Senior Commercial Manager Partnerships B2C

Qantas Group; Sydney; On-site; AUD 180,000 - 260,000; Full time

Benefits offered by this job

Travel benefits

Flexible leave

Rewards program

Wellbeing support

Job summary

Qantas is seeking a Senior Commercial Manager, Partnerships, focused on the Hotels and Holidays stream. You will oversee the supply side, manage margins, procurement strategy and end-to-end partnerships for group accommodation.

The role drives strategic initiatives and new revenue opportunities within a high-impact portfolio. You will lead cross-functional teams, design partnership frameworks, and liaise with external partners and internal stakeholders to deliver revenue growth and efficiency.

Qualifications

• 15+ years experience in managing large scale partnerships in Aviation, Travel, Retail or similar.
• Post graduate qualifications (e.g., MBA) well regarded.
• Exceptional external stakeholder management including C-suite executives.

Responsibilities

• Oversee supply stream of Hotels and Holidays partnerships.
• Lead strategy build and stakeholder management across cross functional streams.
• Negotiate, contract, manage and implement partnership agreements end-to-end.
• Drive revenue growth, margin optimisation and operational efficiencies.

Skills

Partnership management

Negotiation

Strategy design

Stakeholder management

Financial modelling

Go-to-market

Team leadership

Project management

Education

Tertiary qualifications in Business/Commerce/Finance/Economics

MBA preferred

Job description

• Full-time
• Business Function: Support Functions
• Parent Business Function: Corporate & Support Functions
• Time Type: Full time
• Worker Sub-Type: Permanent

Job Description

• An exciting opportunity to get involved in partnership transformation initiatives, strategy design, development, management and growth of a core portfolio of external commercial partnerships
• Challenge yourself to manage a portfolio of commercial partners and introduce new revenue and product diversification opportunities in the Hotels & Holidays space
• Permanent Full time role based at our Corporate Campus in Mascot

Qantas has always been dedicated to going above and beyond for their customers – both in the air, and on the ground and at Qantas Loyalty; we’re a huge part of that commitment. By taking the time to recognise and reward our members, we build stronger relationships with the people who matter most.

As the Senior Commercial Manager, Partnerships, you will operate within The Hotels and Holidays Partnerships stream, responsible for the supply stream of the business, overseeing margin optimisation, procurement strategy and end to end partnerships for Qantas Group Accommodation. You will be accountable for strategic oversight of the focus areas and leading the larger components of strategy build and stakeholder management. You will develop, build and guide on the implementation of strategies across all cross functional Hotels and Holidays streams that enable delivery of revenue growth, margin optimisation, operational and process efficiencies, in addition to the development of new initiatives that drive incremental revenue growth.

This role is an important leadership position, setting the direction, driving outcomes, and cascading core partnership strategies across the Hotels and Holidays business. You will be accountable for understanding the broader business across end-to-end product squads to enable prioritisation and partner with cross-functional stakeholders. Overseeing a portfolio of core Hotels and Holidays partnerships, you will lead the end-to-end execution of partnerships—from strategy and negotiation through to contracting, management, and final implementation.

The Senior Commercial Manager, Partnerships plays a key stakeholder management role, organising and facilitating outcomes that enable delivery of revenue/margin optimisation and opening new revenue streams and opportunities, across the business.

You’ll have –

• 15 years+ experience in the management of large scale and complex Partnerships in Aviation, Travel, Retail or other significant household spend categories
• Tertiary qualifications in Business, Commerce, Finance or Economics or equivalent experience. Post graduate qualifications eg MBA in related disciplines well regarded
• Exceptionally strong external stakeholder management skills, including C-suite executives, with passion for sales, business development and partnerships management
• Exceptional commercial acumen with well-developed strategic, financial, customer, commercial modelling and relationship management skills
• Strong analytical and data-analysis capability with a focus on identifying opportunities, applying critical thinking, problem solving and overall better decision making
• Thorough understanding of customer loyalty fundamentals, core drivers of loyalty value creation and partnership execution within a loyalty programme context
• Thorough understand of partner and customer/member perspectives and ability to leverage data and insight as part of partnership strategy development and performance appraisal
• Ability to strategically design and develop partnership frameworks including industry/sector appraisals, competitor benchmarking, pipeline development, opportunity sizing, deal structures, commercial constructs and success KPIs and measures
• Revenue and gross margin management experience in a partnership context and ability to manage financial targets, budgets and forecasting
• Significant business development, negotiation and contracting experience with in-depth knowledge of all components of deal making, partnership development and onboarding
• Significant experience in developing key internal and external materials including pitching and proposals, business casing and strategic plan development
• Exceptional experience in value creation through partnership marketing with sound knowledge of ‘go to market’ strategies and core drivers of value creation for the customer and partner
• Partnership product development experience and ability to liaise with SME stakeholders on key inputs including technology, data, legal, product and ux to develop best in class customer products and experiences
• Ability to appraise partnership performance, understand key partnership value driversand define success KPIs
• Exceptional people management experience with ability to lead, motivate, coach and develop high performing teams
• High level of motivation and ability to work independently with a proactive and can-do attitude
• Results oriented with demonstrated ability to deliver results under pressure in a complex business environment across a variety of industries
• Thorough understanding of Agile ways of working and methodologies and/or experience of working in an Agile organisation

Why Qantas?

If you’re successful in your application, you’ll join a team where creativity and passion are encouraged. Our people come together to allow us to dream big and deliver successfully.

There are many different opportunities across our team, which means you’ll be able to grow both personally and professionally at Qantas. Your development is a priority for us – so that you can maintain the high standards our customers have come to expect and can continue to develop over time. You’ll be supported from day 1 with on the job training and coaching as well as our formal training opportunities. While you may start in this role, we’ve got a great track record of supporting our people to take their career in so many different directions, the destinations are endless.

The Qantas employee benefits program offers amazing benefits that extend well beyond travel.

• We love to travel: Enjoy heavily discounted air travel within Australia and across the globe, both for you and your family and friends, as well as exclusive deals on accommodation and holidays.
• We have flexible leave options: Make use of leave and flexible working opportunities including 18 weeks paid parental leave and the option to purchase additional paid leave for eligible employees.
• We’ll give you access to thousands of rewards: Through our partnerships we can offer you discounts across shopping, food and wine, insurance, health and wellbeing, leisure and entertainment. You can also take advantage of our salary packaging program including motor vehicles, eligible portable electronic devices and professional memberships.
• We’ll support your wellbeing: Whether it’s learning to better support your own and others’ mental health, our interactive wellbeing app or your very own tailored nutrition plan.

Applications close: Wednesday 21st October 2026

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