Manager of Strategic Partnerships, NORAM

About FareHarbor

At FareHarbor, our mission is to make experiences better for everyone. Founded in 2013 in Hawaii and acquired by Booking Holdings in 2018, FareHarbor creates powerful tools that enable our clients (think boat rentals, museums, food tours, events and more!) to operate and grow.

With over 20,000 clients across 90+ countries—we’re the largest in our industry and shaping the future of travel, together.

Our team is an ‘Ohana of 700+ people around the world. We’re passionate about pioneering an industry, embracing challenges with open arms, and delivering value to the experiences industry.

FareHarbor Core Values:

• Think Client First
• We Are One ‘Ohana
• Be Curious and Learn
• Own It.
• Act With Integrity
• Embrace the Challenge

Why FareHarbor?

Founding FareHarbor required unwavering passion. Turning a start-up into the world’s leading and largest reservation software for tours, activities, and attractions required relentless dedication and vision. To date, we’ve helped over 20,000 global businesses operate successfully and are proud to have played a role in enabling business owners to live their dreams.

And since day one, we’ve known that our real success lies in our people—the Ohana.

With each new feature launched and new client onboarded, there is a team of incredible people behind the scenes who are full of dedication, passion, energy, and the will to succeed. We encourage everyone to bring their whole selves to  work—to  believe in their abilities, to freely express their creativity, and to contribute with their own uniqueness by wearing their true colors. We take care of one another and always prioritize health and wellbeing. We give our people the space and trust to learn, to try, to succeed, to collaborate, to think outside of the box, to make mistakes, and even to fail. And then we come together to try again.

From the minute you join, you have a voice. You find your space. You make an impact. We celebrate our victories, shout our successes, and are always eager to tackle new challenges. And we can’t wait to see all that’s to come.

About the Role

The Manager of Strategic Partnerships is responsible for leading the team that is responsible for developing and maintaining relationships with top affiliates in FareHarbor’s largest markets and driving growth through FareHarbor’s affiliate channel. This role will provide management, guidance and coaching to a dedicated team of market  managers that are partner facing. 

This role will be managing team members based across the USA and is responsible for ensuring the revenue growth through our distribution network, including direct contributions to the commercial and product strategy. You will be responsible for ensuring the team is set up for success and empowered to hit their revenue targets. Working with the Director, the Manager of Strategic Partnerships is responsible for creating and executing new initiatives on the Strategic Partnerships Team to drive efficiency and success and solve for pain points. An ideal candidate is motivated, professional, and has a strong understanding of FareHarbor and the travel industry on the whole.

What you’ll do here:

Commercial:

• Drive and own the overall revenue numbers for the Strategic Partnerships team in NORAM
• Develop and execute a comprehensive commercial strategy for distribution across the NORAM region, ensuring alignment with global objectives.
• Identify, prioritize, and acquire new, high-value strategic partnerships to expand FareHarbor's distribution network and market reach.
• Collaborate with the NORAM Commercial team to drive more value to FareHarbor clients through our Distribution network by identifying key growth opportunities especially for our top clients.
• Lead the team in navigating complex  contract negotiations and  account management to build  long-term partnerships
• Analyze market trends, competitor activity, and performance data to inform commercial decisions and identify areas for partnership maximization.
• Collaborate with Product teams to identify and champion new features or integrations that enhance our distribution value proposition for partners and drive affiliate revenue.

People Management:

• Coach, mentor, develop and manage a team of 7-10 employees.
• Implement an impact driven culture and work with direct reports to identify and define individual actionable goals that align  with overall revenue goals, track performance and take necessary steps to achieve the desired results.
• Foster a high-performance, motivating work environment by providing regular feedback, recognition, and addressing performance or employee relations issues as needed.
•  Own team development through effective onboarding, training, continuous learning, and maintaining open, two-way feedback with direct reports.

Operational:

• Monitor team workflow for operational accuracy, efficiency, improvements and opportunities for partnership growth.
• Maintain an up to date knowledge of top performing partners for your direct reports.
• Provide insights backed my
• Lead partner communication and escalation management, providing performance reporting with actionable insights into key drivers, trends, and levers to improve partner outcomes.
• Collaborate cross-departmentally to increase efficiency and move the team closer to achieving department goals.
• Create and implement processes to improve efficiency and create more opportunities for revenue growth.
• Understand how to identify good revenue generating opportunities and partnerships, and work with the Strategic Partnerships Operations team to ensure lead pools are optimized.

Requirements:

• 3+ years in a team management role in sales or partnerships
• Strong sales and relationship management skills,  with an analytical & data driven mindset with a strong ability to communicate internally and cross-departmentally.
• Proven ability to manage and grow revenue and comfortable owning revenue goals.
• An understanding of the tours & activities industry and comfortable with different affiliation tools including APIs & HTML integrations
• Comfortable working with multiple teams and has good stakeholder management skills
• Eagerness to learn and build new skills that are applicable to the job.
• Strong networking and influencing skills, both verbal and written.
• Effective analytical & problem-solving skills. Ability to make decisions and/or mediate affiliate challenges or concerns.
• Genuine empathy towards our clients, partners  and colleagues.
• Very comfortable with new technology and willing to test new ideas.

Benefits 

• Medical, dental + vision coverage
• 26 vacation days, 10 sick days & 12 paid holidays per year
• Global leave benefit 
  • 22 weeks paid parental leave 
  • 2 weeks paid grandparent leave 
  • Extended care and bereavement leave
  • Life insurance policy
• 401k + employer matching
• Social hours & events and team-building 
• Educational Opportunities
• Wellness benefits (Headspace subscription & wellness webinars)   
• Work-from-home assistance
• Hybrid friendly
• Paid volunteer hours

Salary Range: $98,532-$147,798, plus 15% bonus potential

Please note you must be authorized to work in the United States for this position.

At FareHarbor, we believe making experiences better for everyone starts with fostering a workplace where every voice is heard and everyone is empowered to thrive. We’re committed to inclusion, welcoming all qualified job seekers to apply and join our ‘ohana.

FareHarbor is an equal opportunity employer in accordance with all applicable federal, state and local laws. We do not discriminate on the basis of race, color, religion, gender, gender identity, sex, sexual orientation, national origin, disability, age, or veteran status, or any other classification protected by federal, state, or local law. If you need adjustments during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

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Any offer of work (e.g. employment, assignment) will be subjected to the successful completion of pre-employment screening.