Distribution & Commercial Strategy Lead, Amazon & Events

Job :  |  Services LLC

At Amazon, we're working to be the most customer-centric company on earth. Amazon Travel & Events (AT&E) operates a global corporate travel program spanning 60+ countries and serving hundreds of thousands of employees. The Supplier & Category Strategy (SCS) team owns all supplier relationships within AT&E, driving enterprise-wide savings while continuously improving the traveler experience.

We are seeking a Distribution & Commercial Strategy Lead to own the commercial agreements, distribution economics, and channel strategy that govern how Amazon's negotiated supplier inventory reaches the booking tools and platforms travelers use.

This role sits at the intersection of commercial strategy, supplier economics, and the broader travel ecosystem. This individual is responsible for defining the commercial terms, cost structures, and contractual frameworks through which employees access travel inventory across channels.

This role also interfaces across Amazon business units, partnering with AWS, Advertising, and Operations teams to ensure commercial agreements and distribution strategies reflect the full breadth of Amazon's supplier relationships and leverage our collective scale.

This is a buyer-side role with a seller-side vocabulary: the ideal candidate understands GDS economics, NDC content flows, agency models, and rate parity structures, and uses that knowledge to negotiate from strength, optimize distribution costs, and ensure Amazon's program captures maximum value from every supplier relationship.

The travel industry is undergoing a structural transformation as NDC and direct distribution reshape content access and legacy intermediary models evolve. This role develops the distribution and commercial strategy that positions Amazon to lead through that transformation.

• Own the commercial strategy for how distribution agreements are structured across TMCs, OBTs, GDS providers, and content aggregators - defining the contractual frameworks that govern transaction fees, incentive structures, content access terms, and commercial economics across channels
• Define commercial term segmentation by channel type, supplier tier, and category, ensuring terms are tailored to the economic profile and strategic value of each distribution relationship
• Design and manage the portfolio of supplier relationships that drive the content into our booking channels across distribution solutions
• Define channel segmentation by travel type (air, hotel, ground) and traveler population, and set adoption targets by channel based on cost, compliance, and traveler experience
• Own channel-level cost of distribution: transaction fees, GDS segment costs, OBT licensing, TMC service fees, and technology overhead
• Model total cost of acquisition by channel, incorporating direct costs, compliance rates, policy savings, and traveler productivity impact
• Ensure distribution agreements complement - not conflict with - supplier-direct negotiated rates, allotment commitments, and exclusivity terms
• Manage contract lifecycle: renewals, amendments, SLA enforcement, and performance-based renegotiation triggers for distribution suppliers
• Monitor channel leakage and develop strategies to drive bookings toward preferred managed channels
• Evaluate emerging distribution models (NDC-native aggregators, direct-connect platforms, AI-powered booking interfaces) for fit within the AT&E ecosystem
• Develop the annual distribution budget and forecast; present channel economics to AT&E leadership

• Partner with Tech & Data Solutions (T&DS) team to integrate connecting Amazon's inventory and booking systems to distribution channels via APIs, NDC, GDS, and XML feeds
• Ensure negotiated rates, corporate fares, and preferred supplier content load correctly across all distribution channels monitor content load accuracy and troubleshoot gaps
• Partner with T&DS on the connectivity roadmap: NDC adoption, GDS optimization, direct-connect buildout, and data pipeline architecture
• Partner with TD&S to ensure booking data flows back from all channels for spend visibility, policy compliance reporting, duty-of-care tracking, and travel risk management
• Evaluate and manage content aggregation strategy (ATPCO, third-party content sources) to maximize fare and rate coverage
• Develop a holistic understanding of travel ecosystem economics - how distribution channels, payment mechanisms, accreditation models, and…