Ensure that revenue generation is optimized through the application of the right pricing strategy and inventory allocation for all distribution channels.
Support all issues relating to reservation and booking systems.
Key Accountabilities
Strategic Activities
Design and own the revenue and route management strategy to optimize revenue generation in line with overall organizational targets.
Prepare tactical, customized revenue management strategies to suit different distribution channels.
Revenue & Route Management
Keep track of competitor revenue and route management metrics.
Keep abreast of industry best practices on revenue management, best-in-class systems and tools, pricing analytics, etc.
Lead teams to track and monitor revenue and passenger metrics; follow up with teams and other departments when targets are not met.
Direct teams to periodically benchmark and monitor revenue and route strategy against competitors.
Direct and enable teams to take decisions on maximizing revenue per flight.
Maintain routes in line with performance and budget expectations through careful management of the fare-class system and provide input on inventory management of seat sales.
Regularly identify areas of revenue leakage and build tactical strategies to close them.
Ensure revenue management, route and automation activities work in tandem to maximize revenue per flight in all scenarios.
Collaborate with other Commercial Function Heads to ensure revenue management activities are aligned with overall sales and channel strategies.
Revenue Management System & Automation
Provide guidance to the team on resolution and support for reservation and booking system-related queries.
Drive improvements and automation of revenue management processes, pricing, forecasting models, systems and tools, including implementation of AI/ML and predictive modeling.
Team Management
Provide direction and tactical guidance on revenue and route management and automation decisions.
Support, nurture and develop team members' skills required for revenue management, route management and automation.
Skills Required for the Role
Financial Acumen
Team Management
Strong Communication Skills
Competitor Awareness
Critical Thinking
Strong Analytical Abilities
Revenue Management System Expertise
Market Awareness of Tools and Systems Available
Key Performance Indicators
Pre-departure Metrics
Booked Load Factor
Expected Load Factor
Expected Revenue
Expected Yield
Expected Revenue per Seat Mile
Spill Rate by Class
Minimum Education Requirement
Master's Degree/MBA/PGDM/PGP/PG Degree, preferably in Finance or Economics.
