Business Development Analyst

Job description / Role

Under the direction of SVP- Business Development (GCC, Africa, Indian Subcontinent) systematically collate and analyse the quantitative and qualitative drivers affecting regional commercial performance. Analysing available data through the various internal systems and along with market intelligence summarize and provide recommendations to assist management confidently plan actions to optimise revenue and yield. Drill into channel and segment performance to guide relevant stakeholders on any trends and/or target deviations, recommending corrective measures where appropriate. Represent commercial operations at internal meetings and external agency, CIP, trade and industry meetings, as required.

Key Activities
- Monitor pricing structure and fare levels for assigned region in the network in line with competitive actions and market demands with the objective to meet revenue and passenger volume targets of each route.
- Evaluate trends in market conditions using information available through and from various sources, to make informed pricing and inventory management decisions.
- Monitor route performance vis-à-vis agreed targets and liaise with sales team to identify opportunities and threats proactively and take appropriate measures to ensure route revenue targets are achieved
- Analyse data to identify booking behaviour, ancillary product performance, network connections etc to take proactive measures to enhance and protect the different revenue streams for the airline
- Derive forecasts for the route at least on a weekly basis and highlight all areas of concern in terms of achieving route revenue targets
- Analyse Group booking patterns and materialization rates to take proactive measures in ensuring optimal group bookings percentage on the routes based on seasonality and demand patterns
- Devise revenue integrity control strategy to prevent loss due to seat spoilage on account of duplicate, fake and partly paid bookings given the booking behaviour of assigned routes
- Participate in setting revenue targets for the routes as part of the annual revenue budgeting exercise and as part of the budget revisions during the financial year.
- Provide requirements to develop, implement and customize revenue management and pricing system solutions in accordance with flydubai business model
- Liaise with other departments including the Revenue Management, Network Planning, E-Commerce, Corporate Communications and Regional Management teams to ensure effective use of customer databases to drive targeted revenue. Help source, evaluate and activate new external partners that align with FZ sales and brand ambitions.
- Mentor and guide a team of revenue optimization Analysts, Officers and Coordinators to help them analyse performance of assigned routes on a regular basis
- Participate in interline and codeshare negotiations on behalf of the airline if required. Conduct analysis of interline traffic being received from various partners
- Provide market intelligence and sales leads to local and regional management teams by routinely monitoring trade and news media in the region, ensuring that competitive market threats and identify opportunities as they arise. Source and share reports from the field, airport authorities and other external parties to provide further industry insights.
- Liaise with Planning, Interline Pricing and Regional Management teams to evaluate the potential of offline markets. Recommend appropriate sales strategies for offline markets to SVP, including but not limited to SPAs, Distributor support and FZ sales and network presence.
- Translate route, channel and product/ segment mix objectives to drive point-of-sale revenue targets in consultation with revenue Optimization, senior management and relevant head office stakeholders. Ensure revenue target amendments are consistent with the regional route and point-of-sale goals.
- Influence and collaborate with regional management teams to ensure that business plans and revenue budget become living documents that provide the foundation for sales activities, in line with commercial objectives and targets. Lend support to teams with any ad-hoc analysis and ensure local market inputs and requests to deliver incremental revenue are given due consideration at HQ level.
- Support Sales teams in developing competencies in management information systems and sales strategies, particularly during new station start-ups. Undertake comprehensive analysis on proposed new routes in advance and provide business intelligence to the local and regional management team to ensure sales initiatives implemented in time to suit the respective market conditions. Assist teams on best practices about training and other developmental needs, ensuring requisite focus on the commercial objectives.

Requirements

- Bachelor degree in Air transport, marketing, economics or business management.
- Minimum 7 years of experience in airline industry with a minimum of 3 years' experience in Revenue optimisation

Knowledge / Skills
- In-depth knowledge of Industry practices and procedures especially in LCCs would be advantage.
- Broad knowledge and experience in: Revenue Management principals.

CORE COMPETENCIES
- Customer Focus
- Team work
- Effective Communication
- Personal Accountability & Commitment to achieve
- Resilience and Flexibility (Can do attitude)

About the Company

Dubai-based flydubai strives to remove barriers to travel and enhance connectivity between different cultures across its ever-expanding network. Since launching its operations in 2009, flydubai has:

• Created a network of more than 90 destinations in 44 countries.
• Opened up 62 new routes that did not previously have direct air links to Dubai or were not served by a UAE national carrier from Dubai.
• Operates a single fleet type of 58 Next-Generation Boeing 737-800 aircraft and will take delivery of more than 100 aircraft by the end of 2023.

In addition, flydubai's agility and flexibility as a young airline has enhanced Dubai's economic development, in line with the Government of Dubai's vision, by creating trade and tourism flows in previously underserved markets.