Head of Revenue Management

1. Role Objective:

Responsible for maximizing airline passenger revenue through optimal revenue management principles which include pricing, inventory control, demand forecasting, and distribution strategies. Additionally, the Head of Revenue Management oversees the overarching revenue management strategy development in accordance with the commercial strategy and network and fleet plan. The role requires in depth knowledge of the airline industry and trends, and customer behaviour. The Head of Revenue Management leads a team of managers and analysts and works closely with other departments such as network, scheduling, sales, marketing, and finance to achieve revenue targets. The role ensures the effective use of the Revenue Management systems to drive revenue growth while also developing the team and a having a strong focus on people management as well as automation.

2. Duties and Responsibilities:

1.Lead the development and execution of Oman Air’s Revenue Management Strategy and system upgrade including enhancing route profitability, in line with Oman Air’s commercial strategy and network and fleet plan

2.Oversee the revenue management system optimization and set optimal pricing per OD informed by passenger segmentation, business model and competition including developing comprehensive passenger fare structures to meet revenue and passenger volume expectation

3.Define Revenue Management strategies by route/OD/competitors which also focus on demand forecasting and inventory allocation to optimize load factors and yields

4.Ensure optimal fare pricing controls per OD (i.e., transit routes, pricing premiums across fare classes, overbooking strategy) and ensure an effective system in place to facilitate the dynamic and automated optimization of fares as required based on market

5.Define promotional strategies to support filling distressed inventory and monitor competitor pricing and market trends

6.Optimize and automate route profitability processes and system, enabling route-by-route profitability estimations and facilitating real-time reporting

7.Data-driven decision making through advanced analytics, reporting, and KPI tracking

8.Manage the commercial revenue budget relating to ticket revenue in close partnership with the commercial team and finance department

9.Monitor, report and forecast Oman Air’s revenue performance and overall RASK development and implement mitigative actions for underperforming routes

10.Build and lead a high-performing revenue management team, providing mentorship, guidance, and professional development opportunities

11.Foster a culture of continuous improvement and innovation within the revenue management department as well as cross-functional collaboration

12.Prepare periodic updates to the VP Revenue Management and Distribution

13. Perform any other related tasks assigned by the Management.

MINIMUM EDUCATION, QUALIFICATIONS & SKILLS:

- Bachelor’s degree in scientific or business discipline (mandatory) with post graduate studies in Business Management / Statistics/ Economics (preferable) with 10-12+ years of experience in aviation industry with minimum of 4 years commercial experience in a senior managerial role in revenue management

Ideal Experience:

- Demonstrated experience and familiarity with airline commercials, operational, technical and financial issues including topics such as revenue management, pricing strategy, team building and performance management

- Extensive experience in leading pricing strategy efforts, setting competitive fares, and monitoring market trends

- Deep expertise in using OD as well as leg/seg RM systems

- Strong analytical skills with experience in forecasting, pricing, and competitive analysis

- Proven experience in the evaluation, selection, implementation, adaptation, refinement, and day-to-day use of modern revenue management and data analytics systems

- Proven track record of implementing revenue management systems and automation

- Experience working with high-performing teams with complex program execution in an OD airline environment

- Familiarity with domestic and regional aviation market and context, in addition to global experience (experience working in the Middle East region is a plus)

Special Skills & Knowledge:

- Self-starter, entrepreneurial mindset with experience in developing and implementing disruptive and innovative revenue management and pricing strategies

- Strong analytical, problem-solving, planning and interpersonal skills

- Outstanding interpersonal skills, both written and verbal, to instill target culture and values across organization by motivating and encouraging staff

- Proficiency in English (must) and Arabic (preferred)