AM - Commercial & Revenue Management -

Job Purpose

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

ORGANISATION CHART

Associate Manager – Commercial & Revenue Management will report to Head – Commercial & BD

Key Accountabilities

Responsibilities Key Performance Indicators (KPIs)

Receivables Management and Recovery

• Drive revenue management strategies, collection plans, and procedures to maximize revenue recovery.
• Oversee the entire business life cycle of all contracts, ensuring adherence.
• Act as liaison with BD and Finance department 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.
• Timely recovery of Receivables (Target Vs. Achievement)
• DSO (Days Sales Outstanding)
• Timely identification of exposure/risks
• Periodic reviews

Contract Management & Audit Compliance

• Liaison with legal & finance team to formulate & implement robust contractual terms and compliance frameworks to safeguard financial and operational exposure.
• Prepare all documentation w.r.t. scope/RFP/RFQ for new BD prospects/initiatives.
• Identify bottlenecks proactively and implement corrective measures for risk mitigation.
• Liaison with cross-functional teams and monitor the billing and collections to ensure all revenue (MMG, Revenue Share, Marketing Fund, CAM etc.) is billed within the timelines as per finalized contracts and guidelines/SOP.
• Manage all contracts with BD clients, keeping in mind management direction and the stipulations and negotiations made by the parties, ensuring timely renewal of contracts.
• No. of RFP/RFQ prepared
• 100% timely billing
• No NCs in audit
• Compliance with SOPs; DOP manual
• Timely and accurate renewal of agreements
• Client Retention

Standards and Quality Control

Monitor all GT, F&B, Services clients comply with safety, security, operational and quality standards ensuring prompt complaint resolution and feedback handling from passengers/stakeholders.

Compliance with SOPs, Safety, Security & Quality guidelines

MIS & Analytics

Analyze and publish regular revenue collection MIS for informed management decision making. Usefulness, accuracy & timeliness of reports

KEY ACCOUNTABILITIES - Additional Details

EXTERNAL INTERACTIONS

• Business Partners / Concessionaires
• Auditors (MAG/GAL empaneled)
• Other stakeholders, on need basis

INTERNAL INTERACTIONS

• CFO, Head – Legal
• Business Head, Head – Commercial & BD
• Asset Heads & Asset finance teams

FINANCIAL DIMENSIONS

Other Dimensions

EDUCATION QUALIFICATIONS

Bachelor’s in commerce, BBA or any related field. MBA (Generic/Finance) / M.Com. would be preferable.

Relevant Experience

6 + years of expereince with an ability to lead the revenue recovery and contract management function. Aviation experience is preferable.

COMPETENCIES

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