Manager, Air Partners

Role Purpose

The Manager, Air Partners (ID) is responsible for managing and developing strategic airline partnerships at Indonesia, ensuring commercially sound agreements, reliable capacity access, and strong partner performance. The role focuses on contract ownership, partner negotiations, commercial governance, and cross-functional coordination to support revenue growth and network objectives.

Key Responsibilities

Air Partner Strategy & Management

• Own and manage relationships with airline partners operating out of ID under different Capacity partnership models via Interline, Freighter deployments, Freight forwarding and GSA
• Develop partner strategies aligned with network, pricing, and commercial objectives.
• Act as the primary escalation and decision point for partner-related commercial matters at station/regional level.

Contracting & Commercial Negotiation

• Lead negotiations and management of air partner agreements including interline, SPA, block space, capacity, and cooperation agreements.
• Ensure commercial terms (rates, capacity commitments, incentives, penalties, SLAs) are competitive and sustainable.
• Oversee contract lifecycle management including renewals, amendments, and terminations.

Capacity & Performance Oversight

• Ensure contracted capacity is effectively utilized and aligned with demand driven by tight communication with Sales, Solutions and Revenue management departments
• Monitor partner performance against contractual commitments (capacity delivery, service levels, reliability, cost) - be proactive to ensure to minimize leakages 
• Identify underperformance, risks, or leakage and drive corrective actions with partners and internal teams.

Stakeholder & Cross-Functional Coordination

• Work closely with Pricing, Sales, Revenue Management, Operations, Finance, and Legal to ensure seamless implementation of partner agreements.
• Align partner strategies with market requirements, customer needs, and operational constraints.
• Represent the company in partner meetings, reviews, and commercial forums in ID.

Governance, Compliance & Risk Management

• Ensure all partner agreements comply with internal governance, regulatory requirements, and aviation standards under tight coordination with HQ contracts team
• Maintain clear documentation, approval trails, and audit-ready records.
• Identify contractual, financial, and operational risks and recommend mitigation strategies.

Market & Commercial Insights

• Track market developments, competitor partnerships, and capacity trends at ID.
• Provide insights and recommendations to management on partner mix, capacity allocation, and commercial optimization.
• Support business cases for new partnerships or expansion of existing agreements.

Leadership & Team Development

• Provide guidance, coaching, and oversight to executives or senior executives supporting air partner management.
• Drive standardization of processes, templates, and best practices within the partnerships function.
• Support regional or HQ-led initiatives related to partnerships and network expansion.

• Bachelor’s degree in Business, Aviation Management, Economics, Supply Chain, or related field.
• 7–10 years of experience in airline or air cargo commercial roles, with strong exposure to partnerships, contracts, network management and freight forwarding.
• Proven experience negotiating and managing airline commercial agreements.
• Well-versed in IATA Clearing House and CASS Settlements 
• Strong understanding of the ID cargo/passenger market and airline operating environment is a strong advantage.

Skills & Competencies

• Strong commercial and negotiation skills.
• Solid understanding of airline economics, capacity management, and pricing principles.
• Excellent stakeholder management and communication skills.
• Analytical mindset with the ability to translate data into commercial decisions.
• Strong leadership, prioritization, and decision-making capabilities.

Personal Attributes

• Strategic, commercially driven, and results-oriented.
• Confident in representing the company with senior airline partners.
• Resilient and adaptable in a fast-paced, high-pressure environment.
• High integrity and professionalism when handling sensitive commercial information.