Manager-Revenue Management

Contract & Audit Compliance: Ensure timely, accurate, and contract-compliant billing for all commercial revenue streams (Landing, Parking, UDF, NSOP, Aero & Non Aero Revenue Share, License Fees, MMG, PAX Based MMG, Marketing Fund, CAM, Utility charges, Land & Space, IT etc.) is billed to users within the timelines as per finalized contracts. Ensure compliance with all statutory, internal, and external audits.

Target Vs. Achievement

Receivables Management: Lead recovery of all Aero, Aero-related, and Non-Aero revenues, Ensure receivables governance supports contractual, stakeholder commitments.

Target Vs. Achievement

Revenue Leakage Control & Yield Enhancement:

Identify, monitor, and mitigate revenue leakage risks across Aero, Aero Related and Non-Aero verticals.

Implement control mechanisms and reconciliations to maximize revenue realization.

Deliver incremental revenue through process improvements and governance controls

Leakage Recovery Value

Incremental Revenue Generated

Account Reconciliation & Financial Sign-off:

Bring down the outstanding to reasonable level in line with agreed targets in Annual Operating Plan (AOP) and resolution of issues concerning receivables to improve cash flow of the company enabling GGIAL to meet contractual, stakeholders and lenders commitments.

Oversee regular reconciliation of accounts with airlines, licensees, and concessionaires.

Drive resolution of reconciliation issues within ≤ 15 days.

Ensure formal sign-off of reconciled statements and accounting closure.

AOP Target vs Actual

Reconciliation Closure SLA

Business Control & Governance:

Provide and coordinate periodic commercial performance reviews with the Chief Commercial Officer.

Analyze KPIs and monitor alignment with Annual Operating Plans.

Ensure:

• Implementation and adherence to Commercial Aero & Non Aero SOPs

• Credit Policy for Airport Sector
• Utility Billing SOP
• Contract Management SOP
• Contract Award SOP

• Credit and provisional billing policies
• Month End Revenue Closure | GL Scrutiny | Accruals & Provisioning
• Compliance with GST, TDS and statutory audits
• Timely creation and maintenance of contracts and master data in SAP
• Strengthening of internal financial controls

Oversee:

• Receipt and validation of quarterly and annual CA certificates
• Resolution of additional billing / reversals post-reconciliation
• Compliance with Concession Agreements
• Business integration and business excellence initiatives
• Working towards Business Excellence
• Implementation of departmental and Organizational Strategic Initiatives

Governance & Control Effectiveness Compliance

Implementation of rates, Tariff, charges & Technical:

• Lead advocacy and implementation of aeronautical tariffs.
• Monitor and implement AERA tariff orders and revisions.
• Oversee rollout of variable tariff structures within defined timelines. Rate Escalation as per agreement term
• Escalation as per Consumer Price Index for Industrial Workers CPI-IW
• Escalation YOY or as per contract
• Technology Transition – (S4 Hana SAP implementation REFX and SD module)

Tariff Compliance

Implementation Timeliness

Building & maintaining relationship with key stakeholders

• Regular meetings with airlines and concessionaires, resolution of disputes arising out of day to day functioning, to assist and ensure compliances on account of laid down policies.

Frequency & Quality of Stakeholder Meetings

Dispute Resolution Turnaround Time

MIS & Analytics:

• Lead preparation and dissemination of daily, weekly, and monthly MIS covering:
• Aero, Aero-Related & Non-Aero revenues
• Receivables, SPP, IPP, and KPI dashboards.
• Ensure MIS supports proactive and informed decision-making
• Analyze and publish daily, weekly, monthly MIS highlighting KPIs (Aero & Non-Aero revenues with break up) for informed decision making.

MIS Accuracy & Timeliness

Management Feedback

External - Stake holder management

1. Interactions with Ministry of Civil Aviation, Director General Civil Aviation, Airports Authority of India, Govt. of Goa and other Regulatory Authorities

2. Interactions with Airlines, Licensee, Concessioners and other stakeholders. Meetings with lessors and others on need based basis.

3. Other Airports Sector: to understand their functioning and inputs to drive our business

4. Interactions with Airlines for implementation of AERA Tariff, Licensee , Concessioners.

Internal -  Stake holder management

1. Interact with Vertical Heads/ Department Heads on a regular basis to ensure expeditious resolution of issues pertaining to stakeholders.

2. Regular interactions with senior management seeking their guidance and way forward for resolving issues and driving receivables

3. Interactions with Key account Managers / colleagues/ peers in the business and corporate

4. Interactions with SSC/ Finance / SAP development team for billing and updates in SAP and receivables

• Aero charges collection from airlines
• Aero, Aero‑related, and Non‑Aero income from licensees
• PAX based Billing and reconciliation.
• Receivables (Days to Sales)
• Incremental revenue through leakage control
• Quarterly and periodic revenue audits

• 10 years and above