Senior Manager, Partner Relations

Kensington Tours; Canada; On-site; CAD 80,000 - 100,000; Full time

Job summary

A travel services company located in Canada is seeking a Senior Manager of Partner Relations. This role focuses on hotel rate competitiveness, working with global DMC partners to negotiate optimal pricing and enhance product value. The ideal candidate will have 3-5 years of experience in procurement or revenue management, strong negotiation skills, and the ability to analyze market data. This position collaborates with various internal teams to drive business objectives and ensure favorable commercial terms.

Qualifications

• 3-5 years in procurement, revenue management, or partner relations within travel or tourism.
• Proven ability to negotiate hotel rates and contracts.
• Understanding hotel supply, distribution channels, and global market dynamics.

Responsibilities

• Lead hotel rate negotiations with global DMC partners.
• Analyze hotel performance data to identify optimization opportunities.
• Collaborate cross-functionally with analytics, product, operations, and sales teams.

Skills

Negotiation Expertise

Analytical Skills

Collaboration

Communication

Adaptability

Tools

Excel

PowerPoint

Word

Job description

Kensington delivers the world’s most personal travel experiences. We bring to life each client’s desire to travel in a way that’s tailored specifically for them, in the company of local private guides who ensure that they enjoy the authentic best of their destination. The result is a unique journey rich in memories that last a lifetime.

We achieve this because of our extraordinary people, experts with deep knowledge of their destinations. For over 120 countries worldwide, and across each of our brands – Tours, Cruises, Villas, Yachts, Jets, and Air.

Reporting to the Director of Partner Relations, the Senior Manager of Partner Relations will play a key role in driving hotel rate competitiveness and optimization through our network of global destination management company (DMC) partners. This role is primarily focused on hotel competitiveness analysis, hotel rate negotiations, and ensuring favorable commercial terms. Acting as a buyer within the Partner Relations team, the Senior Manager will collaborate closely with DMC partners to secure optimal hotel pricing and inventory, while working with internal stakeholders to analyze performance, identify opportunities, and enhance product value. While the role does not fully own partner relationships, it is critical in shaping commercial outcomes and maximizing value from our hotel offerings.

This position will work cross-functionally with product, operations, analytics, and sales teams across Range brands, including Kensington Tours, Travel Edge, and Ensemble.

Responsibilities

• Lead hotel rate negotiations with global DMC partners, ensuring competitive tariffs and favorable commercial terms aligned with range overall buying strategy.
• Analyze hotel performance data, reporting, and competitive shop insights to identify opportunities for rate optimization and margin improvement.
• Execute strategies to enhance hotel competitiveness across key markets, adapting approaches based on real-time data and business priorities.
• Partner with the Account Management team to represent hotel rate strategy during business reviews and partner meetings, ensuring alignment on optimization goals.
• Continuously monitor hotel supply and market dynamics to build a deep understanding of the competitive landscape and inform negotiation strategies.
• Collaborate cross-functionally with analytics, product, operations, and sales teams to ensure negotiated rates drive both profitability and customer value.
• Maintain ongoing dialogue with DMC partners to review performance, resolve rate issues, and capitalize on opportunities to strengthen hotel offering.

Qualifications

• Experience: 3-5 years in procurement, revenue management, partner relations, or a similar commercial role within the travel, hospitality, or tourism industry.
• Negotiation Expertise: Proven ability to negotiate hotel rates, contracts, or commercial agreements that deliver measurable value. Advanced negotiation skills – able to deliver results while maintaining partner engagement.
• Analytical Skills: Strong capability to interpret data, reporting, and competitive benchmarking to inform negotiation strategies and decision-making.
• Industry Knowledge: Understanding hotel supply, distribution channels, and global market dynamics; experience working with DMCs is a strong asset. Experience with a global purchasing model and luxury services/product as 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, PowerPoint, and Word.
• Strategic Mindset: Ability to develop and execute strategies that balance 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.

We are committed to providing employment accommodation in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act. If you require accommodation due to a disability at any stage of our hiring process, please advise us when completing your application.

We thank all candidates for their interest; however, only those selected for an interview will be contacted.