Manager - Route Revenue

Job Purpose

• 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.

Experience

• Minimum 5 years of relevant experience.