Head of Pricing and Revenue Optimisation

The Head of Pricing and Revenue Optimisation is a strategic leadership role responsible for defining and executing the company’s pricing, revenue, and inventory strategies. The role will oversee origin-destination (O&D) pricing, inventory management, timetable optimization, and revenue forecast and performance, ensuring alignment with the company’s commercial objectives.

A critical component of this role will involve setting up the organization and processes for pricing and revenue management and establishing a best-in-class framework to support scalability, efficiency, and long-term growth. The selected candidate will also design and lead the implementation of a revenue performance dashboard, ensuring continuous monitoring, reporting, and improvement of key revenue metrics.

This role requires previous experience in Pricing and Revenue Management in the travel and hospitality industry, exceptional analytical skills and strategic thinking, as well as the ability to work with multiple internal teams and external stakeholders to achieve organizational goals.

Strategic Pricing and Revenue Management

• Develop and implement a comprehensive pricing strategy that aligns with corporate objectives and market positioning.
• Lead the development of origin-destination (O&D) pricing to maximize revenue and remain competitive in the market.
• Design and manage pricing frameworks for corporate clients, Tour Operators, group bookings, and promotional offers.
• Monitor market trends, competitor pricing, and customer behaviour to proactively refine the company’s pricing strategy.
• Utilize data-driven insights, AI, and advanced forecasting models to optimize revenue and yield.

Inventory Management

• Define and implement inventory strategies to ensure optimal allocation and utilization of resources.
• Adjust inventory allocation to align with revenue goals, service levels, and customer demand.
• Use analytics to anticipate demand fluctuations and manage inventory to prevent overbooking or revenue leakage.
• Collaborate with operational teams to align inventory decisions with capacity constraints and efficiency targets.

Timetable Optimization

• Partner with timetable planning teams to align schedules with commercial objectives and market demand.
• Use market data and predictive data to identify opportunities for timetable adjustments that enhance revenue performance.
• Advocate for a commercial approach to timetable planning, ensuring capacity is optimized for peak demand periods.

Organizational Setup and Process Development

• Design and implement the organizational structure and processes necessary to support pricing, inventory, and revenue management operations.
• Define roles, responsibilities, and workflows to ensure seamless execution and alignment with business objectives.
• Develop training and development programs to build internal capabilities within the team.
• Foster a culture of continuous improvement, innovation, and accountability.

Revenue Performance Dashboard, Forecasting and Budgeting

• Design and implement the revenue forecasting and performance dashboard to track and monitor key revenue metrics.
• Lead the revenue and sales budgeting process and the analysis of revenue performance data, providing actionable insights to senior leadership.
• Develop and manage the reporting dashboard and analytics to identify areas for improvement and lead initiatives to optimize pricing, inventory, and revenue strategies.
• Establish a regular cadence of reviews and updates to ensure performance improvement processes are consistently applied.

Collaborative Leadership and Stakeholder Engagement

• Build strong relationships with internal teams, including Marketing, Sales, Operations, and Customer Experience, to ensure alignment on commercial goals.
• Engage with external stakeholders such as Tour Operators, corporate clients, and industry partners to negotiate and manage pricing agreements.
• Lead cross-functional discussions and working groups to align pricing and revenue strategies with broader organizational objectives.
• Act as a key advisor to senior leadership on pricing and revenue opportunities, risks, and market dynamics.

Systems and Technology Development

• Define the requirements for advanced pricing, inventory, and revenue management systems to enhance efficiency and decision-making.
• Oversee the implementation of tools and technologies that support scalable and data-driven pricing and revenue strategies.
• Work with IT and external vendors to ensure systems are future-ready and integrated with other organizational tools.
• Promote automation and digital transformation to streamline processes and improve accuracy.

Leadership Excellence

• Build, lead, and inspire a high-performing team of pricing and revenue management professionals.
• Provide strategic direction and mentorship to team members, ensuring clarity of objectives and alignment with company goals.
• Foster a collaborative, innovative, and results-driven culture within the team and across the organization.

Academic or Professional Qualifications:

Bachelor’s degree in business, Economics, Data Science, Statistics, or a related field (Master’s preferred). Professional certifications in pricing, revenue management, or analytics are a plus.

Experience:

• Minimum of 8–10 years of experience in pricing, revenue management, or commercial strategy, preferably in the transportation, travel, or hospitality sector.
• Proven expertise in setting up and managing origin-destination (O&D) pricing, inventory strategies, and revenue management systems.
• Demonstrated success in defining and implementing systems, processes, and tools for revenue optimization.
• Experience in leading cross-functional projects and managing stakeholder relationships.

Skills:

Analytical Expertise: Advanced proficiency in data modelling, forecasting, and decision-making tools.

Leadership Excellence: Proven ability to inspire and guide teams, fostering a culture of accountability and innovation.

Collaborative Approach: Exceptional interpersonal skills to engage and align diverse internal and external stakeholders.

Strategic Vision: Ability to think long-term and execute actionable strategies with measurable outcomes.

Technical Proficiency: Familiarity with revenue management systems, dashboard tools, and analytics platforms.

Communication: Strong verbal and written communication skills, capable of influencing at all levels of the organization.

Adaptability: Thrives in a dynamic, fast-paced environment with evolving challenges and opportunities.