Director Revenue Steering & Markets Operations
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Key skills for this role
About the Role
Position Summary The Director of Revenue Steering & Market Operations is a seasoned professional with deep technical expertise in revenue optimization, a strong analytical mindset, and a proven ability to lead teams toward achieving financial and commercial goals.
Key Skills for This Role
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Position Summary
The Director of Revenue Steering & Market Operations is a seasoned professional with deep technical expertise in revenue optimization, a strong analytical mindset, and a proven ability to lead teams toward achieving financial and commercial goals.
This leader will oversee the strategic planning of revenue steering and market operations, leveraging pricing strategies, segment and distribution mix, and inventory management to drive commercial performance.
This role is responsible for the design and execution of high-impact revenue strategies, as well as the oversight of forecasting accuracy and performance management.
As a key point of contact for commercial teams, the Director ensures strategic alignment, opportunity identification, and collaboration with stakeholders including Trade, Digital, Marketing, Loyalty, Finance, Ticketing, and Operations.
The role leads a diverse team covering pricing, inventory, budgeting & forecasting, and business performance, and acts as a coach and mentor to support technical growth, leadership development, and succession planning across the function.
I. Strategic Financial Leadership
- Develop and lead financial strategies aligned with organizational goals, focusing on revenue growth and accurate forecasting.
- Deliver insights to guide strategic prioritization and enable accurate business performance tracking.
- Monitor market conditions and revise forecasts accordingly. Lead strategic sales forums and ensure implementation of aligned strategies.
- Act as a trusted partner to senior marketing and commercial leadership, supporting planning and risk assessments.
- Facilitate cross-functional collaboration between Revenue, Marketing, Finance, and IT to ensure data integrity and accountability.
- Present revenue budgets to executive leadership and regional teams; gather input and revise targets as needed, developing alternative scenarios for emerging market or operational shifts.
II. Market Intelligence & External Collaboration
- Analyze macroeconomic, competitive, and industry trends to inform revenue decisions.
- Build strategic initiatives in collaboration with external partners, including consultants and trade networks.
III. Revenue Strategy & Execution
- Oversee 12–18 month tactical plans, integrating pricing, inventory, and multi-channel distribution into a cohesive revenue strategy.
- mplement revenue optimization policies and frameworks including dynamic pricing and elasticity-based pricing models.
IV. Performance Management & Analytics
- Lead regular performance reviews, identifying opportunities to optimize revenue across channels and market segments.
- Drive KPI reporting and analytics, including gap analysis and actionable improvement plans.
- Run scenario modeling and advanced forecasting to support strategic decision-making.
V. Pricing & Distribution Strategy
- Act as the subject matter expert for pricing configuration, distribution channel strategy, inventory control, and overbooking standards during various demand cycles.
- Maintain and evolve SOPs and quality control protocols for pricing and revenue processes.
- Drive the creation of internal revenue briefs for campaigns and strategic initiatives and lead commercial planning meetings.
VI. Team Leadership & Stakeholder Collaboration
Lead and mentor a high-performing team of revenue professionals; provide coaching, training, and development planning.
Foster strong alignment between revenue optimization and cross-functional departments including Trade, Marketing, Strategic Planning, Systems, and Finance.
Qualifications & Experience
- Bachelor’s or Master’s degree in Business, Economics, Industrial Engineering, Finance, Statistics, Aviation, or a related quantitative field.
- Deep commercial acumen with a strong understanding of revenue drivers in industries such as airlines, travel, hospitality, or other dynamic pricing environments.
- Minimum of 10 years’ experience in senior revenue management or commercial roles in complex, multi-channel businesses.
- Ability to lead in a matrixed organization, align diverse stakeholders, and influence decision-making at senior levels.
- Proven track record in designing and implementing long-term pricing, budget, and forecasting strategies aligned with business objectives.
- Strong awareness of emerging market trends and competitive dynamics.
- Advanced skills in Microsoft Excel and PowerPoint; proficiency in data visualization tools.
- Advantageous: Technical skills in Excel VBA, SQL, Power BI, Python.
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