Cargo Revenue Optimisation Manager

A World leader in air cargo. We possess a geographical advantage that enables us to reach over 140 destinations across 6 continents. We are able to cater to two-thirds of the world’s population in just 8 hours and serve major international trade regions quickly and efficiently. Our SkyCargo group works in partnership to facilitate global trade and connect customers with their destinations. We have a young, efficient, wide-bodied fleet, with ample capacity to transport cargo through our state-of-the-art, multi-airport hub in Dubai and adapt to our customers ever-changing needs.

The Cargo Revenue Optimisation Manager will manage the capacity and revenue optimisation aspects of SkyCargo Worldwide operations to ensure optimal utilisation of cargo capacity on passenger, freighter aircrafts as well as road feeder services (RFS) to achieve optimal yield, revenue and profitability. With regional accountability in conjunction with the commercial regions the primary focus of the role is on network steering of the commercial mix in accordance with the revenue plan of a point of sale (POS) based on the network revenue optimisation strategy.

In this role, you will:

• Research, formulate and maintain the RO department KPIs to ensure the optimal utilisation of the capacity, OD and product mix, appropriate price positioning to grow EK SkyCargo’s market share and strength, overbooking, upsell strategies, queueing SLAs etc.
• Lead the definition of required SOPs and processes, taking inputs from all key stakeholders and making sure that they are relevant and updated. Follow up on audit findings and adjust the internal documentation adequately, to address these points.  
• Oversee and validate the implementation of  dynamic pricing models as part of the CRO strategy to adjust capacity and price in a real time manner at flight and shipment levels to improve revenue returns. Ensure the regional teams deploy appropriate resources to achieve the targeted results
• Identify and estimate opportunity selling and market demand on specific lanes and co-ordinate with passenger planning to recommend changes in the aircraft deployment plans at either fleet level or by tail numbers on specific routes, and on an adhoc basis by providing justifications and incremental revenue values in order to explore such opportunities to improve revenue numbers for SkyCargo.
• Derive business insights from large, structured, semi-structured and unstructured data sets and work with  business stakeholders to deploy inferences derived from this analysis to extract commercial value. Build relevant databases and ensure optimal structure for efficient usage of data through BI front-end tool's
• Analyse currency volatility, fluctuations in jet fuel price, and variations in our yields & YFTK in comparison to the revenue plans and take the lead in liaising with commercial teams and pricing to initiate price corrections to offset such variations that would impact SkyCargo revenue.  Provide direction to Outstations in managing the capacity more pro-actively by changing traffic & destination mix, promoting high end commodities & similar value added shipments in order to generate incremental revenue during such periods of market volatility.
• Steer the commercial mix and traffic flow as stipulated in the revenue plans for the various products and solutions from each POS and specific O&D’s by analysing capacity availability, traffic flows, seasonal variations, demand/supply equation, market dynamics, product segmentation etc. for the specific regions and coordinate with Commercial teams, Pricing & Cargo Managers to roll out strategies to steer volumes.
• Lead and drive the learning and development needs of the RO department, maintain an active relationship with L&T department and ensure staff are appropriately equipped with the latest materials. Keep all documentation up to date, define training reccurence frequency and consolidate role-specific, new joiners training packages.
• Lead the change management initiatives required to implement our digital and automated revenue optimisation, pricing and distribution strategies in the future. Document, showcase, advertise and convey all relevant information timely and effectively to all impacted areas of the business, follow up on key points and ensuring compliance and adoption.
• Plan and direct the team in the proactive management of shipments that have been affected by disruptions or delays and identify tactical and system solutions to ensure the affected shipments are recovered with minimal inconvenience to our customers and without compromising our Deliver as Promised commitments.