Purpose
To support the regional Head of Customer Travel & Lifestyle function by providing analytical and performance management support for the region to set commercial strategies, maximize revenue and exceed targets.
Key Responsibilities
Strategic Focus
- Partner with Revenue Management Operations (RMO), Sales & Distribution (SND), Planning (PLN) and Customer Relationship & Retail (CRR) teams to set and deliver regional commercial strategies and targets using a datadriven approach.
- Translate Head Office (HO) commercial strategies into actionable initiatives that maximize customer value across channels and segments.
- Support the Regional Head of Customer Travel and Lifestyle in developing and managing the regional commercial budget to optimize revenue, costs and distribution.
- Review country action plans, monitor performance against targets, and leverage market intelligence and competitive insights to identify growth opportunities.
Travel Insights and Strategy
- Provide local market insights to support pricing strategy development with HO RMO and monitor effectiveness, initiating changes as needed.
- Ensure alignment of local pricing strategies with HO network revenue and distribution objectives.
- Consolidate and analyze private fares and market feedback share regular market intelligence with HO RMO.
- Propose and evaluate local sales campaigns, capturing clear learnings and outcomes.
- Prepare and align Corporate and Business Plus (BP) fare parameters with HO RMO and SND, including Corporate Incentive Guidelines (CIG) & BP tier matrices.
- Oversee postfare filing activities, manage adhoc fare requests, and ensure pricing decisions are agreed, documented, and communicated regionally.
Lifestyle Insights & Strategy
- Support the Lifestyle team with deeper data mining beyond routine analysis to inform regional strategy.
- Support the effective use of Qliksense by Lifestyle team and drive local team adoption.
- Provide analytical requirements and feedback to Head Office as needed to enhance the initial dashboard set up by Head Office and continue to cater to local Lifestyle team's performance tracking needs
Business Intelligence & Analytics
- Ensure effective use and adoption of internal and external BI tools (e.g. MIDT, DDS, PRISM, QlikSense).
- Develop reports and dashboards to identify segment and agency opportunities using internal and external datasets.
- Deliver accurate, timely insights, maintain market and competitive awareness, and guide stakeholders on data usage.
- Provide analytical requirements and feedback to the relevant HQ stakeholders for Dashboards and BI Tools enhancements.
Incentive & Distribution Management
- Evaluate the distribution landscape and design local incentive strategies (including NDC) with Sales and regional leadership.
- Lead negotiation with local teams and SND for incentives budgeting.
- Manage and track the usage of allocated regional incentive budget and cost of sales.
- Propose areas of improvements to improve value or effective use of incentives budget and NDC remunerations
- Support and deliver offline distribution strategies where applicable.
People Development
- Build a strong and motivated team, ensuring the right Business Insights & Analytics team structure and the right talent are in place to foster positive team spirit and to facilitate resources management.
- Develop employees with high potential and identify/plan learning opportunities with appropriate training and development.
- Enhance employee experience in line with the role level and internal brand promise.
Qualifications
Academic Qualifications
Knowledge, Skills, Training and Experience
- Minimum 10+ years of relevant experience in airline sales, business development, revenue management and/or data analysis.
- Strong leadership and stakeholder management experience in leading a team of high performing direct reports and different commercial teams in SEA & Oceania region in a hybrid matrix organization.
- Able to present analysis clearly with findings, and actionable insights with recommendations to stakeholders to drive business performance
- Proven track record of driving revenue generation initiatives through sales targeting, revenue management and distribution strategies
- Knowledge of airline/travel management systems including DDS, MIDT and PRISM is an advantage
- Practical experience with any analytical tools (i.e. QlikSense, Tableau, QlikView) is an advantage
- Solid travel/airline industry experience preferred
