Position Title: VP Revenue Management and Sales
Position Summary
The Vice President (VP) of Revenue Management and Sales is responsible for leading the strategic direction and execution of revenue management and sales initiatives to maximize revenue performance to drive profitability. This executive-level position involves developing comprehensive pricing, sales, and revenue optimization strategies that align with JetBlue’s business objectives. The VP will oversee the sales and distribution teams, ensuring performance meets or exceeds sales targets, and manage both flight and ancillary revenue to maximize profitability through effective pricing and generating ideas that enhance the JetBlue brand.
Essential Responsibilities:
- Define the overall pricing and yield management strategies for $10B in annual flight and ancillary revenue in order to achieve team, department, and company goals
- Oversee all public and private pricing to set and execute strategies, maintain fares, monitor industry trends, and respond to market dynamics to maximize revenue
- Monitor and evaluate route and network booking information, price competition, market and capacity share and make appropriate strategic changes to maximize Revenue per Available Seat Mile (RASM)
- Continuously identifies opportunities to improve business processes and ensures there is a focus on using industry leading tools and systems to maximize revenue performance
- Lead Revenue Management Systems team to optimize and manage internal yield system performance and processes using industry leading practices and data science
- Ensure yield management strategies and teams remain nimble and can understand, anticipate, and influence customer behavior to increase profits
- Ensure that revenue forecasting is accurate at as a granular level as possible and improves over time
- Continuously focuses on ancillary revenue and ensures maximum value from existing products and development of new ancillary products and offerings
- Ensure optimal use of available flight capacity through strategies, inventory control, and working with Network Planning to adjust flight frequencies
- Drive ongoing decision making on commercial policies, partnering with cross-functional leaders to ensure revenue and operational effectiveness and understand impacts to customers and crewmembers
- Develop and execute commercial initiatives in conjunction with the Marketing, Network Planning, Loyalty, IT, Airline Partnerships, Groups, Customer Experience, and JetBlue Travel Products teams to create revenue opportunities that are consistent with Revenue Management strategies
- Establish and drive sales and distribution strategy in the managed and unmanaged corporate travel sector for the business traveler
- Oversee performance of current and existing corporate contracts
- Provide ongoing updates to JetBlue’s Senior Leadership team on revenue results and trends
- Guide and influence other departments, including Corporate Communications, Customer Support, and Investor Relations on all inquiries regarding pricing and inventory
- Partner with other business areas in improving communication and teamwork to drive efficiencies
- Ensure team readiness for response to significant irregular operations and emergency events
- Effectively lead a team of :55 crewmembers, including 3-4 direct reports
- Take a significant role in the development of crewmembers to support the engagement, growth, goal achievement, and development of the succession plan for the department
- Other duties as assigned
Minimum Experience and Qualifications:
- Bachelor’s degree in Business or a relevant field; OR demonstrated capability to perform job responsibilities with a combination of a High School Diploma/GED and at least four (4) years of previous relevant work experience
- Seven (7) years of pricing and/or revenue planning experience
- Five (5) years of leadership experience
- Previous experience managing a large scale project or initiative
- Available for occasional overnight travel (10%)
- Able to work flexible hours and be available for emergency response on short notice
- Must pass a pre-employment drug test
- Must be legally eligible to work in the country in which the position is located
- Authorization to work in the US is required. This position is not eligible for visa sponsorship
Preferred Experience and Qualifications:
- Master’s degree in Business or a relevant field
- Managing a budget
- Holding responsibility for pricing and/or yield management activity
- Managing relationships with business partners
Crewmember Expectations:
- Regular attendance and punctuality
- Potential need to work flexible hours and be available to respond on short-notice
- Able to maintain a professional appearance
- When working or traveling on JetBlue flights, and if time permits, all capable crewmembers are asked to assist with light cleaning of the aircraft
- Must be an appropriate organizational fit for the JetBlue culture, that is, exhibit the JetBlue values of Safety, Caring, Integrity, Passion and Fun
- Must fulfill safety accountabilities as prescribed by JetBlue’s Safety Management System
- Promote JetBlue’s #1 value of safety as a Safety Ambassador, supporting JetBlue’s Safety Management System (SMS) components, Safety Policy and behavioral standards
- Identify safety and/or security concerns, issues, incidents or hazards that should be reported and report them whenever possible and by any means necessary including JetBlue’s confidential reporting systems (Aviation Safety Action Program (ASAP) or Safety Action Report (SAR))
- Responsible for adhering to all applicable laws, regulations (FAA, OSHA, DOT, etc.) and Company policies, procedures and risk controls
- Uphold JetBlue’s safety performance metric goals and understand how they relate to their duties and responsibilities
- The use of ChatGPT or any other automated tool during the interview process will disqualify a candidate from being considered for the position.
Equipment:
- Computer and other office equipment
Work Environment:
- Traditional office environment
Physical Effort:
- Generally not required, or up to 10 pounds occasionally, 0 pounds frequently. (Sedentary)
Compensation:
- The base pay range for this position is between $240,000.00 and $305,000.00 per year. Base pay is one component of JetBlue’s total compensation package, which may also include performance bonuses, restricted stock units, as well as access to healthcare benefits, a 401(k) plan and company match, crewmember stock purchase plan, short-term and long-term disability coverage, basic life insurance, free space available travel on JetBlue, and more.
