Head Of Passenger Revenue
Skills
About This Role
Position Overview
The Head of Passenger Revenue is responsible for leading the end-to-end passenger revenue strategy, driving revenue growth, and maximizing yield across all passenger services.
This role integrates sales, pricing, revenue management, marketing, digital channels, and communications to deliver commercial performance and enhance market competitiveness.
The position plays a critical role in optimizing fare structures, demand forecasting, customer acquisition, and brand positioning to achieve sustainable revenue growth in alignment with organizational objectives.
Roles and Responsibilities
Revenue Strategy & Commercial Leadership
- Develop and execute the overall passenger revenue strategy aligned with business goals.
- Drive revenue growth through integrated sales, pricing, marketing, and digital initiatives.
- Identify new market opportunities, customer segments, and revenue streams.
Pricing & Revenue Management
- Oversee pricing strategies, fare structures, and revenue optimization models.
- Ensure effective demand forecasting, yield management, and capacity utilization.
- Monitor competitor pricing and market trends to maintain competitive positioning.
Sales & Distribution
- Lead sales strategy across all channels, including corporate, B2B, and direct sales.
- Drive sales performance and revenue targets through the Sales and Growth teams.
- Optimize distribution channels, including online platforms and partnerships.
Marketing, E-Commerce & Brand Growth
- Oversee marketing strategies to drive customer acquisition, retention, and brand awareness.
- Lead digital and e-commerce initiatives to maximize online sales and customer engagement.
- Ensure alignment between commercial objectives and brand positioning.
Communications & Customer Engagement
- Oversee internal and external communications strategies to support commercial initiatives.
- Ensure consistent messaging aligned with brand and customer experience objectives.
- Manage campaigns, promotions, and customer engagement strategies.
Performance Management & Analytics
- Monitor revenue performance, KPIs, and commercial metrics.
- Use data analytics to inform decision-making and optimize revenue strategies.
- Provide regular reports and insights to the Commercial Director and Executive Leadership.
Stakeholder & Cross-Functional Collaboration
- Collaborate with Operations, Customer Experience, Finance, Holdings Brand and Communications, and HSEQ teams to align commercial and operational objectives.
- Ensure seamless integration of revenue strategies with service delivery.
- Engage with external stakeholders, partners, and regulatory bodies as required.
Financial Management & Governance
- Develop and manage revenue budgets, forecasts, and financial targets.
- Ensure compliance with financial controls, policies, and regulatory requirements.
- Drive cost efficiency and return on investment (ROI) across commercial activities.
Leadership & Team Development
- Lead, mentor, and develop a high-performing commercial team.
- Establish clear KPIs, accountability frameworks, and performance management systems.
- Foster a culture of innovation, collaboration, and customer-centricity.
- Desirable qualifications, skills and experience
Academic Qualifications
Bachelor’s degree in Business, Finance, Marketing, or related field (MBA preferred).
Experience and Other Skills
- 12–15 years of experience in commercial, revenue management, or ancillary revenue roles.
- Experience in rail, aviation, or large-scale passenger transport environments preferred.
- Proven track record of driving revenue growth and managing multi-functional teams.
Safety Responsibilities
- To comply with those elements of the Etihad Rail Mobility environment, health and safety management system and other company documents where specific responsibility is identified with the role or as a general requirement on all employees
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