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Job Description
The Head of Commercial Planning and Revenue Management is responsible for optimising the Group’s commercial schedule, network profitability, capacity allocation, pricing and revenue performance. The role develops and implements Group-wide commercial planning and revenue management methodologies, evaluates new routes and commercial opportunities, and ensures effective coordination between Commercial, Operations, Finance and other relevant functions.
Responsibilities
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Lead the development and execution of the Group’s annual, seasonal and monthly commercial schedule in line with fleet availability, operational constraints and financial objectives.
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Evaluate new routes, markets, frequencies and commercial opportunities through robust demand, capacity, cost and profitability analysis.
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Coordinate the planned commercial schedule with Sales, Operations, Flight Operations, Maintenance, Finance, Charter and relevant Group companies.
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Define, implement and continuously improve the Group’s revenue management methodology, governance, processes and operating routines.
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Own Group-wide pricing principles, pricing structures, rate frameworks, approval levels and exception-management processes.
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Optimise revenue and contribution through effective capacity allocation, yield management, customer and commodity mix, and flight-level pricing decisions.
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Own regular flight, route and network performance reviews, including revenue, yield, load factor, contribution and forecast accuracy.
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Define commercial planning and revenue management KPIs, targets and reporting standards in alignment with the CCO and Finance.
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Identify underperformance, revenue leakage and capacity risks, and lead corrective actions with the relevant stakeholders.
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Oversee the commercial process coordination for securing traffic rights, airport slots and other permits required to operate the planned network.
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Maintain effective working relationships with aviation authorities, airports, partner airlines and other external stakeholders.
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Monitor bilateral air service agreements, traffic-right limitations and other regulatory or commercial constraints affecting the network.
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Lead, develop and coach the Commercial Planning and Revenue Management team, with clear objectives, accountability and performance standards.
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Act as a key member of the commercial leadership team and provide fact-based recommendations to the CCO and senior management.
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Lead cross-functional initiatives that improve commercial performance, decision-making and organisational effectiveness.
Education
- Bachelor’s degree in economics, finance, business administration, engineering, aviation or a related discipline.
- An MBA or other relevant advanced qualification is an advantage.
Experience
- 8+ years’ experience in commercial planning, network planning, revenue management or pricing, including team leadership.
- Strong background in route analysis, forecasting, profitability, pricing and revenue optimisation; aviation experience preferred.
- Excellent analytical, communication and stakeholder management skills, with proficiency in Excel and commercial planning tools.
- Strong leadership, organisational and decision-making abilities, with high accountability and fluency in English.