Head of Revenue & Capacity Management

Our client is a dynamic cargo airline operating across The Middle East, Africa and Asia regional markets, with a fleet including B767F & B737F (NG) aircraft. The airline is scaling up its operations, driving higher reliability, safety compliance and commercial maturity, and is set on transforming its Maintenance & Engineering function into a standalone, externally‑competitive MRO business.

They are seeking to appoint a Head of Revenue & Capacity Management to lead a more structured, data-led and commercially disciplined approach to pricing, capacity allocation and revenue optimisation across its airline operations.

This senior appointment will play a critical role in strengthening commercial decision-making across scheduled and charter services, improving yield, load factor, pricing discipline and route-level contribution. Working closely with Commercial, Network, Operations and Finance, the role offers high-level exposure and the opportunity to shape a more system-led revenue management framework in support of sustainable regional growth.

🔹 Key Responsibilities

Revenue Management Strategy

• Lead the revenue and capacity management framework across airline operations.
• Embed disciplined, data-led pricing and capacity allocation practices.
• Shift pricing decisions from reactive responses to structured commercial governance.
• Define revenue management principles aligned to business growth objectives.

Pricing, Yield & Capacity Optimisation

• Optimise yield, load factor and route-level contribution across services.
• Develop dynamic pricing models for scheduled and charter operations.
• Structure product tiers to improve capacity monetisation and revenue capture.
• Apply breakeven modelling to support route and pricing decisions.

Forecasting, Analytics & Systems

• Strengthen demand forecasting and revenue performance analytics.
• Translate commercial data into clear, actionable pricing decisions.
• Improve use of RM platforms, BI tools and commercial systems.
• Support system-led decision-making across pricing and capacity management.

Cross-Functional Governance

• Partner with Commercial, Network, Operations and Finance teams.
• Establish consistent revenue decision-making processes across the business.
• Influence stakeholders to drive behavioural change and commercial discipline.
• Provide leadership visibility on revenue performance and commercial risks.

🔹 Qualifications & Experience

• Minimum 10 years’ experience in airline revenue management or cargo pricing.
• Strong background in network economics, commercial strategy or capacity planning.
• Proven experience designing or operating airline revenue management systems.
• Deep expertise in demand forecasting, breakeven modelling and yield optimisation.
• Strong knowledge of dynamic pricing, product-tiering and capacity monetisation.
• Advanced analytical capability with strong commercial judgement.
• Experience using RM platforms, BI tools and airline commercial systems.
• e-Cargoware experience would be advantageous.
• Ability to influence senior stakeholders and embed commercial discipline.