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Job Description

The Revenue Management Team Lead is accountable for maximizing revenue, yield, and contribution across the network through demand forecasting, capacity steering, pricing governance, and commercial discipline. The role acts as the central integrator between Network Planning, Pricing, Sales, and Business Development, ensuring that capacity decisions and commercial actions are fully aligned with the company’s strategic and financial objectives.

This role combines strategic leadership with hands‑on commercial decision making, setting the RM roadmap while ensuring daily execution excellence.

Responsibilities

Revenue Strategy & Yield Optimization

• Define and execute the Revenue Management strategy across all markets, products, and customer segments.
• Drive yield and contribution maximization through active demand management, capacity steering, and pricing alignment.
• Translate network capacity, cost developments, and market signals into clear revenue optimization actions.

Demand Forecasting & Capacity Steering

• Own short‑, mid‑, and long‑term demand forecasting in close coordination with Network Planning.
• Lead capacity allocation and prioritization, ensuring optimal use of constrained capacity across markets and channels.
• Steer tactical and strategic up‑gauging, down‑gauging, and allocation decisions from a revenue perspective.

Pricing & Commercial Governance

• Provide strategic oversight of pricing frameworks, rate structures, and pricing corridors.
• Ensure surcharge, base rate, and pricing governance compliance across all regions.
• Act as the final escalation point for pricing exceptions, trade‑offs, and high‑impact commercial decisions.

Sales & Business Development Enablement

• Act as a senior commercial partner to Sales and Key Account Management, ensuring pricing and allocation decisions support profitable growth.
• Support strategic account planning, RFQs, and tenders, balancing competitiveness with long‑term value creation.
• Guide Sales teams with clear yield targets, corridor guidance, and deal‑level steering principles.

Cross‑Functional Leadership

• Serve as the interface between Revenue Management, Network Planning, Pricing, and Business Development.
• Ensure alignment between network strategy, commercial priorities, and financial targets.
• Drive a culture of fact‑based decision making, transparency, and accountability across the commercial organization.

Team Leadership & Capability Building

• Lead, develop, and coach the Revenue Management team, fostering strong analytical capability and commercial judgment.
• Define roles, processes, and KPIs in line with the NP–RM–BD organizational roadmap.
• Continuously improve RM tools, processes, and decision frameworks.

Education

• Minimum requirement: BA in Economy/ Industrial Engineer or equivalent degree in relevant subject.

Experience

• Senior experience in Revenue Management, Pricing, or Commercial Strategy, ideally in air cargo.
• Proven leadership experience managing multi‑disciplinary commercial teams.
• Strong understanding of network economics, capacity management, and yield optimization.
• Highly analytical with the ability to convert data into clear strategic and tactical decisions.
• Strong stakeholder management skills and executive‑level communication.
• Strong communication skills and a commercial mindset.
• High-level English required and high interpersonal communication.
• Teamwork ability.
• Work under pressure.
• Order and organization abilities.