Costco Travel- Manager of Airline Supplier Relations

Position Summary
The Manager of Airline Relations will be responsible for leading a team of Account Managers and Account Analysts, who are ultimately responsible for vendor relations and negotiations with our airline suppliers. In tandem with the Director of Air, they will take the lead on owning the primary accounts for fulfilling air product at Costco Travel. They are accountable for maintaining a regular cadence of product quality control through competitive analyses and continuous monitoring, as well as regular touchpoints directly with airlines and supply sources. They are responsible for driving product growth, both through the onboarding of new suppliers as well as the continuous improvement of existing accounts.

This individual should demonstrate the highest levels of leadership, communication, productivity, professionalism, and product strategy skills. They will represent the Costco Code of Ethics in ensuring that the negotiated product offerings from our air suppliers provide our Costco Members with the highest possible value. Our ideal candidate will have strong negotiating skills and an analytical and data-driven mindset. They will possess the ability to creatively problem-solve and stay on top of fast changing industry standards and customer behaviors. They will have the ability to work collaboratively with internal stakeholders across Marketing, Technology, Operations, Buying, and other departments to drive success for the overall air product offering at Costco Travel.

Job Duties/Essential Functions

INTEGRITY: When achieving benchmarks and goals, use methods/strategies that are consistent with the Code of Ethics and the Standard of Ethics for Managers and Supervisors. Always leads by example. Appropriately handles employee concerns and follows through to resolution.
MEMBER SERVICE: Provides and ensures staff provides an exceptional member experience.
ADMINISTRATION: Ensures proper department coverage (writing schedule and break aids if needed). Understands department budget, able to research and explain budget variances.
MANAGING PERFORMANCE: Coaches and mentors employees to provide support and guidance. Has regular open and honest conversations with employees to discuss work performance and career development. Identifies learning opportunities to strengthen employee knowledge, skill, and ability.
COMMUNICATION: Regularly shares information with employees via meetings and one-on-one conversations. Successfully navigates difficult conversations with employees, members, and suppliers. Listens, expresses empathy, and adapts to get point across. Addresses issues immediately to ensure a timely resolution and to avoid escalating the situation. Consistently demonstrates business knowledge during interactions with senior management.
SELF-MANAGEMENT: Demonstrates sound judgement, taking a partner when necessary. Ability to maintain self-control in the face of hostility or provocation or in intense, hectic situations.
INCLUSION: Encourages different approaches and ideas to work and to accomplish goals. Seeks employee input. Takes the time to get to know or reach out to candidates who show potential that may not come forward on their own.
COMPLIANCE AND SAFETY: Takes measures to ensure employee and member information is kept confidential and adheres to IS security policy.
Builds, leads, and inspires a team of Account Managers/Coordinators through strategic hiring, effective mentorship, and candid performance management.
Supports the Account Management team in all aspects of negotiation and supplier relationships for the air product.
Communicates with suppliers via email, phone, and in person to negotiate rates, promotions, contracts, marketing, and resolves member service challenges.
Enforces the highest possible value and product offerings through skillful negotiations with our air suppliers.
Identifies market sales trends to maximize sales.
Develops, maintains, tracks, and monitors KPIs, revenue, and other key metrics.
Delivers on gross and net revenue expectations.
Works directly with legal to drive contract progress.
Develops strong partnerships with Technology, Finance, Marketing, BI, Buying, Domestic, and International Operations to effectively deliver the air product offering to Costco members.
Ability to travel for business meetings, trade show attendance, etc.
This is a full-time management/leadership position (45+ hours per week).
Regular and reliable workplace attendance at your assigned location.

Non-Essential Functions

Assists in other areas of the department as necessary.
Assists in other areas of the company as necessary.

Experience, Skills, Education & Licenses/Certifications
Required:

3+ years supervisory experience.
2+ years air industry experience.
2+ years in a client or supplier facing role and comfortable in a sales function.
Demonstrated ability to negotiate value.
Understanding of pricing, yield management, and contracts.
Expert-level negotiation and communication skills.
Demonstrated ability to drive alignment and foster transparent partnerships with both vendors and internal stakeholders.
Strong analytical, research, and problem-solving skills.
Intermediary level of proficiency in Excel, Word, and PowerPoint (charts, pivot tables/sorting/formulas). Ability to multi-task, work well under pressure, and meet deadlines in fast-paced environment.
Adept at solving problems that span business and technology.
Logical and technical aptitude.
Excellent written/verbal communication skills and ability to engage with individuals at all levels of the organization.
Ability to convey important and/or complex information in a clear and compelling manner.
Outstanding organizational, communication, interpersonal, relationship building skills conducive to collaboration; able to work well in a cross-functional, matrix management environment.
HIPAA Training and Supervisors Orientation (within 30 days of hire); Leadership Development 101 (within one year); Costco Pay Policies (within 90 days of promotion).

Recommended:

Costco management and/or Costco buying experience.
Solid understanding of Costco philosophy and general company information.
Familiarity with MIDT and/or other relevant industry data sources.
Familiarity with GDS Systems (SABRE, Travelport, Amadeus), air aggregators.
Experience with Compass

Pay Range: $95,000 - $115,000, Bonus and Restricted Stock Unit (RSU) eligible.
Location: Position is located in Issaquah, WA and is not a remote position.

Other Conditions

Management will review the Job Analysis for this position prior to a job offer.

Please click here to receive a copy of the Costco Applicant Information Privacy Notice.

Department: PMO & Analytics
This is a full time position

Personal Information

* First name
* Last name
* Email
* Address
* City
* State
* Zip code
* Country
* Phone number

Attachments

Attach a Cover letter Upload file

Attach

Other Information

* Can you show proof of your legal right to work in the United States? Yes No

* What is your full legal name? * Where are you currently living? (City, State and Country) * Are you able to provide proof of legal authorization to work in the US? * Do you need visa sponsorship now or in the future? * If living outside of the greater Seattle region, are you willing to relocate at your own expense? Yes No * Are you currently a Costco Travel or Costco Wholesale employee? * Have you ever worked for Costco Travel or Costco Wholesale before? Yes No * What is your compensation expectation (USD$) for this role? Please select a range. Application will not be processed without this information. * Do you have any pre-planned vacation scheduled at any time during the next six months? * Why did you leave your last position and/or why are you seeking a new position? Please provide a short summary for us. * Please explain any long gaps (6 or more months) in your work history over the past five years. Please provide a short summary for us. If no gaps, please state "No Gaps". * How did you hear about this position? * Costco institutes a vacation blackout from early November to just prior to Christmas for all employees. Employees cannot take vacation during this time period. Please acknowledge your understanding of this policy.