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Manager - Revenue Management

Date: 14-May-2022

Location: Delhi, IN

Company: GMR Enterprises Pvt Ltd GMR Group


Monitor and Manage the recording, reporting, invoicing and recovery mechanism of Non-Aero revenue in DIAL complying with Contractual, Statutory and Audit requirements and ensuring improved cash flows.

Monitor and Manage the recording, reporting, invoicing and recovery mechanism of Non-Aero revenue in DIAL complying with Contractual, Statutory and Audit requirements and ensuring improved cash flows.




Key Performance Indicators

Receivables Management: Ensure recovery of all Non – Aero income as per targets

Target Vs. Achievement

DSO (Days Sales Outstanding)

Contract & Audit Compliance: Ensure all revenue (MMG, Revenue Share, Marketing Fund, ASC etc.) is billed within the timelines as per finalized contracts. Ensure compliance with all statutory, internal and external audits.

Target Vs. Achievement


Revenue Leakage Control: Ensure revenue leakage is checked & controlled as per targets maximizing income to DIAL

No major NCs in audits.

Compliance with SOPs; DOP manual and Contract Compliance.

EPOS Implementation: Ensure all the outlets are on closed EPOS network of DIAL as per target.

Target Vs. Achievement


MIS & Analytics: Analyze and publish daily, weekly, monthly MIS highlighting KPI’s (Sales, Income, SPP, IPP, ATV etc.) for informed decision making.

Usefulness, accuracy & timeliness of reports

Standards and Quality Control: Ensure all Retail, F&B and Services outlets at Terminals comply with safety, security, operational and quality standards of DIAL. Prompt complaint resolution and feedback handling from passengers/stakeholders.

No major NCs & compliance in audits (WAA, Mystery Audit, ISO, Continuous Improvement Plan etc).

Compliance with SOPs, Safety, Security & Quality guidelines


•CEOs of Business Partners / Owners
•CFOs / Head Finance of Business Partners
•VPs / Head Operations / Sales
•Auditors ( Big 4 & DIAL empanelled)
•Project Managers of Vendors ( Tyco & Trident for IT Support)


GM (Finance) / AVP ( Finance) / CFO
GM (Security) / ED (Security)
Head Joint Ventures
Head Legal; head MAG; GM (IT) etc.


•Non Aero Income collection of approx. Rs. 645 Crores along with collection of all other standard charges as per contracts (Promotions income, Airport Service Charge, Marketing Fund, Utilities etc.)
•Capex & Opex of Rs. 05 Crores for EPOS implementation
•Revenue Leakage Control Centre (CCTV-EPOS monitoring system) budget of Rs. 8 Crores


•04 Direct reports
•08 indirect reports (RLCC)
•04 DIAL empanelled auditors
•160 Contracts
•100+ Business Partners


•MBA (Generic/ Finance)
•Computer Proficiency (XL & Analytics)
•Conflict Management skills
•Analytical Skills
•Networking Skills


•8-10 years in a managerial role with at least 4 years in managing teams


  • Team Leadership, Teamwork & Interpersonal Influence: Capability to develop & converge individual potential to execute team objectives. Effectively intermingle and relate with individuals in a positive manner. | Interview
  • Revenue Management
  • Decision Making: Ability to systematically think through a problem and its component parts, garner relevant information and not taking things at face value. | Interview
  • Execution and Operational Excellence: Ability and desire to execute with attention to detail, speed, accuracy and consistency | Interview
  • Communication: Ability to listen, interpret, simplify complex concepts, thoughts & ideas in verbal / non verbal form. | Interview
  • Problem Solving: Ability to identify solutions exploring different options in gathered information. | Interview
  • Personal Effectiveness: Demonstrating responsibility & reliability through actions to manage critical and challenging situations. | Interview
  • Business Insight: Ability to understand the implications of Business decisions and strive to enhance organizational performance. | Interview
  • Managing Performance: Effectively monitors and measures performance. Develops people and drive results. | Interview
  • Stakeholder Focus
  • Networking
  • Execution & Results
  • Teamwork & Interpersonal influence
  • Problem Solving & Analytical Thinking
  • Planning & Decision Making
  • Capability Building
  • Strategic Orientation
  • Personal Effectiveness
  • Entrepreneurship
  • Social Awareness
  • Innovation
  • Managing Change and ambiguity by creating Win-Win
  • Determination(Contextual and Flexible)
  • Learning Ability
  • Making & Navigating proposals
  • Scanning, Networking & External orientation