Application Deadline: Monday, September 21st
Job Description
Reporting to the Director, Strategic Accounts& Enablement, the Manager, Partner Relations will play a key role in account management, business development, and driving hotel and activity rate competitiveness and optimization through our network of global destination management company (DMC) partners. This role owns a portfolio of DMC partner relationships end-to-end, serving as the primary account point of contact, while also leading hotel and activity rate negotiations, competitiveness analysis, and commercial term optimization within that portfolio. The Manager will also be responsible for new business opportunities with existing and prospective DMC partners, working closely with internal stakeholders to analyze performance, strengthen partnerships, and enhance product value.
This position will work cross-functionally with product, operations, analytics, and sales teams across Range brands, including Kensington Tours, Kensington Vacations, and Travel Edge.
Responsibilities
- Manage a portfolio of global DMC partner relationships, serving as the primary contact for account management/optimization, issue resolution, and relationship health.
- Participate and support hotel, activity and tour rate negotiations with DMC partners in portfolio, ensuring rate competitiveness and favorable commercial terms aligned with Kensington’s overall and regional strategies.
- Work cross functionally with Sales and Product on business development opportunities with existing and prospective DMC partners, including new destinations, product lines, and expanded commercial terms.
- Maintain a pipeline of potential new partners for the portfolio to act quickly when new partnership opportunities are required by stakeholders.
- Work with the Director to manage RFI/RFPs and new partner selection for the portfolio.
- Analyze DMC hotel, activity and tour rate performance data, reporting, and competitive shop insights to identify opportunities for rate optimization and margin improvement.
- Plan and lead business reviews and partner meetings, representing both account performance and rate strategy, and ensuring alignment on shared goals.
- Collaborate cross-functionally with analytics, product, operations, and sales teams to ensure partner strategies drive both profitability and customer value.
- Maintain ongoing dialogue with DMC partners to review performance, resolve rate and service issues, and capitalize on opportunities to strengthen the overall partnership and rate competitiveness.
Qualifications
- Experience: 5+ years in account management, partner relations, procurement, revenue management, or a similar commercial role within the travel, hospitality, or tourism industry, including direct ownership of partner or client relationships.
- Account Management: Ability to own and grow partner relationships end-to-end, balancing partner satisfaction with commercial objectives; experience acting as the primary relationship point of contact is a strong asset.
- Negotiation Expertise: Experience in negotiating hotel rates, contracts, or commercial agreements that deliver measurable value. Advanced negotiation skills - able to deliver results while maintaining partner engagement.
- Business Development: Experience identifying, evaluating, and pursuing new partnership or growth opportunities within an existing supplier or client network.
- Analytical Skills: Strong capability to interpret data, reporting, and competitive benchmarking to inform negotiation strategies and decision-making.
- Technical Skills: Proficient in Excel, Sharepoint, Claude and other AI tools
- Industry Knowledge: Understanding of hotel supply, distribution channels, and global market dynamics; experience working with DMCs is a strong asset. Experience with luxury services/product is an asset.
- Collaboration: Skilled at working cross-functionally with account management, product, sales, and analytics teams to drive shared business objectives.
- Communication: Excellent verbal and written communication skills, with the ability to influence both internal stakeholders and external partners. Proficient with Excel, SharePoint, PowerPoint, and Word.
- Strategic Mindset: Ability to develop and execute strategies that balance partner relationships, competitiveness, profitability, and long-term value creation.
- Adaptability: Comfortable with fast-paced, data-driven environments where priorities shift based on market conditions and competitive insights. Ability to lead and drive multiple competing priorities and thrive in a fast-paced and complex environment.
For employee based in GTA, this is a hybrid position with 2-3 days/week in office.
Please speak to your reporting manager prior to applying.