Aviation Pricing Specialist

OVERALL PURPOSE OF POSITION

Plan, analyse, manage, monitor and maximise revenue by developing and implementing pricing and interdepartmental strategies through quantitative analysis, focusing on price segmentation, campaign strategies and planning, the competitive environment, distribution channels & consumer buying behaviour.

Reporting to the Head of Revenue Management, Pricing & Global Sales, responsible for all aspects of pricing and revenue generation network wide, relating to both pricing strategy & pricing distribution.

To identify areas of opportunity for improvement, both technically and strategically, recommending remedies and a path for implementation, all with a key focus on creating a highly analytical revenue focused department.

To develop new fact-based analysis and insight-driven guidance to assist in the evaluation of commercial strategic initiatives for short and long-term planning needs.

MAIN ACCOUNTABILITIES & RESPONSIBILITIES

• Responsible for the design and implementation of the departments pricing strategy to manage and maximise revenue and support achievement of revenue targets.

• Direct quantitative analysis of historical passenger demand, the competitive environment and consumer buying behaviour and proactively search for revenue opportunities.

• Development and Implementation of business intelligence and information to lead focus on competitive analysis to determine optimal pricing across the network and create effective fare products.

• Construct and analyse reports to accurately measure market performance, pricing and unit revenue performance and pricing effectiveness.

• Ensure campaign management strategies and timelines are developed, reviewed, implemented and monitored.

• Work with marketing, IT and other cross-divisional areas to create innovative revenue generating pricing tools, systems and processes.

• Lead or contribute to specific pricing projects, policy development and implementation and pricing process and system improvements.

• Maintain & construct all fare structures being offered across all operated and non-operated routes / O&D’s (online, code share & interline).

• Develop relationships with other departments to maximise the effectiveness of projects designed to improve revenue performance for KM.

• Lead or partake in specific performance analysis on an O&D, route or regional level with recommended actions for improved revenue or RASK performance. Lead implementation, monitoring and reporting of results.

• Present original analysis and strategies to senior management with clear recommendations and quantified revenue improvements.

• Analyse the effect of fare and inventory changes on market performance.

• Continuously seek process improvements that result to better speed to market.

• Provide support and directions to Pricing Analyst on evaluating pricing potentials and opportunities in the market that would contribute to overall Network gains.

• Identify business process changes and process improvements – missing SOP’s and quality checks.

• Responsible for managing third party distribution and outsource vendor.

• Responsible for delivering revenue and profit for all aspects of Alliances, Strategic partnerships, in coordination with key Alliance’s stakeholder – Head of Network planning.

• Partner with IT to deliver key systems & automation requirements.

• To actively participate in all relevant conference calls, meetings and reviews concerning his/her areas of responsibility. To act as the ‘route expert’ and to give insight into current performance.

• To effectively communicate his/her pricing and inventory strategies with commercial stakeholders.

• To manage additional workloads (e.g., Cover for colleagues when out of office) as and when directed by the Head of Revenue Management.

• To manage all pricing actives related to code share and interline partners – including

• Implementation of KM pricing related to interline O&D’s and IATA proration.

• Validating SPA proposals and revenue retention for KM on Uni / bilateral basis.

• Partnering, Network Planning, scheduling, E-commerce, Marketing, and other relevant stakeholders in developing business development strategies and actions.

EXPERIENCE, QUALIFICATIONS, and SKILLS

• Minimum 3 years of job-related experience required (essential).

• Diploma MQF Level 5 or Degree MQF Level 6 or higher or relevant professional qualification (desirable).

• Familiar in use of airline pricing logic and pricing systems and terminology (SITA, SABRE, ATPCO, GFS, AirPrice, PLP, InFare, QL2).

• Understanding of the core concepts driving the airline economics and industry business rationale.

• Must have a high level of numerical ability.

• Strong leadership skills and third-party management skills i.e., managing steering other airlines.

• Confident IT user, including a high level of proficiency of the following packages: MS Word, Excel, PowerPoint and Outlook.

• Highly developed people skills to enable easy relatability to support the establishment of strong and meaningful relationships with colleagues, media representatives, business partners, and consumers.

• Exceptionally good communication skills in both written and verbal form that can clearly and concisely convey the business’s messages and to depict the business in the highest standard possible.

• Familiarity with software programmes used in conducting quantitative analysis and data mining.

• Team dynamics – must work well in a team environment.

• Analysis – the ability to drive high level analytics.

• Demonstrate the ability to identify, prioritize and resolve key project and partnership issues.

• Demonstrate attention to detail and excellence in project management.

• Demonstrate the ability to create and lead high performance and metrics focused teams that consistently exceed targets.

• Strong analytical skills, problem-solving and decision-making capability.

• Innovative and creative individual.

• Strong leadership skills and third-party management skills i.e., steering other airlines.

• Highly developed people skills to enable easy relatability to support the establishment of strong and meaningful relationships with colleagues, media representatives, business partners, and consumers.

• Convey the business’s messages and to depict the business in the highest standard possible.

• Successful track record managing a multi-channel sales organization.

• Risk – willingness to take calculated risks and monitor results of the same.

• Negotiation/Influencing – influencing others to take calculated risks and undertake new processes.

• Multi-Tasking – the ability to manage and prioritise several responsibilities concurrently.

• An outgoing and likeable personality.