Senior Manager - Revenue Management

Position description:

Role: Revenue Management

Level: Associate Director/ Senior Manager

Location: Gurugram

Reporting To: Vice President

About the function:

The Hotels business at MakeMyTrip is one of the largest and fastest-growing verticals within the organization, driving exceptional travel experiences for millions of customers every year. With a strong focus on customer delight, technology-led innovation, and deep partnerships, the Hotels team curates and manages an extensive portfolio of domestic and international stays across leisure and business destinations. The function works closely with supply partners, revenue management, marketing, product, and operations teams to ensure the right balance of availability, pricing, and quality, delivering unmatched value to travelers while strengthening partner relationships. Within this, the International Hotels team expertly manages the supply portfolio of over 17,000 prestigious hotels across the globe, covering iconic travel destinations such as the UAE, Maldives, Sri Lanka, Bali, Thailand, Malaysia, Vietnam, Europe, and many others. This team is responsible for building, nurturing, and optimizing relationships with global hotel partners to ensure competitive pricing, seamless inventory integration, and differentiated experiences for our customers.

About the role:

This is a strategic role for a leader who will shape the growth agenda of the International Hotels business at MMT. The role owns the revenue strategy and manages the P&L end to end, turning market, supply and customer insights into clear growth bets. It works closely with the customer insights and marketing teams to plan and run large-scale sales campaigns, and partners with supply, product and leadership teams to grow market share, conversion and profitability across our key international destinations.

Role & Responsibilities:

P&L Management & Driving Growth:
• Define and drive the short-term and long-term growth agenda of the business
• while influencing various cross-functional teams.
• Manage the business's P&L and devise strategies to achieve revenue goals for the online channel.
• Tactically manage active revenue levers to attain daily margin, conversion, and transaction goals.
• Lead discussions on relevant alliances, execute tactical marketing campaigns, and
• finalize traffic planning for the upcoming quarter.
• Track performance parameters tightly and control business KPI numbers rigorously.
• Delve deeply into demand signals and traffic data to decipher business and marketing strategies for the LOB.
• Understand new markets and segments, analyze trends and customer behavior, and
• collaborate with marketing, supply, and product teams to maximize conversion based on those trends.
• Follow a stringent action plan and collaborate with the product team to increase platform conversion.

AI & Strategic Initiatives
• Lead the GenAI charter for the Revenue team, identifying and prioritising AI use cases
• across pricing, competition watch, consumer behavior, fraud and leakage, and customer experience.
• Partner with product, tech and analytics teams to take AI projects from pilot to scale, with clear revenue and efficiency outcomes.
• Run competition and macro tracking across key international markets, including price competitiveness and rate parity versus global OTAs.
• Build and scale partnerships and affiliate channels to acquire new users and grow cross-sell into International Hotels.

Data Analytics
• Create and maintain rich, interactive visualizations by interpreting and analyzing data, integrating various reporting components from multiple data sources.
• Proficiency in SQL, Adobe Analytics, and Advanced MS Excel is essential as this role entails extensive data crunching.
• Proactively analyze data using statistical methods to address key questions from stakeholders or self-initiated curiosity. Develop insights into what drives business performance, identify trends, and enhance online conversion for International Hotels.

Required Competencies:
• Ability to work in cross-functional environments including working closely with Product, Tech, Supply, Marketing, Finance, post sales etc.
• Mindset that will constantly think about Return on Investment, business and revenue.
• Passion for data and an exceptional ability to solve complex problems.
• Strong communication skills, Influencing skills, great interpersonal & stakeholder
• management skills.
• High on energy, team player coupled with a great attitude.

Required Knowledge:
• MBA from reputed institute with 10-13 years of experience in business/ revenue/ category role for a consumer facing technology enabled business/product from ecommerce industry.
• Experience in international markets, OTAs or hospitality, and exposure to AI-led initiatives, will be preferred.

About Us:

Nurtured from the seed of a single great idea - to empower the traveler - MakeMyTrip went on to pioneer India’s online travel industry. Founded in the year 2000 by Deep Kalra, MakeMyTrip has since transformed how India travels. One of our most memorable moments has been to ring the bell at NASDAQ in 2010. Post-merger with the Ibibio group in 2017, we created a stronger identity and traction for our portfolio of brands (MakeMyTrip and redBus), increasing the pace of product and technology innovations. Ranked amongst the LinkedIn Top 25 companies 2018, the company is built on the values of Customer Focus, Commitment to Results and Continuous Improvement. Intrinsically, we encourage our employees to be Curious, Creative & Caring as they deliver impactful solutions for our customers. Today as clear market leaders in India’s online travel space for air ticketing, hotel reservations and bus bookings, we foster innovation to accelerate growth in these travel segments.

Our Core Values:

At Go-MMT, our vision is to make travel simple and fun for all, and our core values guide us in making this possible. These core values can be seen in the projects that we undertake, and the way in which we solve problems for our customers. They are a representation of OUR BEING & OUR DOING.

At Go-MMT we believe that success lies in living our values of Being Caring, Curious and Creative which enables us to deliver Customer Focus, Continuous Improvement and Commitment to Results.