Airline Partnerships & Commercial Analyst
About Us
Pickyourtrail is India's most loved leisure travel brand for millennials. We've revolutionised travel with our Do-It-Yourself vacation builder platform, helping over 100,000 travellers from 14 countries create unforgettable memories. With an exceptional NPS score of 50+, we're breaking away from traditional packaged tours and creating SUPER HIT HOLIDAYS!!
Role Overview
We handle a significant volume of flight bookings monthly across global leisure & corporate travel markets. This role is responsible for maximizing flight profitability by identifying the right supplier for each route/market, negotiating PLB/commissions/TBF with consolidators and airlines, and driving sourcing discipline across the organisation. Success is defined by bottom line improvement through sharper analytics and stronger supplier management.
Key Responsibilities
- Supplier Strategy & Commercial Negotiation
- Own relationships with all flight suppliers (Direct Airlines, GDS, Consolidators).
- Negotiate PLB, commissions, and TBF improvements market-wise and airline-wise.
- Maintain a structured supplier scorecard: performance, rate competitiveness, reliability.
- Drive outcomessecure better commercial terms, quarterly PLB tiers, and tactical promotions.
- Route-Level Sourcing Optimization
- Continuously evaluate supplier competitiveness by market/airline/class of service.
- Set up and enforce sourcing logic inside internal booking flows and agent workflows.
- Flag leakages and ensure maximum bookings flow through the most profitable supplier.
- Data Analytics & Insights
- Analyse monthly booking volumes, fares, commissions, market trends and supplier margins.
- Identify patterns: markets with high leakage, underperforming suppliers, missed PLB tiers.
- Generate insights to guide commercial discussions and business decisions.
- Maintain dashboards for route profitability, supplier performance and GM% movement.
- Cross-Functional Collaboration
- Work closely with Product/Tech to integrate sourcing rules into the booking engine.
- Align with Finance for PLB tracking, reconciliation and forecasting.
What Success Looks Like (First 12 Months)
- Improvement in gross margins via better sourcing & commercial terms.
- Fully mapped and documented supplier-by-market matrix (best source per airline/market).
- Reduced sourcing leakage8090% adherence to recommended sourcing rules.
- Achieved improved PLB tiers with key suppliers through volume planning.
- Data systems in place: dashboards, standard commercial templates, negotiation trackers.
- Strong supplier relationships with measurable increases in PLB/commission share.
Skills & Experience Required
- 2 years of experience post/pre MBA
- Strong analytical skillscomfortable working with flight data, fares, and commission structures.
- Negotiation and relationship-management experience with airlines or consolidators.
- Understanding of PLB, commission structures, GDS/NDC, and OTA supply dynamics.
- Ability to synthesise data into decisions (e.g., best supplier per route).
- High ownership, structured thinking and bias for outcomes.
How to succeed in this role
- Be analytical: Dive deep into data to find margin opportunities others miss.
- Be commercial: Push suppliers hard but fairlydrive win-win outcomes.
- Be structured: Maintain clean documentation, commercial records, and supplier matrices.
- Be proactive: Don't wait for issuesspot margin leakages before they become large.
- Be collaborative: Build trust with Sales, Ops, Finance and Tech to operationalize sourcing rules.
