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20 days ago
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Etihad Airways

Ancillary Revenue Manager


Etihad Airways
Location: Abu Dhabi
Job type: Permanent
Contact: Abnel
Sector: Hospitality, Business & Administration, Marketing & PR, Sales & Purchasing, Operations
Category: Middle Managers Jobs
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JOB PURPOSE

An exciting opportunity has arisen to join the Commercial Guest Experience team in a high revenue generating capacity. The successful incumbent will be responsible for defining and delivering the Etihad Airways ancillary revenue portfolio. You role will be to build products, technology solutions and partnerships to drive Etihad’s customer proposition and commercial position.

JOB ACCOUNTABILITIES

  • 5 Year Plan:  Definition of the long term vision for the ancillary portfolio as a key part of Etihad’s customer proposition. Serve as the strategic lead and play a key role on drawing consensus among senior stakeholders and business functions.
  • Annual Budget & Roadmap Development: Build and maintain a 12 and 18 months detailed delivery roadmap. Set revenue objectives and articulate investment spend prioritization.
  • Product Management: Manage a team of product owners responsible for end to end delivery of new ancillary products, strategic guest experience projects and change initiatives that impact revenue, cost or guest satisfaction.
  • Revenue Target: Accountable to deliver the annual ancillary revenue target to the business ($250M in 2018). Analyse and articulate to Senior Management the drivers of performance. Act as a central point of contact for all stakeholders involved in the delivery of ancillary revenue (Operations, Sales, RM, Distribution, Digital, Marketing etc.)
  • Merchandising development: Acts as a translator of business needs to technology requirements for Etihad’s next generation distribution strategy. Including the evolution of sales and operational touch points, customer data intelligence, offer engine technology and organizational readiness. Providing expert support to the business units / various functional areas / departments along with assistance to develop use cases and feature definition.
  • Overlooks the reporting of benefits, risks and opportunities: Tracks benefits accrual and provides feedback to Business Sponsors on achievement of expected benefits. Ensures regular status reporting on new projects, highlights areas of conflict, coordinates and manage business change, addresses feedback and concerns through appropriate channels and mechanisms.
  • Identify and quantify improvement opportunities aligned with the ancillary strategy by initiating project plans & supporting SMEs with concept evaluation.
  • Preparation of business cases which define potential benefits, costs and associated business risks.

QUALIFICATION & EDUCATION, EXPERIENCE, TRAINING & KNOWLEDGE

  • Bachelor’s Degree in relevant field required.
  • Project Management Certification (eg: PMP, Prince 2, Agile certifications) highly valued but not essential (the ability to deliver PM capabilities is essential)
  • A minimum of 5 years airline experience within a sales or commercial management role gained in either an airline or airline consultancy
  • Experience managing stakeholder relationships to executive levels
  • Expertise in one or more key practice areas such as project management; financial analysis, strategic business planning and performance management; product design and management; corporate governance design.
  • Excellent client relationship skills and experience in working in cross cultural teams.
  • Excellent planning and analytical capacity and coordination skills.
  • Strong organizational and communication skills with attention to detail.
  • Strong business process understanding

JOB PURPOSE

An exciting opportunity has arisen to join the Commercial Guest Experience team in a high revenue generating capacity. The successful incumbent will be responsible for defining and delivering the Etihad Airways ancillary revenue portfolio. You role will be to build products, technology solutions and partnerships to drive Etihad’s customer proposition and commercial position.

JOB ACCOUNTABILITIES

  • 5 Year Plan:  Definition of the long term vision for the ancillary portfolio as a key part of Etihad’s customer proposition. Serve as the strategic lead and play a key role on drawing consensus among senior stakeholders and business functions.
  • Annual Budget & Roadmap Development: Build and maintain a 12 and 18 months detailed delivery roadmap. Set revenue objectives and articulate investment spend prioritization.
  • Product Management: Manage a team of product owners responsible for end to end delivery of new ancillary products, strategic guest experience projects and change initiatives that impact revenue, cost or guest satisfaction.
  • Revenue Target: Accountable to deliver the annual ancillary revenue target to the business ($250M in 2018). Analyse and articulate to Senior Management the drivers of performance. Act as a central point of contact for all stakeholders involved in the delivery of ancillary revenue (Operations, Sales, RM, Distribution, Digital, Marketing etc.)
  • Merchandising development: Acts as a translator of business needs to technology requirements for Etihad’s next generation distribution strategy. Including the evolution of sales and operational touch points, customer data intelligence, offer engine technology and organizational readiness. Providing expert support to the business units / various functional areas / departments along with assistance to develop use cases and feature definition.
  • Overlooks the reporting of benefits, risks and opportunities: Tracks benefits accrual and provides feedback to Business Sponsors on achievement of expected benefits. Ensures regular status reporting on new projects, highlights areas of conflict, coordinates and manage business change, addresses feedback and concerns through appropriate channels and mechanisms.
  • Identify and quantify improvement opportunities aligned with the ancillary strategy by initiating project plans & supporting SMEs with concept evaluation.
  • Preparation of business cases which define potential benefits, costs and associated business risks.

QUALIFICATION & EDUCATION, EXPERIENCE, TRAINING & KNOWLEDGE

  • Bachelor’s Degree in relevant field required.
  • Project Management Certification (eg: PMP, Prince 2, Agile certifications) highly valued but not essential (the ability to deliver PM capabilities is essential)
  • A minimum of 5 years airline experience within a sales or commercial management role gained in either an airline or airline consultancy
  • Experience managing stakeholder relationships to executive levels
  • Expertise in one or more key practice areas such as project management; financial analysis, strategic business planning and performance management; product design and management; corporate governance design.
  • Excellent client relationship skills and experience in working in cross cultural teams.
  • Excellent planning and analytical capacity and coordination skills.
  • Strong organizational and communication skills with attention to detail.
  • Strong business process understanding

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