Yield Manager
(Capacity Control, Demand Forecasting, and Pricing Manager)
Location: Cape Town
Department: Marketing
About the Company:
Expat Explore is a leading coach tour company that provides exceptional travel experiences through meticulously planned tours and high-quality service. We are dedicated to optimising operational efficiency, ensuring maximum fleet utilisation, and achieving financial performance by aligning demand forecasting, capacity management, and dynamic pricing strategies.
Job Purpose:
The Yield Manager is responsible for optimising the use of our coach fleet by ensuring that the available seats meet customer demand while maximising revenue through well-planned pricing strategies. This role involves accurately predicting customer demand, managing seat availability in real-time, and adjusting prices to boost revenue and achieve our targets, based on data analytics, market conditions, and booking trends.
Key Responsibilities:
Demand Forecasting:
- Develop and maintain accurate demand forecasting model(s) to predict customer needs based on historical data, market trends, and external influences.
- Analyse booking patterns, seasonality, promotional impacts, and market trends to anticipate demand changes in collaboration with the Innovation team.
- Work closely with the Research Data & Decisions (RDD), Prototype, marketing and sales teams to incorporate impacts into demand forecasts.
Capacity Management:
- Ensure our guaranteed departure promise is kept throughout all departures by utilizing our bucket pricing model to its fullest.
- Implement overbooking strategies and manage cancellations to minimise financial risks and ensure profitability.
Pricing Strategy:
- Develop dynamic pricing strategies based on demand patterns, seasonality, and competitive pricing.
- Work with key internal stakeholders to set prices that maximise revenue while maintaining market competitiveness.
- Adjust pricing in real-time in response to demand fluctuations, booking pace, and external market factors.
- Conduct competitor analysis to ensure pricing strategies are aligned with market conditions and maintain profitability.
- Analyse customer behaviour and willingness to pay to create tailored pricing models for different routes and services.
Revenue Optimization:
- Collaborate with sales and marketing to develop revenue-maximising strategies through seat allocation, special promotions, and pricing adjustments.
- Continuously monitor key performance indicators (KPIs) such as load factor, revenue per seat, and profitability per route.
Data Analysis & Reporting:
- Prepare and deliver regular reports on capacity utilisation, demand forecast accuracy, pricing performance, and revenue optimisation.
- Use data analysis tools to continuously improve forecasting, pricing, and capacity planning.
- Provide actionable insights and recommendations to senior management based on booking trends, route performance, and pricing impact.
Collaboration & Communication:
- Work closely with Fos (Fill our seats) and PDI (Product development and improvement) teams to ensure alignment on demand forecasting, capacity control, and pricing strategies.
- Ensure that customer-facing teams are informed of any pricing updates, additions, and capacity reductions, so they can effectively address customer expectations.
- Drive continuous improvements in operational processes, focusing on better data utilisation, more accurate forecasts, and higher revenue margins.
Requirements:
- Bachelor's degree in Business, Data Analytics, Economics, Supply Chain Management, or related field.
- 5+ years of experience in pricing strategy, demand forecasting, or capacity planning, preferably in travel, transportation, or logistics.
- Expertise in data analysis tools and forecasting models (e.g., Excel, SQL, Python).
- Strong understanding of dynamic pricing strategies and revenue management.
- Ability to work cross-functionally with sales, marketing, and operations teams.
- Excellent communication and interpersonal skills.
- Strong leadership and organisational skills with attention to detail.
- Experience with fleet management and optimising resource allocation is a plus.
Key Competencies:
- Analytical and Strategic Thinking
- Pricing and Revenue Management
- Strong Leadership and Decision-Making
- Collaboration and Communication
- Problem-Solving Skills
- Data-Driven Decision Making
Benefits:
- Competitive salary and performance-based bonuses
- Health and wellness benefits
- Opportunities for professional development and career growth
- Flexible working arrangement
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