Job Description

OVERALL PURPOSE OF POSITION

To maximise passenger revenue for a specified set of markets, through route inventory control and development and key input into the pricing strategies on a specified set of routes. 

In order to maximise passenger revenue, KM Malta Airlines needs to observe the principles of revenue management by selling the right seat to the right person at the right time and at the right price.   The establishment of optimal fare structures and the management of the availability of these fares are two key components in achieving that aim.

Revenue Management systems and data sources help the Revenue Management Specialist to understand the relevant markets and competitive horizon.  The key to successful revenue management lies in the interpretation of this data and application of effective and coordinated pricing and inventory decisions, at a detailed level (e.g., individual flight) and at a strategic level.

Revenue Management Specialists need to create strategies in accordance with the overall commercial strategy, using tools and information at their disposal to make the correct decisions and to prioritize their work appropriately.

MAIN ACCOUNTABILITIES & RESPONSIBILITIES

• Responsible for meeting RASK and Contribution targets at flight, route & network level.
• Responsible for identifying opportunities to improve yields and passenger loads to improve route RASK and contribution performance.
• Responsible for setting inventory strategies that optimize the acceptance of passenger demand from one or more the following categories.

1. Low season
2. High season
3. Peak season
4. Special events
5. Critical days / flights
6. Business vs leisure

• Responsible for daily monitoring of market position and seat factor % & average fare development.
• Responsible for and the managing flight risk channel development – balancing the risk between accepting seat only passenger’s vs unsecured traffic such as groups / allocations. 
• Responsible for streamlining pricing, inventory, and business processes by developing strategic improvements.
• To develop an understanding of the core inventory management principles and concepts
• To develop competency with the appropriate systems and information sources required to successfully manage inventory.
• To determine, implement and maintain a documented inventory strategy (route action plan).
• Responsible for ensuring class availability is correctly managed.
• Responsible for ensuring flight AU’s are set according to the season / DOW / flight.
• Responsible for daily curtain checks – Sabre set up and recommendations.
• Responsible for structural cabin checks – based on 21day strategy and maintenance checks (increasing vs decreasing the business class cabin to create overall sale opportunities).
• Responsible for managing overbooking strategies with the approval of the Head of Revenue management.
• Daily Sabre and Inventory Queue Management and waitlist clearance.
• Daily actioning of Critical Flight Workbench to ensure that revenue performance is optimized.
• Daily involuntary upgrades where applicable.
• Regular input into Sabre forecasting process for passengers by month/cabin for a given set of routes.
• As the route expert, is responsible for timely special event identification, set-up and monitoring and for the appropriate adjustment of inventory according to seasonal and market trends.
• Review of the route inventory position vs competitor-fare positioning (System recommendations).
• Management of CSIs, automated overrides, business rules, revenue values and seasonality.
• Ad hoc evaluation of group or allocation requests, in cooperation with the Groups and Allocations Analyst.
• To exceed the inventory KPI targets, with help and guidance from the Head of Revenue Management.
• Regular review of pricing strategies and amendment where necessary.
• To support the appropriate sales teams in the achievement of their own targets.
• Weekly update of Route Performance Reports, and review of same with Revenue Management and Commercial Performance counterparts.
• To review route, point of sale, O&D and sales channel passenger and revenue performance using all available data sources, and to identify and action opportunities to improve performance.
• 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 Revenue Manager.
• To understand and strongly contribute to revenue integrity strategy and the impact of spoiled inventory. To Partner with RM system manager to implement effective Rev integrity strategies.
• Partnering with Network Planning, scheduling, E-commerce, Marketing, and other relevant stakeholders in developing business development strategies and actions.

EMERGENCY RESPONSE

• Responsibilities for the emergency response processes and procedures, as defined in the Emergency Response Program Manual for your role.

HEALTH & SAFETY

• Understand individual operational safety and security responsibilities.
• Be aware of personal health and safety and the health and safety of others at work.

WORKING CONDITIONS

• Office based
• Office hours Monday to Friday.
• May be required to travel.
• May be required to perform some duties at other sales channels.
• May be required to work after hours in case of disruption.

EXPERIENCE, QUALIFICATIONS, AND SKILLS

EXPERIENCE AND QUALIFICATIONS

• Minimum of 3 years relevant experience in revenue management (essential).
• Diploma MQF Level 5 or Degree MQF Level 6 or higher or relevant professional qualification (desirable).

SKILLS

• Must have a high level of numerical ability.
• A very high standard of accuracy and attention to detail are vital.
• Advanced IT user, including a high level of proficiency of the following packages: MS Word, Excel, Power Point and Outlook.
• Commercial awareness and acumen.  Must be able to demonstrate excellent commercial common sense, willingness to take significant decisions and to appreciate the commercial implications of any decisions
• Excellent analytical ability to evaluate and choose from a number of complex options.
• An organised, flexible approach and ability to prioritise tasks in a manner which maximizes revenue.
• Excellent computer literacy, plus a pre-existing high level of competency with tools and systems used within revenue management.
• 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.
• Demonstrated ability to identify, prioritize and resolve key project and partnership issues.
• Demonstrated attention to detail and excellence in project management.
• Innovative and creative individual.
• 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.
• Risk – willingness to take calculated risks.
• Negotiation/Influencing – influencing others to take calculated risks and undertake new processes.
• Multi-Tasking – the ability to manage and prioritize several responsibilities concurrently.
• An outgoing and likable personality.