Yield Manager
(Capacity Control, Demand Forecasting, and Pricing Manager)
Location: Cape TownDepartment: 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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