Senior B2B Commercial Partner Manager

TUI; Rijswijk; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Travel benefits

Flexible working

Learning & development

Global project exposure

Charity & sustainability initiatives

Job summary

TUI is seeking a Senior B2B Commercial Partner Manager to lead regional B2B strategy, negotiate with tour operators and external partners, and drive revenue growth across global markets.

You will act as a key interface between internal TUI tour operators and external partners, shaping commercial agreements, pricing, incentives and service levels to maximise capacity and yield.

Qualifications

• Prior airline experience managing and developing tour operator or trade partnerships is required.
• Proven experience as a commercial account manager with a strong background in B2B sales, commercial partnerships or tour operator distribution in the airline or travel industry.
• Track record of managing complex regional accounts, delivering revenue growth and maintaining long-term relationships in a multi-stakeholder environment.

Responsibilities

• Execute the B2B commercial strategy at a regional level, translating direction into market actions to optimise capacity, distribution and yield.
• Act as the primary commercial contact for internal TUI tour operators and selected external partners, building trust-based relationships that unlock long-term value.
• Negotiate seasonal and multi-year agreements for partner commitments, pricing structures, incentives and service levels.
• Monitor partner performance against contracts and commercial targets, identify opportunities to grow share, address risks and improve collaboration.
• Work with analytics, pricing and planning functions to ensure data-led decisions and actionable insights guiding negotiations.
• Represent the airline's B2B commercial interests in cross-functional forums and ensure seamless execution across teams.

Skills

B2B sales

Commercial partnerships

Tour operator distribution

Negotiation

Account management

Data analysis

Relationship building

Job description

This role sits within Airline Commercial and Network Planning & B2B Sales (SD_0654) and reports to Head of B2B Commercial Partnerships.

Are you a skilled commercial professional with a passion for building strategic partnerships in the airline industry? Join TUI Airline as we expand our commercial capabilities and unlock new revenue potential across global markets. As our Senior B2B Commercial Partner Manager, you'll drive external revenues and foster high-performance relationships with both internal TUI tour operators and external B2B partners.

This vacancy can be located at any of our headquarters within the market locations.

• Luton, Groot-Brittannië
• Rijswijk, Nederland
• Stockholm, Zweden
• Hannover, Deutschland
• Zaventem, België
• Hybride
• Vaste functie
• Volltijd of Deeltijd
• 37.5

ABOUT OUR OFFER

• Personal benefits: Attractive remuneration, generous travel benefits, extensive health & well-being support, and more.
• Flexible working: Work is something you do, not somewhere you go. We encourage a healthy work-life balance with a dynamic working environment.
• A career to shape: Access the TUI Learning Hub to level-up and reach your ambitions.
• Broaden your network: We champion intercultural collaboration and provide opportunities to work on global projects and teams.
• Community: Get involved with incredible local charity and sustainability initiatives like the TUI Care Foundation.

ABOUT THE JOB

• You'll execute our B2B commercial strategy at a regional level, translating strategic direction into market-specific actions that optimise capacity, distribution and yield.
• Acting as the primary commercial contact for internal TUI tour operators and selected external partners, you'll be their voice within TUI while building strong, trust-based relationships that unlock long-term value.
• We'll rely on you to negotiate seasonal and multi-year agreements for partner commitments, pricing structures, incentives and service levels that support our revenue, utilisation and strategic objectives.
• Monitoring partner performance against contractual commitments and commercial targets, you'll proactively identify opportunities to grow share, address risks, and improve collaboration.
• Working closely with analytics, pricing and planning functions, you'll ensure data-led decisions and actionable commercial insights that guide negotiations and partner engagement.
• As our regional commercial interface, you'll represent the airline's B2B commercial interests in cross-functional forums and ensure seamless execution across teams.

ABOUT YOU

• Prior airline experience managing and developing tour operator or trade partnerships is required.
• You bring proven experience as a commercial account manager with a strong background in B2B sales, commercial partnerships or tour operator distribution in the airline or travel industry.
• Your track record demonstrates success in managing complex regional accounts, delivering revenue growth and maintaining long-term relationships in a multi-stakeholder environment.
• Experience in the airline industry or strong exposure to airline commercial functions is highly desirable for this position.
• Familiarity with tour operator distribution and aviation contracting dynamics is essential to succeed in this role.
• As a skilled negotiator, you understand contracting dynamics, pricing structures and performance incentives.
• Your excellent commercial acumen allows you to balance capacity, yield, risk and partner needs effectively.
• Fluency in English (written and spoken) is required; additional regional languages would be advantageous.
• Strong interpersonal and influencing skills enable you to navigate across cultures and matrixed teams with ease.
• The ability to interpret commercial data and performance dashboards translates into actionable initiatives under your guidance.
• Working in our international, fast-paced environment, you maintain a proactive, solution-oriented mindset.
• Collaboration comes naturally to you, allowing seamless work across markets and functions to deliver shared outcomes.
• While regionally focused, you demonstrate flexibility to support other regions when required, including working across different time zones and cultural contexts.

SECURITY STATEMENT

Safety and security are top priorities for us, so all job offers require successful completion of security checks before you can start. The specific requirements, timelines, and processes vary by country and may include professional references, criminal record checks for countries where you’ve recently lived, and any additional documentation required by local regulations, some of which may involve a cost depending on your location. We’ll guide you through every step of the process. Your official start date will only be confirmed once all required checks have been completed and cleared.