Key Account Manager (Agency)

Airlines Reporting Corporation • Arlington, VA

13d • Hybrid

About The Position

Airlines Reporting Corporation (ARC) is seeking a Key Account Manager to build and strengthen strategic relationships with travel agencies, agency technology providers, consolidators, travel management companies, online travel agencies, and emerging distribution partners. The role serves as a trusted strategic advisor on agency settlement operations, accreditation, airline distribution technology, back-office workflows, financial processes, and data solutions. As the primary liaison between agency operational leaders and ARC teams, the Key Account Manager works to improve operational efficiency, reduce settlement friction, enhance distribution effectiveness, and increase the value customers receive from ARC platforms and solutions.

The position manages strategic customer relationships, advises on settlement and financial operations, and works with agencies and technology providers on distribution strategies and integration with ARC products. It engages agency back-office leaders to identify operational challenges and coordinate solutions, helps customers use ARC data and analytics, and develops multi-year account strategies aligned with customer objectives and ARC priorities. The role also monitors industry developments and shares customer insights with ARC leadership and product teams.

The position requires travel of up to 60% as needed for client meetings, industry events, and representation of ARC. ARC’s WorkFlex program combines work-from-home flexibility for eligible employees with required in-office workdays throughout the year.

Requirements

• Bachelor’s degree in Business, Marketing, Aviation, or a related field; equivalent work experience is considered.
• 10 or more years of experience in account management or a related role.
• Experience in the travel ecosystem, preferably in travel agencies, airline distribution, agency technology providers, settlement operations, financial operations, or travel technology organizations.
• Demonstrated expertise in agency settlement processes, ARC reporting, reconciliation workflows, and travel financial operations.
• Strong understanding of travel distribution technologies, including GDS, NDC, APIs, order management systems, and booking platform architectures.
• Knowledge of agency back-office and mid-office platforms, accounting systems, workflow automation tools, and operational reporting environments.
• Data asset experience, including ARC Data, DDS, Prism, BI solutions, and analytical platforms.
• Proven ability to engage executive, financial, operational, and technical stakeholders.
• Strong consultative selling and value-realization skills.
• Ability to identify operational inefficiencies and recommend technology-enabled solutions.
• Exceptional communication, presentation, relationship management, and strategic planning skills.
• Willingness to travel up to 60% as needed.

Nice To Haves

• Travel ecosystem experience, preferably within travel agencies, airline distribution, agency technology providers, settlement operations, financial operations, or travel technology organizations.

Responsibilities

• Own relationships for assigned travel agency, OTA, TMC, consolidator, and agency technology accounts.
• Develop executive, operational, financial, and technology relationships that strengthen ARC’s strategic value and influence.
• Position ARC as a trusted partner supporting agency growth, operational efficiency, financial performance, and distribution transformation.
• Understand customer settlement processes, reporting requirements, reconciliation practices, and financial workflows.
• Advise customers on agency reporting, cash management, risk mitigation, reconciliation, and operational compliance.
• Identify opportunities to increase use of ARC settlement, reporting, and financial management solutions.
• Build relationships with leaders responsible for airline distribution, NDC implementations, GDS connectivity, booking platforms, order management systems, APIs, and mid-office and back-office technologies.
• Partner with agencies and technology providers to support distribution strategies and optimize integration with ARC products and services.
• Serve as a subject matter resource on industry distribution trends and their impact on agency operations.
• Engage operational leaders responsible for accounting, ticketing, quality control, reporting, debit memo processing, reconciliation, and agency workflow management.
• Identify operational challenges and collaborate with internal ARC stakeholders on solutions that improve productivity and reduce friction.
• Promote ARC capabilities that streamline agency operations and improve financial visibility.
• Work with customer analytics, finance, supplier relations, and executive teams to identify opportunities to use ARC data assets.
• Demonstrate the value of ARC data platforms, reporting solutions, and analytics capabilities for revenue growth, supplier negotiations, market intelligence, and business decisions.
• Identify opportunities to expand adoption of ARC data products and emerging analytical solutions.
• Develop and execute multi-year account strategies aligned with customer business objectives and ARC priorities.
• Monitor developments in airline distribution, travel technology, settlement processes, agency operations, and data commercialization.
• Provide customer insights to ARC leadership and product teams to support product innovation and market strategy.
• Travel up to 60% as needed to meet with clients, attend industry events, and represent ARC.

Benefits

• Hands-on learning and professional development opportunities.
• WorkFlex hybrid work program, with work-from-home flexibility for eligible employees and required in-office workdays throughout the year.
• Highly competitive, comprehensive benefits package.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior