Corporate Travel Rate Negotiation Lead

Flight Centre Travel Group; Pennsylvania; On-site; USD 74,000 - 90,000; Full time

Benefits offered by this job

Travel perks/discounts

Health benefits including medical, ...

401k program

Paid Time Off

Job summary

Flight Centre Travel Group USA seeks a Corporate Land Program Manager to lead hotel and car rate negotiation strategy across SME business segments in the US and Canada. You will shape scalable frameworks, influence stakeholders, and connect negotiation, loading, and commission processes.

The role blends market intelligence, supplier partnerships, and performance data to deliver value for customers while maximizing commercial outcomes. Strong analytical and communication skills are essential.

Qualifications

• Experience and/or knowledge of corporate transient travel.
• Experience using CVENT Lanyon for transient hotel sourcing and negotiations.
• Experience negotiating hotel and/or car commercial programs strongly preferred.
• Proven ability to build and maintain hotel-level supplier relationships.
• Strong analytical skills with the ability to quantify commercial impact and develop data-driven strategies.
• Highly organized with the ability to manage multiple concurrent negotiations and stakeholders.
• Strong communication and presentation skills with the ability to simplify complex concepts.
• Understanding of hotel and car rate structures and corporate travel programs.
• Familiarity with GDS and online booking tools such as Concur and Sabre preferred.

Responsibilities

• Serve as the SME hotel and car rate negotiation expert, advising when to negotiate client-specific rates versus leveraging existing preferred programs.
• Analyze industry benchmarking and internal performance data to develop effective hotel and car program strategies.
• Build and maintain negotiation frameworks that balance customer value with commercial return.
• Translate broader supply strategy and preferred partner priorities into actionable recommendations for SME customers.
• Build and maintain hotel-level supplier relationships with key partners.
• Negotiate directly with hotel partners to secure competitive programs.
• Support hotel and car program negotiations across Corporate Traveler and Stage & Screen accounts.
• Train sales, account management, and travel consultant teams on negotiation strategy and program positioning.
• Support marketing teams with content that communicates program value and strategy.
• Clearly communicate negotiation recommendations and rationale to internal stakeholders.
• Design and implement processes connecting rate negotiation, rate loading, and commission collection.
• Partner with rate loading and commissions teams to ensure negotiated terms are accurately captured and implemented.
• Identify process or data gaps that create revenue leakage or missed commission opportunities.
• Improve program governance, tracking, and compliance across the negotiation lifecycle.
• Leverage AI tools to improve efficiency and enhance negotiation strategies.
• Incorporate new data sources into commercial decision-making.
• Utilize AI-driven market trend analysis and predictive insights to inform future program strategy.
• Measure and communicate customer savings, margin improvement, and commission capture.
• Develop reporting on negotiation pipeline, program performance, and return on investment.
• Present recommendations, strategies, and results to senior stakeholders in a concise and actionable manner.

Skills

Analytical skills

Negotiation strategy

Stakeholder mgmt

Cross-functional collaboration

Communication & presentation

Education

Bachelor's degree or equivalent

Tools

CVENT Lanyon

Concur

Sabre

GDS

Job description

Flight Centre Travel Group USA seeks a Corporate Land Program Manager to lead hotel and car rate negotiation strategy across SME business segments in the US and Canada. You will shape scalable frameworks, influence stakeholders, and connect negotiation, loading, and commission processes.

The role blends market intelligence, supplier partnerships, and performance data to deliver value for customers while maximizing commercial outcomes. Strong analytical and communication skills are essential.