The posting
Overview of role: WestJet Cargo is a growing and increasingly strategic part of the WestJet Group. The Cargo Pricing, Revenue Management & Analytics team sits at the commercial core of this business, shaping how we price, how we sell our capacity and how we measure performance across the network. WestJet is seeking a Manager, Cargo Pricing, Revenue Management & Analytics to join our Cargo team in Calgary. The Manager plays an instrumental role in setting and executing the commercial strategy for WestJet’s belly cargo business. Leading a team of pricing, revenue management and business intelligence professionals, the Manager develops the frameworks, strategies and tools that maximize the value of available belly capacity, while serving as a trusted advisor to Cargo leadership and a key partner to Network Planning, FP&A and the broader commercial organization. About You:
You’re a commercially minded leader who translates complex data into clear, actionable strategy and sees critical initiatives through to completion. You bring rigorous quantitative skills and understand that errors in logic, judgment or math are costly and difficult to reverse. You “look around corners,” anticipating market shifts, capacity constraints and risks before they affect performance. You’re comfortable making sound commercial decisions when information is still evolving and timelines are tight. You’re a confident communicator who tailors your message for executive, commercial and front-line audiences. You build strong relationships across Sales, Operations, Network Planning, Finance and IT, taking a “no invitation required” approach to collaboration. You’re a trusted people leader who builds capability and creates a culture of analytical rigour and continuous improvement. You’re resilient and adaptable, thriving in a dynamic environment where priorities continually change.
Key deliverables include:
Lead dynamic, market-based pricing and rate strategies that reflect demand, capacity, customer value and competitive positioning. Establish and govern pricing frameworks, rate structures, floors, surcharges and approval guidelines that enable disciplined, consistent commercial decisions and clear alignment across Pricing, Revenue Management, Sales and GSSAs (General Sales and Service Agents). Oversee pricing distribution and rate integrity, including rate verification, to ensure the accuracy of what we sell and what we bill. Own the cargo capacity strategy across short- and long-term horizons, overseeing belly capacity planning, forecasting, overbooking optimization and customer allotment decisions to maximize network-wide contribution, acting as the final point of escalation for critical booking and capacity decisions. Lead the development of commercial and operational dashboards, KPIs and analytical tools, including flight-level and AWB-level (air waybill) performance analytics, and champion the integrity of the Cargo dataset. Partner with FP&A and Cargo leadership to lead the annual budget cycle, and establish a consistent cadence for monthly forecasting, performance reporting and business reviews. Serve as the primary point of contact for passenger Network Planning and other commercial teams, providing cargo insight and analysis for business cases on new markets, partnerships and strategic initiatives. Develop high-impact presentations and recommendations for Director and VP-level leadership, synthesizing complex analysis to facilitate clear and timely decisions. Assess current pricing, revenue management and analytics processes, and deliver a prioritized roadmap for continuous improvement. Lead, coach and develop a high-performing team, defining roles, expectations and performance criteria, making hiring decisions and determining how resources are deployed. Perform other duties and special projects as assigned by the Cargo leadership team.
Experience and qualifications:
Bachelor’s degree in business, Economics, Finance, Mathematics, Statistics, Engineering, Operations Research or a related field. Minimum of six (6) years’ progressive experience in pricing, revenue management or commercial analytics; air cargo, airline or transportation experience is strongly preferred. Demonstrated experience leading people or teams, including coaching and performance management. Strong understanding and application of cargo pricing and revenue management principles, including capacity management, overbooking, allotments and demand forecasting. Experience leading or contributing to budgeting, forecasting and performance reporting processes. Advanced proficiency in Microsoft Excel and PowerPoint, and working knowledge of SQL and BI tools such as Power BI or Tableau. Experience with a cargo revenue management or cargo management system, or with Python, R or Snowflake, would be an asset. English language proficiency required; proficiency in additional languages would be an asset.
