AM - Commercial & Revenue Management -

About the role

The role is responsible for monitoring and managing the recovery mechanism of GT revenue while complying with Contractual, Statutory, and Audit requirements. It ensures improved cash flows by implementing revenue strategies, monitoring collections, improving processes, and enhancing client relationships while mitigating revenue risks and losses.

Responsibilities

• Drive revenue management strategies, collection plans, and procedures to maximize revenue recovery.
• Oversee the entire business life cycle of all contracts, ensuring adherence to terms and conditions.
• Act as liaison with Business Development (BD) and Finance departments to investigate and highlight exposure where revenue may be at risk, including underpayments, non-payments, or delays in payments to ensure no revenue loss.
• Lead periodic review meetings to discuss performance with executive leadership.
• Liaise with legal and finance teams to formulate and implement robust contractual terms and compliance frameworks to safeguard financial and operational exposure.
• Prepare all documentation related to scope, RFP, and RFQ for new BD prospects or initiatives.
• Identify bottlenecks proactively and implement corrective measures for risk mitigation.
• Monitor billing and collections with cross-functional teams to ensure all revenue (MMG, Revenue Share, Marketing Fund, CAM, etc.) is billed within timelines as per finalized contracts and guidelines/SOPs.
• Manage all contracts with BD clients, ensuring timely renewal of agreements in line with management direction and negotiated terms.
• Monitor compliance of all GT, F&B, and Services clients with safety, security, operational, and quality standards, ensuring prompt complaint resolution and feedback handling from passengers/stakeholders.
• Analyze and publish regular revenue collection MIS for informed management decision-making.

Key Performance Indicators (KPIs)

• Timely recovery of receivables (Target vs. Achievement).
• Days Sales Outstanding (DSO).
• Timely identification of exposure/risks.
• Number of RFP/RFQ prepared.
• 100% timely billing.
• No non-conformities (NCs) in audit.
• Compliance with SOPs, DOP manual, and safety/security/quality guidelines.
• Timely and accurate renewal of agreements.
• Usefulness, accuracy, and timeliness of MIS reports.

Interactions

• External: Business partners, concessionaires, auditors (MAG/GAL empaneled), and other stakeholders as needed.
• Internal: CFO, Head of Legal, Business Head, Head of Commercial & BD, Asset Heads, and Asset finance teams.

Requirements

• Bachelor’s degree in Commerce, Business Administration (BBA), or a related field. MBA (Finance) or M.Com. is preferable.
• 6+ years of experience leading revenue recovery and contract management functions.
• Aviation experience is preferable.

Skills

• Problem Solving & Analytical Thinking
• Strategic Orientation
• Capability Building
• Social Awareness
• Personal Effectiveness
• Networking
• Stakeholder Focus
• Teamwork & Interpersonal Influence
• Execution & Results
• Planning & Decision Making