Chile
Results-driven pricing and revenue management professional with a proven track record of value creation and driving financial success. As a Pricing Manager at Buser, I currently lead the pricing team, spearheading initiatives that have increased the average ticket per km by an impressive 26.8%, contributing to a substantial annual revenue boost of USD 34 million. My role at Buser exceeded pricing since I have done plenty of competitive analysis and focused on Business development. In my previous role working at Route Development for International and Regional Networks at Aerolineas Argentinas, I played a pivotal role in optimizing network capacity allocation and evaluating new destinations, frequency changes, and structural modifications. Utilizing network planning tools and detailed analysis, I made strategic decisions to maximize profitability and enhance operational efficiency, resulting in impactful Profit and Loss (P&L) improvements. Prior to that, working in Revenue Management at Aerolineas Argentinas, I managed a portfolio of approximately 15 routes with an annual revenue of USD 136 million. By implementing innovative pricing strategies and algorithms to achieve market segmentation, I consistently outperformed domestic RASK benchmarks and increased RASK on the top-performing route by 21%. My expertise in Profitability Optimization, Business Strategy, and Growth Strategy played a crucial role in achieving these results. My diverse professional background extends to consulting with Montblanc Consulting, where I led initiatives in some projects in various industries across Latam, achieving substantial cost savings through strategic restructuring and contract negotiations. This experience honed my skills in Budget Management, Cost Control, and Financial Analysis. Additionally, my roles as a Market Research Analyst at CBRE underscore my analytical and educational expertise in Market Analysis. Proficient in SQL, network planning tools, and dynamic pricing techniques, I thrive in dynamic environments, staying ahead of market trends through rigorous Market Forecasting. My strategic approach is evident in my proficiency in Strategic Planning, Market Entry Strategy, and Market Penetration, consistently delivering positive ROI (Return on Investment). I am passionate about leveraging my skills in Cross-functional Collaboration, Team Leadership, and KPI (Key Performance Indicator) Management to drive business insights, optimize pricing strategies, and contribute to the success of forward-thinking organizations.
ARPU / ARPPU LTV DAU / MAU Churn & retention Conducted a strategic competitor benchmarking and pricing assessment for [Client] in Brazil to support portfolio relaunch and market share recovery initiatives. • Led primary market research across surgeons, economic stakeholders, and former competitor executives, generating actionable insights on purchasing behavior, competitor commercial activities, and price-value perception. • Built competitive price positioning and willingness-to-pay analyses across major implant categories, identifying opportunities to optimize portfolio positioning and commercial strategy. • Assessed distributor and manufacturer engagement models, highlighting key drivers of customer acquisition, retention, and brand preference in the Brazilian breast implant market. • Delivered strategic recommendations on pricing, customer targeting, distributor activation, and commercial investments to strengthen Client’s competitive position ahead of portfolio expansion. • Advised a leading sportswear distributor in Brazil on pricing and product strategy optimization across categories to support profitability growth and market share recovery. • Designed and executed consumer willingness-to-pay and price sensitivity analyses, leveraging survey insights and transactional data to identify pricing opportunities and refine category positioning. • Delivered category-specific pricing recommendations, strategic pricing corridors, and a product strategy framework that strengthened the link between perceived value, assortment positioning, and commercial performance.
