Ancillary Growth Manager

Job Description

We are seeking a highly analytical, entrepreneurial Ancillary Growth Manager to drive optimization and expansion of MOVE's ancillary offerings. This role will focus on increasing Revenue Per Passenger (RPP) and Attach Rates (AR) for priority ancillary streams across the booking and post-booking funnel.

The successful candidate will own end-to-end strategy, execution, and performance of MOVE's core ancillary portfolio, including baggage, seat selection, meals, travel insurance, and fintech/value-add products such as Easy Cancel, fare freezing, and BNPL offerings.

This is a cross-functional role requiring expertise in product optimization, analytics, merchandising, and commercial strategy.

Key Responsibilities:

Ancillary Strategy & Growth (60%)

• Revenue Ownership: Drive KPIs for ancillary revenue, RPP, and attach rate across all core product categories on MOVE.
• Funnel Optimization: Identify, test, and implement high-leverage optimization opportunities across the full customer journey (Search Results Checkout Post-Booking) to increase uptake of ancillary products.
• Merchandising & Bundling: Build dynamic pricing, bundling, and recommendation strategies for both core and fintech ancillaries while maintaining a seamless customer experience.
• Product Focus: Core Airline Products: Ensure smooth integration, real-time availability, and best-in-class UX for baggage, seat, and meals. & Fintech & High-Value Ancillaries: Define positioning, messaging, and placement for products like Easy Cancel, BNPL, and insurance to maximize adoption.
• A/B Testing & Experimentation: Design, execute, and analyze experiments to optimize placement, messaging, timing, offers, and bundling strategies.

Cross-Functional Execution & Data (30%)

• Data Analysis: Leverage SQL, analytics platforms, and internal data to identify revenue leakage points, model the impact of initiatives, and guide product decisions.
• Collaboration: Partner with Product, Engineering, Commercial, Marketing, and UX teams to deliver growth initiatives and implement improvements across the platform.
• Partnership Management: Work with insurance providers, fintech partners, payment gateways, and airline partners to enhance product offerings and commercial terms.

Reporting & Forecasting (10%)

• Performance Monitoring: Maintain dashboards for ancillary KPIs, providing actionable insights and regular updates to leadership.
• Budget & Forecasting: Contribute to annual and quarterly revenue forecasting for ancillary streams and evaluate the ROI of growth experiments.

Required Qualifications:

• 5+ years in E-commerce, OTA, Airline Commercial, or Revenue Management roles with a focus on monetization, conversion, or ancillary growth.
• Proven experience in growing ancillary revenue, RPP, or attach rates in digital platforms.
• Expert-level proficiency in SQL, Excel, Tableau, Google Analytics, or similar analytics tools.
• Strong understanding of A/B testing, statistical significance, and iterative growth methodologies.
• Ability to articulate technical requirements and collaborate with Engineering teams.
• Exceptional written and verbal communication skills, with the ability to influence stakeholders at all levels.

Preferred Qualifications:

• Direct experience in OTA or GDS environments.
• Familiarity with travel fintech products, including travel insurance, Easy Cancel, fare freezing, or BNPL.
• Experience with personalization and experimentation platforms (e.g., Optimizely, VWO).
• Knowledge of loyalty integration (AirAsia Points or similar) for ancillary upselling.

We are all different - one talent to another - that is how we rely on our differences. At AirAsia, you will be treated fairly and given all chances to be your best.We are committed to creating a diverse work environment and are proud to be an equal opportunity employer.

Search Firm Representatives - AirAsia does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place.