Brief Description
Role Purpose Statement: Efficiently manage and coordinate pricing and sales related processes in designated markets to maximize POS revenue for Kenya &North Africa. Monitor the performance of the assigned countries in KE & NA and routes in order to develop and supply valuable Management information to the assigned Area. Support the North Africa GSA and Commercial Managers in Kenya to achieve revenue budgets per POS by actively initiating Pricing Activities and supporting the sales team.
Detailed Description
Field Pricing
Benchmark competitor pricing across Kenya and North Africa markets.
Work with sales teams to develop proposals to position Kenya Airways product in line with competition and commercial needs in both the public and private arenas.
Ensure accuracy of distribution and report filing issues to Head-Office team.
Work closely with Head Office PRM team to drive strategies to identify yield improvement opportunities and to continue to streamline processes.
Work closely with sales teams to understand market dynamics and needs and channel them into a pricing and distribution strategy by market.
Contribute to positive route contribution targets for all flights.
Report on weekly basis – development of the load factors, seat sold per Kenya and North Africa POS, KQ availability analysis on the top O&D's per Kenya and North Africa POS, and identify opportunities for the special fares for improving low load flights.
PricingProposal for Kenya and North Africa – SO, TO and Corporate deals. Managing the KQ specialist product such as Marine, Missionary and Students to seek for thenecessary approvals with PRM to support the Sales Account Managers.
MarketShare Analysis (DDS) & Trends to be monitored and shared on weekly basiswith Kenya and North Africa team.
Addressall the KQ Connectivity issues & challenges beyond NBO to KQ Network &Planning team.
Update Pricing Analysis templates each week for market intelligence. (Example of KE Template).
Initiating, Planning, Co-ordinating and Managing – E-commerce Pricing activities including yearly plans to drive KQ.Com for Kenya and North Africa. Support HQ -E-commerce with Global & Hot deals.
Support the GSA in Kenya and North Africa and participate on weekly/Bi-weekly PRM calls.
Together with the Area/country and Sales Managers propose and defend the pricing strategy for the region to the Pricing Managers in Revenue Management.
Fulfil all the pricing requirements for Kenya and North Africa per POS and conclude them successfully and efficiently with PRM.
Coordinating pricing actions with local marketing for timely marketing support.
Responsible for distribution of fares / promotions.
Provide an accurate and timely POS forecast, focusing on demand, yield and Local market trends.
Early and proactive signaling of changing trends, patterns, calendar of events and market circumstances.
Business Support
Performs regular review of Business Results, Forward Bookings, Segments &Distribution strategy and other relevant MI on assigned markets & routes.
Signal Markets in advance the KQ Market Share development.
Monitors and alerts on the economic performance of the assigned routes and markets, on the evolution of the SPA's, Partnerships evolution and proposes the appropriate action plans.
Supports the allocated Area in drawing up and deploying their Commercial Sales Business Plan, together with managers in order to reach all targets – drives its implementation and provides a monthly KPI overview.
Ensures a timely delivery of the commercial sales weekly Area report.
Commercial, Professional, Supportive, Approachable and Persuasive communication -internally and externally.
Ongoing strong contacts/relationship with Trade – Fares & Distribution team is required for feedback.
Job Requirements
University degree in Business-related field.
3 years airline experience in a commercial environment.
Experience in the airline business.
Knowledge of Revenue Management and Pricing principles.
Ticketing and Sales background.
Working knowledge of Altea, Amadeus, Monet, Delorian.
PC Skills (Excel/ Word).
DDS & MI & Reporting tools knowledge.