Job Description

OVERALL PURPOSE OF POSITION

The Head of Revenue Management, Global Sales & Commercial analytics is responsible developing commercial strategies for all aspects of revenue creation and optimization across the KM Malta Airlines Network along with the measurement and creation of key commercial KPI’s.

The keys tasks of the role are to generate ongoing strategies leading to demand & revenue opportunities through the continual creation of sales initiatives in all sales territories, whilst maximizing network revenue through pricing and inventory controls at route and flight level.

Accountable for the setting and agreeing of management metrics for good control of revenue performance and strategic compliance. The Head of Revenue Management & Sales leads the department to accomplish corporate objectives and executes the strategic and commercial polices of the airline - by managing and implementing the following:

• Accountable for the development of commercial planning and key metrics to steer revenue performance and strategic compliance – including departmental KPI’s.
• Responsible for meeting RASK and Contribution targets at flight, route & network level
• Responsible for driving all revenue initiatives across revenue management, pricing, ancillaries, and sales.
• Responsible for the performance and management of both RM and sales functions including team development and improved strategies and tactics.
• Sales territories and portfolios – including GSA selection and management.
• Controlling / implementing pricing strategies and inventory control: Structural & tactical.
• Conducting longer term planning including seasonal, special events and high demand periods.
• Managing cost of sale.
• Contributing to network / route profitability.
• Continuous development and improvement – both through technology and strategy.
• Pivotal role in both planning and execution of marketing policies.
• Expected to provide insight on competitive activity and areas of opportunity to the CCO and the wider business on a regular basis.
• Maintain good working relationship with counterparts across Commercial, Finance and Operations
• To ensure system usage is optimal with a focus on more automation – Sabre, Salesforce, Rev accounts and any manual processing.

RESPONSIBILITIES

The Head of Revenue Management, Global Sales & Commercial analytics is accountable for:

Revenue Management & Pricing:

• Provide leadership and strategic direction to team members.
• Delivery and monitoring of company targets / KPI’s.
• Develop Strategies and objectives consistent with corporate objectives and clearly understood by all commercial departments.
• Production of a rolling 3-month revenue forecast.
• Accountable for overall revenue management performance (year over year Revenue Production/RASK improvement, over sale rates, spill rates, etc).
• Provides short-term demand estimates to assist Network Planning / Scheduling and Sales in identifying incremental revenue opportunities.
• Defines team inventory / pricing strategies and helps develop performance measurement criteria, monitors team and/or departmental performance and keeps the Senior Management informed of progress in reaching performance goals.
• The maximizing of revenue at flight level by using pricing and the best possible inventory availability.
• Develop strategies and forward planning that incorporate well-coordinated pricing, inventory, and marketing tactics for maximum revenue benefit.
• Identify changes in market conditions based on changes in booking patterns, anticipated pricing changes, external influences (e.g., political unrest, competitor schedule adjustments, change in economic conditions, etc.).
• Plan for high demand periods for the system and work with analysts in areas such as:

1. Identify holidays and special events; identify customer types and travel patterns.
2. Use historical performance data to predict future behavior and adjust system parameters to compensate for peak period/special event anomalies.
3. Track progress and report on performance and adjust plans as required.
4. Provide information to team members for implementation and tracking of initiatives.

• Oversee the management, implementation and ROI of groups, series and committed allocations.
• Development of channel strategies, link to cost of sale and revenue generation via NDC, KM Malta Airlines.com, GDS approach.
• Development of pricing products, in coordination with other key stake holders such as sales, customer service and airport teams across Public pricing, Fare families, Net fares.
• Set and deliver the KPIs for the sales teams to deliver.
• Provide sales team with the dealing guidelines & parameters.

Global Sales:

• Provide leadership and strategic direction to team members.
• Market development and team performance, along with the tracking of such performance.
• Set & deliver the sales region revenue targets:

1. To champion the KM Malta Airlines cause in market, ensuring KMMAs interested are put forward both internally and externally to achieve the revenue target.
2. Drive revenue quality from all sales portfolios, territories, and segments.
3. Accountable for developing short, medium and long-term plans for achieving KM Malta Airlines’ Commercial strategy and Sales targets across all markets and channels, both online and through traditional channels, in line with KM Malta Airlines’ strategy and customer proposition.
4. Accountable for identifying opportunities to improve the sales performance, increase revenue and yield, and reduce distribution costs within the Sales and Regions department.
5. Accountable for developing and agreeing the Sales & Regions budget with the Chief Commercial Officer in-line with KM Malta Airlines strategic objectives and corporate plan.
6. Set and deliver the KPIs for the markets.
7. Ensure Sales KPIs are transparent and agreed with commercial departments.

• To act as a brand ambassador in the local market – agents, key events, public engagements.
• Manage the agreed Cost of Sale & distribution.
• Promote NDC and drive API and technology enhancements.
• Liaise with delegated KM sales function with Key GSA partners.
• Partner KM Malta Airlines Marketing, Digital Sales and Public Relations.
• Selection of GSA’s when contract periods end, running a robust and thorough RFP process.

Commercial Analytics:

• Provide leadership and strategic direction to team members.
• Development the yearly commercial plan along with key metrics & KPI’s to steer revenue performance:

1. Passenger (s) / Revenue.
2. Cargo revenue.
3. Ancillary revenue.
4. Cost data.
5. Seat factor & Load factor

• Responsible developing and measurement of RASK and Contribution targets at flight, route & network level.
• Develop KM Malta Airlines overall reporting suit and cadence.
• Continuously looks for automation and streamlining of daily tasks.
• Work with finance and other key stakeholders to ensure data accuracy in maintained.
• To provide a monthly forward-looking revenue and passenger forecast.
• Set the Route & sales region revenue targets and distribute them.

Analyst Support & Coaching Development:

• Educating team members on technical & analytical areas relating to inventory, Pricing and sales.
• Provide mentoring to develop professional, technical, and analytical capabilities.
• Provide guidance and insight on analyst areas of performance to assist in directing resources and priorities for the analysts.
• Communicate to employees the value of their work and the revenue impact of their decisions.
• Coaching and succession planning.
• Mentoring & coaching of existing managers to be able to improve their current performance and kill set.
• Identify key successor to be developed to step into / assume the of head of revenue management & global sales.

EXPERIENCE, QUALIFICATIONS, AND SKILLS

Qualifications & Experience:

• Diploma MQF Level 5, Degree MQF Level 6 or higher or relevant professional qualification (desirable).
• Minimum of 10 years relevant experience in aviation commercial preferably aviation revenue management, consulting, or a related industry or combination of these (essential).
• Proven track record with a minimum of 6 years as head of department within commercial level (preferable).
• Ability to demonstrate strategic thinking with strong quantitative and analytical skills.
• Ability to demonstrate Strong leadership and self-direction.
• Ability to demonstrate, development of key processes and Revenue management systems.

Skills:

• Excellent interpersonal & negotiation skills with a track record of developing innovative win-win.
• Ability to assess and manage competing deadlines and priorities independently and as part of a team.
• Proven track record in Sales leadership analytics and reports creation.
• Strong leadership skills and third-party management skills i.e. managing 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.
• Exceptionally good communication skills in both written and verbal form that can clearly and concisely.
• Ability to convey the business’s messages and to depict the business in the highest standard possible.
• Ideally, complements core sales background with a comprehensive understanding in other related commercial functions.
• 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.