Job Description

Overall responsibility for the development, monitoring and management of Cargo pricing within the region.  Ensuring definition of the Network pricing strategy and guidelines to advise and steer regional team to apply the most optimal Pricing Strategy at regional and local level to support and optimize network contribution, margin and load factors on available origins and destinations.

Accountabilities 

• Conducting compliance risk assessment trainings and implementation
• Conducting internal reviews and audits
• Conducting operational reviews to ensure the Asia stations meets operational requirements
• Advising internal management and stations on the implementation of compliance procedures
• Following up on compliance issues that require investigation
• Reporting on compliance (dashboard and corrective actions)
• Dealing and being the point of contact of procedures dept. in head office
• Improving procedures and process in Asia  with the station and HQ
• Set specific procedures and control on EQ, dead freight, CCA, Spots, late spots.
• Structure and implement pricing and capacity plan to optimise QR revenue and process on compliance checks for all revenue leakage risks
• Manage pricing and capacity in the assigned territory.
• Manage optimization of flights and Freighters against clear revenue targets, cost of sale and QR compliance criteria.
• Develop and maintain long-term on pricing and capacity, develop relations with route management and network/charter/FF management
• Contribute to the overall QR Cargo implementation of pricing strategy to maximise short and long term revenue.
• Review sales account data to drive revenue and seek tactical opportunities.
• Manage and coordinate network and capacity related projects.
• Coordinate relation with RM and NOS team.
• Develop and implement effective compliance processes and control
• Ensure rate homogeneity and consistency within the region and set structure and processes to avoid cross border selling. Ensure pricing processes are implemented across the region and Standardize pricing analyst and tools tasks within the region
• Ensure clear communication and alignment of the pricing strategy with Head Office Pricing department
• Define the regional pricing guidelines to ensure best market position and achievement of revenue targets. Ensures pricing guidelines are based on relevant market trends, historical information, sales department input and industry benchmark (IATA, CASS, and World ACD reports).
• Analyse yield per sales area and compare to market trends  and alert Regional Sales team, RCM and Senior RCM for rates that are not in line with market trends
• Responsible for monitoring the execution of the pricing guidelines and policies by sales team and takes corrective action.
• Ensures the minimum pricing conditions (for ad-hoc rates) are in place and managed in the Region for all relevant Origin and Destination.
• Ensures that the Regional Pricing Team pro-actively supports the Sales Department with timely and relevant market analyses indicating market opportunities and threats to the business. Provides direction of activities of Regional Cargo Pricing Analysts in coordination with their Line Managers
• Ensures 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.
• Understands the market, economic, and competitive market conditions and guide the team to take appropriate decisions. Direct teams to ensure QR Cargo achieves the best possible network margin
• Ensures close coordination between regional pricing, HDQ pricing and Cargo Revenue Management (RM) to guarantee a logical correlation consistency between applied rates and entry condition levels.
• Coordinates RFQ’s Requests for Quotation) from customers, validates and checks pricing levels with various defined stakeholders in accordance with the overall Pricing Strategy set. Participate in tender meetings with customers.
• Review any inconsistent rate agreements from Sales Team and propose solutions to Senior Management for approvals
• Responsible for continuous improvement in the processes (reporting, tools, tenders) in such way to maximize revenue and optimize workload of different stakeholders. Ensure good coordination and communication between all stakeholders.
• Monitor pricing, allotments and free sales evolution to meet the revenue targets and flight optimization
• Monitor shipment and flight performance indicators for both revenue as well as Flown As Booked (FAB) to Implement and manage quality improvement measures to provide top quality products and services
• Maintain close contact to market developments including Other Airlines (OAL) activities, market info
• Effective planning, organization and time management, which results in maximum station interface.
• Negotiate short, medium and long term pricing initiatives to mutual benefit which are consistent with the Regions revenue goals and pricing guidelines.
• Set BSA contract with stations
• Monitor and control budgets to ensure compliance with set targets.
• Monitor and control CCA, late spots, EQ and Dead freight to ensure compliance with QR policy and BSA contracts.
• Recommend, implement and effectively control pricing.
• Recommend, implement and effectively control allotments
• Maintain insight to regional market conditions to identify trends, new or prospects and possible threats, with appropriate recommendation and response. Keep data bank of market trends
• Closely monitor the utilization of the allocated space (pro-active allotment release) in order to avoid empty space at the time of departure; signal significant deviations and trends.
• Monitor the booking patterns and take corrective actions in case of trend breach: alert sales for underperforming flights, increase entry conditions for over-performing flights, initiate aircraft upgrades in case of high demand, increase overbooking levels, etc.
• Pro-actively re-route shipments to fill up the less demanded flights.
• Process booking requests on queue within agreed SLA with Cargo Sales.

Qualifications

• Relevant College or University qualification to min Bachelor's level
• Additional specialization in pricing, revenue management and/ or network optimization.
• Minimum 7 years relevant experience.
• Airline pricing activities.
• Solid understanding of cargo operational and commercial processes required by an international network carrier.
• Cargo Pricing or Revenue Management experience within network carrier with demonstrated technical expertise
• Strong quantitative and qualitative skills and advance problem solving capabilities.
• Computer literate, good negotiation and decision making skills.
• Able to work under pressure
• Cargo Rating / Pricing/ Sales & Marketing skills.
• Revenue Management skills.
• IATA TACT Regulations.
• Strong commercial acumen 

Skills Required

• Management