Manager, Ancillary Pricing Strategy

The Manager, Ancillary Pricing Strategy will be responsible for developing and implementing pricing strategies to optimize revenue across ancillary products and services at the Group level. The role focuses on leveraging data-driven insights, competitive analysis, and pricing models to enhance profitability, drive customer uptake, and achieve revenue growth targets.

Key Responsibilities:

1. Group Pricing Strategy & Revenue Optimisation:

• Develop and execute pricing framework for ancillary products (baggage, premium seats, bundle pricing, fast pass services, etc. passenger

• Implement dynamic and demand-based pricing strategies to maximize revenue per

• Continuously evaluate route performance and market trends to recommend optimization opportunities for ancillary

• Test, monitor, and refine promotional pricing, bundles, and ala carte pricing positioning

• Support go-to-market strategies for new ancillary offerings with appropriate price

2. Data Analysis & Insights:

• Analyze customer purchasing behavior, market trends, and competitive benchmarks to derive actionable pricing insights

• Develop forecasts and post-pricing action analysis to support decision-making for revenue growth

• Monitor key performance indicators (KPIs) and evaluate pricing efficiency

3. Performance Tracking & Reporting:

• Build and deliver clear performance reports on pricing decisions, including uplift and revenue impacts

• Develop a regular cadence for price reviews and align stakeholders on pricing changes

• Provide recommendations to leadership based on data-backed insights

4. Collaboration & Stakeholder Management:

• Liaise with Marketing, Digital, Sales & Distribution, and Revenue Management teams to align pricing strategies with broader business goals.

• Work closely with the Pricing system team to ensure pricing is reflected accurately and timely across different channels

• Engage with local country teams to tailor pricing strategies to regional market conditions.

5. Market Research & Competitor Analysis:

• Track and benchmark ancillary pricing strategies of competitors, especially within aviation and adjacent industries.

• Identify trends and innovations in the pricing landscape to maintain a competitive edge.

Key Qualifications & Requirements:

• Bachelor’s degree in Business, Economics, Mathematics, Data Science, or a related field

• 5+ years of experience in Pricing Strategy, Revenue Management, or Ancillary Revenue, preferably within the airline or travel industry.

• Proven experience in analyzing data, building business cases, and implementing pricing solutions.

• Experience in dynamic pricing, bundling, and promotional strategies.

• Excellent problem-solving skills with a commercial mindset.

• Strong communication and stakeholder management skills.

• Ability to work under pressure, handle multiple projects, and deliver results in a fast-paced environment.

• Familiarity with pricing systems, tools, and A/B testing frameworks is a plus.

• Strong analytical and quantitative skills; proficiency in Excel, SQL, and data visualization tools (e.g., Looker Studio).