MAIN OBJECTIVES

• Manage, optimize and develop cargo pricing strategies and structures to maximize the cargo network revenue benefit. This role involves working across the Pricing and Revenue Management functions to ensure that both activities are consistent with route performance and market conditions.

MAIN DUTIES

1. Manage total pricing procedures, enhance processes to make the most of efficiencies and ensure timely response to market conditions.

2. Monitor and review regional capacity utilization and revenue reports and recommend pricing and capacity re-allocations to improve the cargo productivity of assigned region.

3. Monitor market prices in assigned territory and recommend policies to Manager Cargo Revenue Management.

4. Monitors regional cargo sales trends, encourages those that are performing over target, and seeks solutions to improve the performance of those that do not meet the set sales target.

5. Evaluate and test any new systems to provide recommendations.

6. Discuss pricing policies and strategies with the parties concerned in relation to yield control and competitors pricing.

7. Negotiates with Regional Managers responsible for other regions and Space Controllers for distribution of capacity (allocation or one time) based on yield and revenue per unit on sectors where capacity is shared with other regions.

8. Ensure that rates are properly uploaded to the Cargo Spot System.

9. Liaise with Cargo Revenue Department to ensure pricing data entered in the cargo system is transferable and in a format that is acceptable to the Cargo Revenue System to avoid duplication or double data entry.

10. Develop a methodology to automate handling of spot rates from outstations.

11. Analyze key performance data at flight, route and market level and implement inventory control initiatives to improve yields and revenues.

12. Maintain close contact to market developments including Other Airlines (OAL) activities, market info.

13. Review Market intelligence reports on competitor activities and take necessary action to minimize the impact on Gulf Air cargo sales.

14. Ensure close monitoring of cost involved in transportation of cargo within the network (handling, trucking, interline) and makes sure that all rates cover at least variable costs plus guidelines on required extra margin.

15. Assist in the development of station Budgets/targets.

16. Ensure pricing guidelines are based on relevant market trends, historical information, sales department input and industry benchmark (IATA, CASS, and World ACD reports).

17. Monitor performance of the Cargo Spot Revenue Management System on specific markets, in particular the accuracy of the forecast and revise system parameters and settings to ensure optimal use of the system inventory control recommendations.

18. Create and maintain commercial database in the Cargo Spot System.

19. Participate in the evaluation of cargo space allocation requests of Stations under jurisdiction with the aim of improving yield and overall cargo revenue.

20. Ensure rate homogeneity and consistency within the region and set structure and processes.

21. Ensure pricing processes are implemented across the region and standardize pricing analyst and tools tasks within the region

22. Provide list and guidelines for priority confirmation of cargo space on critical flights for markets in the assigned territory.

23. Determine areas of strength and weakness across the region and make recommendations as regards to short-term initiatives to maximize opportunity.

24. Ensure the minimum pricing conditions (for ad-hoc rates) are in place and managed in the Region for all relevant Origin and Destination.

EDUCATION

• Bachelor’s degree in Business Administration, Economics, Finance, or an equivalent discipline in the related field.

EXPERIENCE

• Minimum 4 years of experience in cargo sales, services, or space control.