Summary
Qiddiya Investment Company is seeking a Senior Director to lead its commercial partnerships and distribution function in Riyadh. The role develops travel-trade and industry partnerships, expands B2B and B2C distribution channels, manages commercial agreements and revenue performance, and leads a specialist team. The position also coordinates with internal functions and represents Qiddiya with government, tourism and travel-trade stakeholders. Applicants should have at least 12 years of relevant commercial experience, including five years in senior leadership; a relevant bachelor’s degree is required, while a master’s degree or MBA is preferred.
The posting
As published on qiddiya.com. Pulled from the employer's site and shown as they wrote it.
The Senior Director – Commercial Partnerships & Distribution is responsible for developing and managing Qiddiya’s commercial partnerships ecosystem and distribution network. The role drives sustainable revenue through strategic partnerships, travel trade relationships, online and offline distribution channels, and tourism activations.
The role leads the development of commercial agreements and distribution capabilities across travel agencies, tour operators, online travel agencies, airlines, hospitality groups, corporate travel buyers, and MICE operators. It also oversees commercial performance, partner management, channel development, and team capability while working closely with Marketing, Operations, Finance, Legal, and Technology.
Commercial Strategy and Leadership
- Develop and lead the commercial partnerships and distribution strategy in alignment with Qiddiya’s objectives, national tourism priorities, and Vision 2030.
- Establish multi-year commercial targets, partnership priorities, and pipeline development plans.
- Position Qiddiya as a leading destination partner for international and domestic travel trade organizations.
- Develop innovative commercial models, including revenue-sharing arrangements, guaranteed inventory agreements, joint marketing contributions, and partner incentive programmes.
- Provide senior leadership with regular updates on commercial performance, market developments, risks, and opportunities.
- Translate the commercial strategy into clear plans, targets, and responsibilities for the Partnerships and Distribution teams.
Partnership Development and Management
- Identify, negotiate, and secure high-value partnerships with travel agencies, tour operators, online travel agencies, airlines, hospitality groups, and corporate travel partners.
- Build and manage relationships with key local, regional, and international partners.
- Develop a structured partner classification and tiering model with clearly defined benefits, access, incentives, and joint investment levels.
- Oversee partnership agreements, memoranda of understanding, and commercial contracts.
- Establish a structured partner lifecycle covering identification, evaluation, onboarding, activation, performance monitoring, renewal, and closure.
- Maintain senior-level relationships with executives and decision-makers at key partner organizations.
- Ensure partnership agreements deliver measurable commercial, visitor, and brand value.
Distribution Network Development
- Lead the development and optimization of Qiddiya’s business-to-business and business-to-consumer distribution network.
- Oversee relationships and connectivity with online travel agencies and global distribution systems such as Amadeus, Sabre, and Galileo.
- Develop channel pricing, inventory management, rate parity, and commission policies across distribution channels.
- Lead the development of a trade partner portal offering booking tools, live inventory, marketing materials, and commission tracking.
- Evaluate and introduce suitable booking engines, central reservation systems, channel managers, and distribution technologies.
- Collaborate with Digital and Technology teams to improve customer journeys and conversion across digital distribution channels.
- Ensure distribution platforms and processes are scalable and integrated with Qiddiya’s operational systems.
Revenue and Commercial Performance
- Manage the commercial revenue and budget for the Partnerships and Distribution function.
- Establish commercial dashboards to monitor partnership pipeline value, deal progress, conversion rates, channel performance, and revenue against targets.
- Implement structured pipeline governance and regular commercial deal reviews.
- Work with Product and Finance teams to develop pricing and yield-management approaches across peak and off-peak periods.
- Monitor the commercial performance of individual partners, channels, products, and market segments.
- Conduct market and competitor benchmarking against comparable destinations.
- Identify revenue risks, performance gaps, and new commercial opportunities and recommend appropriate actions.
Team Leadership and Capability Development
- Lead and develop a team of Senior Managers, Managers, and Specialists across Partnerships and Distribution.
- Establish clear responsibilities, performance expectations, and development plans for team members.
- Build a commercially focused, partner-oriented, and data-driven working culture.
- Identify capability gaps and address them through recruitment, training, coaching, and knowledge-sharing.
- Support the team in managing complex negotiations, partner relationships, and commercial challenges.
- Promote Qiddiya’s values and expected standards across internal operations and external partner engagements.
Stakeholder Management
- Act as the main commercial representative for partnership and distribution matters with relevant government entities, tourism authorities, and Qiddiya stakeholders.
- Work closely with Marketing to deliver joint campaigns, familiarization trips, trade activities, and partner-led activations.
- Coordinate with Finance, Legal, Procurement, Operations, Product, Digital, and Technology to ensure commercial agreements are compliant and operationally deliverable.
- Represent Qiddiya at major domestic and international travel trade exhibitions and industry events.
- Build effective relationships with the Saudi Tourism Authority, Ministry of Tourism, travel trade organizations, and tourism industry bodies.
- Ensure internal stakeholders receive clear and timely updates on commercial priorities, commitments, and performance.
Qualifications
- Bachelor’s degree in Business Administration, Marketing, Tourism Management, Hospitality Management, or a related field.
- Master’s degree or MBA in a relevant discipline is strongly preferred.
- Professional certifications in tourism, destination management, or commercial management, such as CDME or CTA, are advantageous.
- Minimum of 12 years of progressive commercial experience within tourism, hospitality, destination management, travel trade, or a related industry.
- At least five years of experience in a senior leadership position.