unlimited PTO.
• Carrot Cash travel stipend.
• Access to co-working space on demand through FlexDesk AND Work-from-home stipend.
• Entrepreneurial culture where pushing limits and taking risks is everyday business.
• Open communication with management and company leadership.
• Small, dynamic teams = massive impact.

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