Director, Ancillary Revenue

Who We Are:

Here at Avis Budget Group, you will be joining a team of 25,000 driven people, performing with purpose. Together, we’re moving the future of transportation forward with our innovative, customer-focused solutions. Our culture is performance driven, where we encourage and support each other to be at our best through leadership, training, tools, and rewards. We are proud to make a positive difference to the lives of our colleagues, customers, and communities where we operate.

POSITION SUMMARY
The Director of Ancillary Revenue is responsible for driving performance across the full portfolio of ancillary products, spanning field sales, digital channels, and partnership distribution. This role manages a team of Ancillary Managers, oversees execution at the counter and beyond, and directs strategy for digital merchandising, product performance, and vendor partnerships. The director leverages data insights and collaborates cross-functionally with marketing, sales, IT, finance, HR, and operations to deliver revenue growth, optimize product penetration, and enhance customer experience.

The scope of this role includes oversight of both field selling performance and digital performance, ensuring a seamless strategy that maximizes ancillary revenue across all touchpoints.

ESSENTIAL FUNCTIONS AND JOB RESPONSIBILITIES

• Ancillary Strategy & Performance
  • Drive incremental ancillary revenue across both field (counter and non-counter) and digital (website, app, email, and partner) channels.
  • Monitor and analyze overall ancillary product performance, identifying trends and developing strategies to maximize penetration, profitability, and customer satisfaction.
  • Partner with finance to ensure pricing is optimized for margin and customer value.
• Field Leadership
  • Recruit, train, and motivate Ancillary Sales Performance Managers for each area (inclusive of Canada).
  • Implement consistent field selling standards and performance accountability.
  • Ensure training and coaching (in partnership with L&D) reinforces our service-then-sales approach.
  • Partner with Area/Regional leadership to execute strategies that deliver results at the counter.
• Digital & Merchandising Leadership
  • Partner with marketing and digital teams to optimize ancillary merchandising across direct channels (website, mobile app, email).
  • Collaborate with sales and partnership teams to expand ancillary distribution on third-party booking channels.
  • Leverage A/B testing, personalization, and conversion optimization tactics to maximize digital product performance.
• Vendor & Product Management
  • Oversee vendor relationships and assess new partnership opportunities to enhance ancillary product offerings.
  • Partner with IT to implement new products, functions, and processes that improve both revenue and customer experience.
• Cross-Functional Collaboration & Reporting
  • Partner with finance and HR to align RSA incentive plans with ancillary performance goals.
  • Provide leadership with regular reporting and insights on field and digital performance.

You should apply if you bring:

• Proven leadership in revenue growth — experience leading sales, digital merchandising, or product performance teams with measurable impact on revenue and customer outcomes.
• Expertise in ancillary or consumer product strategy — deep understanding of how to optimize product penetration, pricing, and performance across multiple channels.
• Cross-functional collaboration skills — ability to partner seamlessly with marketing, digital, finance, operations, and vendor teams to drive integrated results.
• Analytical and data-driven mindset — comfort leveraging insights, reporting, and testing to inform strategy and optimize performance.
• Field sales leadership experience — track record of setting clear standards, coaching managers, and motivating teams to deliver consistent service and sales performance.
• Digital and e-commerce acumen — knowledge of digital merchandising, A/B testing, personalization, and conversion optimization strategies.
• Vendor and partnership management expertise — proven ability to cultivate external relationships and evaluate new product opportunities.
• Change leadership and adaptability — capacity to lead through transformation, balancing immediate performance with long-term strategy.
• Customer-first orientation — passion for creating seamless, positive experiences that balance service excellence with strong business results.

Benefits you’ll receive: 

• Paid time off 
• 40