Head of Network Revenue Optimization & Commercial Steering

Synopsis

Lead the Network Revenue Optimization & Commercial Steering function, acting as the central “control tower” for Etihad’s commercial performance across its global network. This role is responsible for maximizing network-wide revenue outcomes by aligning Revenue Management, Network Planning, and market-facing teams to deliver sustained improvements in RASK, PRASK, and overall network profitability.

Combining deep analytical expertise with commercial execution, you will translate complex network and revenue insights into clear market actions - driving Country Commercial Plans and ensuring alignment across Sales, Marketing, Loyalty, and e-Commerce. As a senior leader, you will influence key capacity, pricing, and market decisions, ensuring that regional strategies are optimized at a network level and that commercial initiatives deliver measurable, data-backed impact.

Accountabilities - Network Revenue Optimization

• Define and lead the Network Revenue Optimization strategy, ensuring alignment between regional RM performance and overall network optimization outcomes
• Partner with RM leadership to develop capacity and pricing strategies optimizing both point-to-point and connecting flows
• Lead the development and governance of network peak calendars, ensuring coordinated planning and performance tracking across regions
• Identify revenue gaps, missed opportunities, and performance variances across the network through deep data analysis
• Act as the central interface between Revenue Management and Network Planning to ensure capacity decisions reflect market realities and revenue potential
• Review, challenge, and enhance business cases for new routes, frequencies, and seasonal adjustments
• Oversee implementation of network changes within RM, ensuring alignment on forecasts, pricing, and delivery against revenue assumptions
• Monitor competitor activity and capacity changes to identify strategic opportunities for Etihad Drive optimization strategies for codeshare, alliance, and joint venture performance
• Ensure revenue considerations are embedded into operational decision-making, including disruption management and capacity constraints

Accountabilities - Commercial Steering

• Lead the Commercial Steering function, translating network and revenue insights into actionable, market-facing strategies
• Design and oversee the development of Country Commercial Plans (CCPs) aligned to defined Country Objectives (COs), ensuring clear execution frameworks across regions
• Drive cross-functional alignment with Sales, Marketing, Loyalty, and e-Commerce teams to execute commercial priorities effectively
• Ensure consistent translation of strategic objectives into tangible actions across key markets (e.g. route push, demand stimulation, channel focus)
• Act as the central coordination point for global and tactical commercial initiatives, ensuring alignment across all stakeholder groups
• Provide strategic direction on market prioritization, campaign focus, and commercial execution plans
• Lead the end-to-end coordination of new route launches, ensuring commercial readiness and alignment across all functions
• Deliver high-impact insights and presentations to senior leadership, shaping key commercial decisions

Accountabilities - Leadership and Team Scope

• Lead an integrated NRO & Commercial Steering function acting as a central “control tower” within the Commercial division Manage a team of senior managers and analysts, driving a high-performance, data-led culture
• Ensure strong collaboration across Revenue Management, Network Planning, Sales, Marketing, Loyalty, and Operations
• Act as a key advisor to senior commercial leadership, influencing strategic direction and execution priorities
• Drive accountability for both insight generation and execution delivery across the commercial organization

Education & Experience

• Minimum Bachelor’s degree in Business, Engineering, Economics, or a related field (postgraduate qualification preferred)
• Minimum 12 years’ experience within airline commercial functions Deep expertise in Revenue Management, with strong exposure to Network Planning and broader commercial strategy
• Proven experience operating in highly data-driven environments, with the ability to translate analytics into actionable commercial outcomes 
• Demonstrated experience leading cross-functional initiatives across complex, matrixed organizations
• Strong leadership capability with a track record of building and developing high-performing teams
• Exceptional stakeholder management skills, with the ability to influence at senior leadership level
• Airline industry experience is essential