Manager - Air Cargo Pricing

Job Purpose

Responsible for development and execution of pricing strategies across Air India's cargo operations, aimed at maximizing contribution and ensuring competitive pricing in alignment with market dynamics and with the broader commercial objectives of Air India

Key Accountabilities

Pricing Strategy

Develop and execute pricing strategies for assigned international and/or domestic markets to maximize contribution, enhance competitiveness, and align with market dynamics

Monitor market trends, competitor offerings, and internal performance metrics to take informed pricing decisions

Collaborate with Capacity Management, Sales and Global Key Account Management (KAM) Team to align pricing with business goals

Devise product specific pricing strategies and offerings in collaboration with Product Team

Lead pricing projects and initiatives, including seasonal tariff adjustments, contract negotiations, Global RFQs and Minimum Selling Rate revisions

Evaluate, harmonize, and implement ancillary revenue opportunities in line with current industry standards and market trends

Partner with Sales to develop and execute pricing strategies for new routes, ensuring timely updates to rate sheets and ancillary revenue components

Assist in digital transformation and automation of pricing processes to ensure accurate and prompt reflection of rates. Contribute to deployment of Pricing & Revenue Management system

Ensure pricing actions are implemented in strict compliance with regulatory requirements and as per internal pricing policies

Monitoring and Analysis

Deliver comprehensive pricing performance analyses and actionable recommendations to the Pricing Lead and senior leadership

Regularly evaluate contract performance against agreed commitments and initiate corrective actions to reduce potential opportunity losses

Engage with Regional Sales Teams to monitor performance and drive sustained improvements in yield and profitability

Skills Required for the role

• Strong analytical capabilities
• Strong Interpersonal Skills
• Leadership Skills
• Stakeholder Management
• Detail-Oriented
• Negotiation Skills
• Strong understanding of Cargo Industry
• Understanding of Pricing & Revenue Management concepts

Key Interfaces

Internal Interfaces

• Sales and Capacity Management Collaborate to align pricing with sales tactics and inventory levels.

• Product, Finance and Strategy Coordinate to ensure pricing strategies are financially viable and aligned with strategic goals.

External Interfaces

• Market Analysts Monitor external analyses and reports to stay updated on industry pricing trends.

Educational and Experience Requirements

• Bachelor's degree in Management, Economics, Finance, Mathematics, Statistics, or a related field.
• Experience: 5-15 years of total experience in pricing, revenue management, commercial strategy, network planning ideally within an international air cargo environment with a proven track record in developing and implementing effective pricing strategies in the air cargo industry.