Retail Commercial Manager

Synopsis

At Etihad, we are reimagining how travelers discover, design, and book their perfect getaway. Our Retail Function is driving a new era of travel experiences — one powered by AI, data, and intelligent technology rather than traditional selling and product design. Here, innovation meets inspiration. You will be part of a team that uses insights, creativity, and smart solutions to craft personalized journeys that connect customers to the world in more meaningful ways. If you are passionate about travel and thrive at the intersection of technology and experience design, join us and help redefine the future of holidays with Etihad.

The Retail Commercial Manager is responsible for managing and developing our Retail partnerships and commercial performance across global and regional suppliers. This role focuses on driving profitability, securing competitive rates and incentives, and maintaining strong relationships with key partners such as hotel chains, OTAs, DMCs, and activity providers. Acting as the commercial bridge between product, finance, and supplier networks, the role ensures sustainable growth and optimal returns for our Retail function.

Accountabilities

• Lead commercial negotiations and partnership agreements with hotels, OTAs, and activity suppliers.
• Develop commercial strategies to optimize revenue, margins, and overall profitability for our Retail function.
• Identify and secure marketing funds, incentives, and joint promotional opportunities with suppliers.
• Monitor market trends and competitor pricing to ensure commercial competitiveness.
• Work closely with the Product and Integration teams to align supplier offerings with digital capabilities and customer needs.
• Analyze performance by supplier, region, and product category to identify growth opportunities and underperforming areas.
• Collaborate with Finance to forecast, track, and report on commercial performance, budgets, and incentive utilization.
• Maintain strong, long-term relationships with global and local suppliers, ensuring consistent alignment on mutual business goals.
• Represent Etihad Holidays in commercial meetings, trade shows, and partner events.
• Support contracting and onboarding processes, ensuring timely delivery of rates, inventory, and content.
• Work cross-functionally with Marketing, Product, and Operations to support campaign planning and destination promotions.

Education & Experience

• 5-7 years of experience in commercial, contracting, or partnership management within travel, tourism, or hospitality.
• Proven track record in supplier negotiations, revenue optimization, and incentive management.
• Strong analytical and financial skills with experience in budgeting and performance reporting.
• Excellent relationship management, communication, and negotiation abilities.
• Bachelor’s degree in engineering, Computer Science, or related technical field; MBA or master’s in business/technology preferred.

About Etihad Airways

Etihad Airways, the national airline of the UAE, was formed in 2003 and quickly went on to become one of the world’s leading airlines. From its home in Abu Dhabi, Etihad flies to passenger and cargo destinations in the Middle East, Africa, Europe, Asia, Australia and North America. Together with Etihad’s codeshare partners, Etihad’s network offers access to hundreds of international destinations. In recent years, Etihad has received numerous awards for its superior service and products, cargo offering, loyalty programme and more. All this ties into Etihad’s ambitious Journey 2030 strategy. The airline plans to double its fleet size and triple the number of customers over the next six years as it sets out to be the airline everyone wants to fly!

To learn more, visit etihad.com

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