Senior Manager - Yield Management

Job Overview

This senior commercial leadership role involves developing Miral's Yield Management system from scratch. Reporting to the Head of Yield Management, the position is responsible for overseeing pricing and margin strategies for packaged products on both B2B and B2C channels. The incumbent transforms fixed cost rates into competitive pricing by analyzing demand, supply, and distribution factors, ensuring robust margin management.

Key Responsibilities

• Devise and lead pricing and margin strategies across packaged products, factoring hotel rates by property, room type, season, and channel.
• Analyze hotel contracts including net/static rates, allotments, release periods, blackout dates, attrition, and cancellation policies to appropriately price margins.
• Continuously optimize pricing and yield strategies for B2B and B2C, maintaining channel rate consistency and mitigating undercutting or parity risks.
• Establish pricing guardrails, approval processes, and margin governance frameworks.
• Conduct market and competitor analysis to benchmark rates and monitor demand, events, and market signals to refine pricing and margins.
• Evaluate performance metrics such as yield, conversion, margin, and contribution across various channels including DMCs, tour operators, wholesalers, OTAs, and direct sales.
• Generate commercial insights by integrating forecasting, performance, and market data into a unified source for margin and product performance assessment.
• Create and manage executive and stakeholder reports and dashboards providing trusted commercial performance insights.
• Translate data analyses into actionable pricing, margin, and commercial initiatives supported by sound business cases.
• Collaborate closely with Product, Distribution, and Finance teams to influence commercial decision-making through data and insights.
• Develop and apply demand forecasting models, scenario planning tools, and decision frameworks to identify profitability improvement opportunities.

Success Criteria

• Implementation of a clear margin framework optimized by season, segment, and channel in hotel rates and packages.
• Establishment of demand forecasting and a unified source of truth for margin and performance metrics starting from a quantifiable baseline.
• Active usage of commercial models and decision-making frameworks by leadership.
• Improved margins per room night and sale without sacrificing market competitiveness.

Experience Requirements

• 8 to 12 years experience in hotel or travel revenue management, pricing, yield, or commercial strategy with proven success in enhancing margin and revenue through pricing strategies.
• In-depth understanding of hotel rate dynamics including static vs dynamic pricing, seasonality, event impacts, occupancy, length of stay, and competitive benchmarking.
• Strong commercial analytics capability with experience establishing forecasting, reporting, and single sources of data truth. Advanced Excel skills are essential; Power BI or revenue management systems knowledge is highly desirable; Python or R skills are advantageous.
• Comprehensive knowledge of distribution channels such as DMCs, tour operators, wholesalers, OTAs, and direct sales, and their margin dynamics.
• Experience creating commercial frameworks, pricing governance, and models from scratch, comfortable in ambiguity and innovation.
• Senior operational expertise to act as deputy, influence cross-functional teams including Contracting, Distribution, E-Commerce, and Finance, and represent the function to leadership.
• Preferred background in hospitality sectors including hotels, theme parks, attractions, DMC/tour operations, OTAs, or travel e-commerce.

Educational Qualifications

• Bachelor’s degree in Business, Economics, Finance, Hospitality/Hotel Management, Statistics, or related disciplines required.
• MBA or equivalent master’s degree strongly preferred.
• Additional certifications in revenue management or hospitality pricing (e.g., HSMAI CRME or hotel RMS/channel manager certification) advantageous.
• Fluency in English mandatory; additional languages are beneficial.
• Candidate must be based in or willing to relocate to Abu Dhabi.