PURPOSE OF THE ASSIGNMENT
The Pricing Analyst is responsible for maximizing contribution growth across designated Asia & Middle East markets through data-driven pricing strategies, market intelligence, and commercial steering. The role supports market competitiveness, network profitability, and sustainable business performance while ensuring alignment with AFKLMP pricing governance and strategic objectives.
OVERALL OBJECTIVES
- Drive contribution growth and network profitability through strategic pricing, demand management, and traffic mix optimization.
- Develop and execute pricing strategies based on market intelligence, competitive positioning, customer behaviour, and willingness to pay.
- Optimize commercial performance by identifying risks, opportunities, and profitability levers through data-driven analysis and forecasting.
- Partner with Sales, Customer Service, Revenue Management, and Headquarters to influence commercial decisions and support profitable growth.
- Ensure pricing governance and profitability discipline across tenders, contracts, pricing policies, and commercial initiatives.
- Drive continuous improvement and digital transformation through advanced analytics, automation, and pricing tools.
MAIN INTERFACES
Internal: Sales, Customer Service, Revenue Management, Market Management, PRM Regional & HQ Teams.
External: Interline Partners, Air Cargo organizations and market intelligence providers.
KEY RESPONSIBILITIES
Contribution Growth & Strategic Pricing
- Drive contribution growth by strategically setting prices based on market demand, willingness to pay, competitive positioning, and route-level performance.
- Optimize pricing actions across market, target contracts, spot, and promotional rates to improve contribution and network profitability.
- Translate pricing analysis into clear strategies, tactics, and action plans for assigned markets.
Market Performance & Opportunity Management
- Monitor performance by key dimensions including Origin & Destinations, product, rate type, agent, customer segment, bookings, requests, quotations, and manifest data.
- Assess market share, fair share, competitive positioning, rate evolution, and product positioning to identify contribution improvement opportunities.
- Combine historical performance with forward-looking insights to anticipate trends, risks, and opportunities.
Commercial Steering & Business Partnership
- Act as a business partner to Sales, Customer Service, Revenue Management, Market Directors, Intercontinental Directors, Key Account teams and Headquarters teams to align pricing decisions with contribution objectives.
- Provide data-driven recommendations to support commercial steering, capacity optimization, and traffic mix improvement.
- Challenge pricing deviations and commercial proposals when contribution, rate quality, or strategic alignment is at risk.
Pricing Policies, Other Charges & Governance
- Support the development and implementation of pricing policies, other charges updates, and market guidelines to enhance contribution quality.
- Ensure local market pricing practices remain compliant with regional and central guidelines.
- Identify deviations from the Strategic Pricing Guidelines and recommend adjustments based on market intelligence and performance analysis.
Tenders and Contract Contribution Management
- Contribute to contract allocations and tender processes by ensuring pricing proposals are aligned with contribution targets, pricing governance, and market strategy.
- Review tender templates, contract rates, customer allocations, and pricing exceptions to safeguard profitability and commercial integrity.
- Monitor awarded business performance and recommend corrective actions where expected contribution is not delivered.
Network, Freighter & Interline Development
- Support network and freighter development initiatives by identifying pricing opportunities that improve contribution and capacity utilization.
- Develop and monitor interline pricing opportunities and the related rates that strengthen market performance and network contribution.
- Coordinate with Headquarters, interline teams, Sales, Customer Service, and Revenue Management stakeholders to ensure proper implementation and performance follow-up.
Tools, Analytics & Continuous Improvement
- Leverage and support updates of pricing and revenue management tools including booking platforms, decision support tools and Freight Intelligence systems to improve pricing quality and decision efficiency.
- Produce regular performance briefings, market benchmarks, and opportunity reports to guide commercial actions.
- Contribute to automation, process improvement, and analytics initiatives that enable more effective contribution management.
The responsibilities and tasks of the position are not limited to the above mentioned and change might occur in concert with direct Manager.
KNOWLEDGE, EXPERIENCE and COMPETENCIES
Strong commercial and analytical professional with the ability to leverage market intelligence, data analytics, and pricing strategies to drive contribution growth, influence business decisions, and optimize network profitability in a dynamic international environment.
Knowledge and Experience
- Air Cargo, Pricing & Revenue Management fundamentals.
- Market dynamics, competitive analysis, and customer profitability.
- Tender management, contract pricing, and commercial governance.
- Contribution, yield, load factor, and profitability drivers.
Technical Skills
- Advanced analytical and quantitative skills.
- Strong Excel and data analysis capabilities.
- Business Intelligence and data visualization tools (Power BI, Tableau, etc.).
- Ability to transform complex data into actionable business recommendations.
Core Competencies
- Commercial Acumen
- Strategic and Analytical Thinking
- Business Partnering & Influencing
- Communication & Presentation
- Initiative & Ownership
- Collaboration & Teamwork
- Adaptability & Continuous Improvement
AF-KLM Benefits
Join us to enjoy:
• Attractive travel benefits, including discounts on flights across AFKLM and partner airlines
• Hybrid working arrangements
• Flexible working arrangements, including Work from Anywhere (cross-border remote options)
• Comprehensive medical insurance coverage for all employees
At Air France-KLM, we are an equal opportunity employer. The Group is committed to combating all forms of discrimination and promoting equal opportunities in our hiring practices and throughout the employee journey. We strive to promote diversity as reflected in society, and to ensure equal opportunities among all staff.
We regret to inform you that only shortlisted applicants will be contacted. Thank you for your interest in Air France KLM.