Manager - Ancillary Revenue

Job Purpose

Maximize sales and revenue by introducing and enhancing ancillary products across all channels and network points for assigned markets/ regions. Support strategic initiatives to promote ancillary products online, onboard, at airports, and via business partners. Oversee day-to-day ancillary sales, ensuring alignment with company policies and productivity targets while providing managerial oversight to drive performance and innovation.

Key Result Responsibilities

1.    Develop & execute strategies and action plans to achieve ancillary revenue targets in assigned regions, markets and networks.
2.    Identify performance gaps and recommend revenue-maximizing opportunities, ensuring continuous improvement and innovation.
3.    Develop monitoring tools to track product, channel, route, and station performance, generating reports on take-up rates and revenue.
4.    Generate ad-hoc reports as required by senior management, providing insights and strategic recommendations.
5.    Monitor onboard and airport revenue streams, ensuring proper collection management as per policies and driving operational efficiency.
6.    Conduct market research and benchmarking to stay updated on industry trends, competitor practices, and new revenue opportunities.
7.    Develop cost-effective proposals to improve existing ancillary revenue streams and introduce new offerings.
8.    Optimize fee structures based on market conditions, competition, and customer demand, ensuring dynamic pricing strategies.
9.    Collaborate with Marketing, IT, e-Business, Finance, Ground Operations, and Cabin Crew to launch and enhance ancillary products.
10.    Establish and maintain relationships with business partners, suppliers, and service providers to ensure product continuity and growth.
11.    Negotiate pricing, agreements, and contracts with external providers; manage daily supplier relationships (insurance, hotels, car hire, etc.).
12.    Provide regular reports and updates to the Head of Ancillary Revenue, contributing to strategic decision-making and long-term planning.

People Management 
13.    Provide direction, coaching and guidance to team members for their career and professional development.  
14.    Create a conducive working environment to build and sustain a performance driven, engaged, and committed team.   
15.    Ensure people management responsibilities are handled effectively in line with company procedures; Manages performance of respective teams through objective setting, continuous feedback, and formal reviews to ensure business objectives are met. 

Qualifications (Academic, training, languages)

Bachelor’s degree in Management, Commerce, Business Administration, or a related field. 

Proficient in Microsoft Office, with advanced Excel skills (Microsoft Access is a plus).
Strong analytical, leadership, and project management skills.
Ability to create attractive service-product combinations based on market trends and customer demand.
Fluent in English.

Work Experience

7+ years of experience in commercial / sales or ancillary revenue management within the airline or hospitality industry, preferably with a low-cost airline. Of which, at least 2 years of managerial experience in a commercial role, demonstrating leadership in revenue optimization.
Proven track record of driving sales through new ancillaries and service enhancements.
Strong skills in data analysis, negotiation, cost optimization, and decision-making.
Experience in strategy development, policy drafting, and contract negotiation.