Director Revenue Management

Deutsche Post; Hong Kong; On-site; HKD 900,000 - 1,400,000; Full time

Job summary

DHL Express (Hong Kong) Limited is seeking a Revenue Management and Pricing professional based in Chek Lap Kok to drive regional pricing strategy and network optimization. You will work with regional sales teams to maximize revenues, profitability, and capacity utilization across markets.

The role requires a strong quantitative background, 7+ years in aviation/cargo pricing, fluency in English, and ability to collaborate across functions in a fast-paced environment.

Qualifications

• University degree or equivalent; quantitative field preferred.
• Min 7 years in Aviation/Cargo industry.
• Fluent in English; regional native language preferred.
• Strong analytical, problem solving and decision making skills.
• Strong commercial awareness and knowledge of revenue management principles.

Responsibilities

• Lead regional pricing strategy and monitor execution for regional sales.
• Ensure rate consistency across markets and validate published tariffs.
• Elaborate Medium Sales Plan and implement price increases when needed.
• Maximize net contribution by monitoring variable costs and margins.
• Drive RFQs and provide analytics to regional management.
• Provide tools, reports, and dashboards to support marketing and business strategies.
• Collaborate across functions in a matrix organization to align pricing decisions.

Skills

Fluent English

Analytical skills

Commercial awareness

Revenue management basics

Team player

Creative thinking

Time management

Interpersonal / communication

Problem solving

Decision making

Education

University degree or equivalent

Advanced degree preferred

Tools

Access

Excel

VBA

Job description

DHL Express - Connecting People Through Quality and Exceptional Service

DHL, a leader in express delivery since 1969, operates in over 220 countries and territories. We strive to be the Employer of Choice and a Great Company to Work for All, creating value for our People, Leaders, Customers, Suppliers, and Communities. Recognized as the No. 1 World’s Best Workplace™ by Great Place to Work and Fortune Magazine, we maintain the highest standards of excellence.

We are transforming our operations by embracing digitalization and prioritizing sustainability. Our commitment to diversity, equity, inclusion, and belonging ensures that every individual’s contributions are valued. Join our "Insanely Customer Centric" Team and become a Certified International Specialist—together, we can make a meaningful impact.

Work Location: Chek Lap Kok

How will you contribute to the success of DHL?

Pricing

• Implement the Network Pricing Strategy set by the Global Revenue Management group and monitor its execution by the sales organization at regional level
• Ensure consistent business approach across all market while taking into consideration individual market specifics
• Prepare & submit for validation Minimum Selling Rates. Ensure their implementation in the region
• Set & validate the pricing levels for non-structural/Ad-hoc business
• Create and maintain published tariffs, fees schedules, and pricing terms and conditions
• Review all negotiated contract pricing requests (BSA’s, lane sector agreements, discount tariffs) validating rates, terms, and volume commitments
• Ensure rate homogeneity and consistency around the region and avoid cross border selling issues
• Elaborate Medium Sales Plan - Propose & implement rate increase in case of need (capacity reduction, change of trend,…) and/or promotional rates when needed in order to maximize capacity utilization during low season
• Maximize the Net contribution by ensuring the close monitoring of the costs involved in transporting cargo in his region and make sure all rates are covering these variable costs
• Reduce the Gap-To-Market - Understand the market, economic & competitive market conditions and guide the regional sales team to take appropriate decisions
• Lead regional RFQs

Sales Steering

• Monitor & analyze market information (market intelligence tools & internal info) and direct opportunities to regional sales
• Optimize the Network Dynamics - Analyse the traffic flows and the flight trend in order to maximize revenues. Ensure ACS sells the right flows on the various O&Ds and at the right price, in order to maximize the Network Contribution.
• Monitor capacity utilization from his region and constantly interact with Regional Sales to guide their actions: steer the demand on open sector & maximize the revenues on constrained routes
• Provide tools, reports & overall support to Regional Management to develop marketing and business strategies, priorities, and plans.
• Drive the process for responding efficiently to pricing requests for country Key Account customers, including best-in-class analytics to maximize margins and yield

Allocation Planning & Capacity setting Process

• Lead the Seasonal Allocation Process in his region, ensuring timely & qualitative submission from its region. Act as the main point of contact with the central Revenue Management teams
• Periodically review allocation performance and ensure corrective actions are in place where needed
• Provide the Capacity Management team with traffic mix (origin destination) / overbooking levels / product mix (service and product allocations) on constrained flights
• Work with Network Planning and other forecast improvement resources to improve forecast accuracy
• Conduct regular reviews of customer profitability using Revenue/Contribution per m3.
• Work with Network Planning, Hubs & Gateways, and ACS operations to review and improve density

Revenue Optimization Initiatives

• Lead the regional deployment of Revenue management continuous improvement initiatives
• Create, enhance and automate pricing tools, reports and dashboards
• Work side by side with Sales, and Operations in the development of value added products and services

Do you have what it takes?

• University degree or equivalent. College degree in a quantitative field (Ops Research, Economics, Math & Statistics) or Business discipline, with strong quantitative skills. Advanced degree preferred
• Min 7 years in Aviation/Cargo industry in related area of responsibility
• Fluent in English and preferably a native language from the region
• Attention to details, strong analytical, problem solving and decision making skills.
• Strong Commercial awareness
• Understand the business principles of Revenue Management; including the fundamentals of finance & profitability
• Strong interpersonal / communication skills to be able to deal with people across different functions and seniority levels
• Ability to work in a matrix organization, with the ability to persuade others in developing a shared solution
• Ability to think laterally, come up with innovative solutions and challenge the ideas of others.
• Strong customer service orientation
• Results driven
• Ability to cope with tight deadlines.
• Knowledge of Access, Excel, VBA / experiences with the creation and manipulation of Access databases
• A team player.

Personal Information Collection Statement pertaining to Recruitment

DHL Express (Hong Kong) Limited / DHL Aviation (Hong Kong) Limited (“DHL”) is committed to protecting and respecting your privacy in accordance with the Personal Data (Privacy) Ordinance of Hong Kong (the “Ordinance”) and DHL’s Personal Data Protection Policy (Express) (the “Policy”) at https://www.dhl.com/hk-en/home/footer/local-privacy-notice.html

By proceeding to respond to this recruitment advertisement, you consent that we may use, retain, process, transfer or otherwise handle the personal data that we collect from you for recruitment, application processing, assessment and communication purposes (including any other purposes directly related thereto) in accordance with the Policy.

All personal data of unsuccessful applicants will be retained for future recruitment purposes for a period of not more than two (2) years after which such data will be destroyed.

You have the right at any time to make a data access or correction request concerning your personal data held by us. In addition, you may request us to delete your personal data that is no longer required for the relevant purposes which you have given consent. Should you wish to exercise such rights or have any question in relation to your personal data or the Policy, please contact our Human Resources Division in writing.