• Defined and tracked Objectives and Key Results (OKRs) and Balanced Scorecards (BSC) and designed and co-implemented go-to market (GTM) strategy. Forecasted key variables in the Business Plan (including market entry) to attain sustainable growth during 24 months • Advised in M&A negotiations in due diligence and value creation planning in 3 deals (buy side). Modeled acquisitions, joint ventures, and strategic analysis, scenarios, sensitivities and synergy analyses • Boosted revenue per available seat per km by 63%, average prices by 50% and load factor by 9% and enhanced average ticket per km by 26,8% with an impact c.a. US$34M EBITDA annually by increasing fares during high-seasons and holidays using A/B testing • Launched new features (advance purchase, buckets and load factor booking curve) working with product and technology teams to segment purchases as part of strategic initiatives increasing purchase anticipation by 22% YoY and ancillary new products augmenting profitability i.e insurance with US$ +120K EBITDA impact • Built and led a team of 6 members from scratch; hired and trained all team members with no previous experience and developed alignment instances with other partner teams I reported directly to the Chief Revenue Officer (CRO) who reported to the Chief Executive Officer (CEO)
Buser is a startup. Since I arrived I have been part of the scale up process as well as part of the creation and build up of the pricing team. - Manage revenue, load factor, yield, RASK aligned with the company's strategy - Act with ownership in the network squad, defining strategy, tools, etc. related with revenue management - Study, deeply understand, and implement dynamic pricing techniques. - Act with regional network managers, sugesting alterations on offered capacity, seasonalities, etc. - Coordinate actions to maximize revenue, like price discrimination, upsell, etc. - Constantly keep up with market dynamics and step ahead, using data, statistical tools, dashboards, navigating websites, etc. - Work with other teams (ops, marketing, growth, CRM, etc.) to provide and get business insights; - OKR & BSC definition and business plan creation and control - Go-to-market (GTM) strategy - Service charge optimization in the marketplace business generating more than 2.5M USD Intensive use of SQL on Metabase and Databricks - Attained targeted market share (MS)
Evaluate and develop short and long terms schedules and/or business cases for new or existing routes through comprehensive detailed analysis Make decisions to maximize or enhance profitability by optimizing the allocation of capacity throughout the network, evaluate new destinations, frequency changes and structural changes (aircraft, retime, tags, triangles etc.) Help with the administration of slot application in conjunction with the scheduling team in order to avoid overwhelming ramp and maintenance through operational peaks Use of network planning tools that comprise Sabre Planning and Scheduling Lead the analysis on passenger flows, revenues and costs by routes Lead reporting and support tools to improve CP decision-making Quote international and regional charters Dashboard development (Power BI) to evaluate performance against competitors
I manage a portfolio of 15 routes with a revenue of 136 MM USD a year. I am responsible of both the inventory and pricing strategy. I forecast revenue for current month and the three following months on a weekly basis. I identify tendencies and seasonality as well as opportunities to increase revenue. I over performed company’s domestic RASK (Revenue per Available Seat per Kilometer) performance by 4 pp while exceeding company’s domestic capacity variation also by 4 pp. Increased RASK on 21% on top performing route while increasing capacity 3% YoY. Regarding the inventory actions, I establish the seats availability for each class using strategies and algorithms that apply depending on the routes’ characteristics. Regarding the pricing actions, I manage fares based on point of sale, minimum and maximum stay and advanced purchase characteristics. I collaborate with diverse teams across the company (commercial, pricing, networks, alliances, ancillaries, loyalty program) and conduct ad-hoc projects, reports and analyses. I mentor junior team members and set standards for the revenue management team in algorithms to maximize revenue. My daily duties also include: Data Analysis with SQL and Power BI Segmentation strategy Monitoring the routes results and its KPIs (LF, Yield, RASK and MASK) Evaluating promotions and price changes Budgeting and analysis of businesses for key accounts such as graduate travel companies. Executing tactical price changes through A/B testing Analyzing demand elasticity Demand segmentation through clustering Use of DDS, MIDT, Infare
I worked on projects in different industries – automobile dealership, natural resources, shopping mall and logistics — in different countries in latinamerica -- Argentina, Chile and Peru. I evaluated point of sales, designed the commercial strategy and go to market strategy of a company, restructured an organization post spinoff using benchmarks and analyzed processes, identified gaps and gave recommendations to close them. I also participated in a corporate governance project for a mining joint venture, in which I formalized coordination instances and responsibilities and recommended best practices on conflict resolution. I made market competition analysis and defined BSC (Balanced Scorecards) to align individual incentives to corporate ones. I proposed organizational structures, created position profiles, coordination instances and decision matrix. Led contract negotiations and slashed costs for + USD 230K on EBITDA. I made forecasts, gantt charts and implementation roadmaps to plan and control the projects’ progress. I led implementation plans to capture savings previously estimated, beginning with pilots and extending it once the risks had been detected and properly mitigated in the process with a USD 400K over profits. I have prepared reports and made presentations in ppt and have presented results in committee meetings in presence of directors and senior management. I also assumed responsibilities on Montblanc recruiting committee. Led both, the senior and junior consultant recruiting processes in Chile and Argentina. Increasing the amount of participants on 25% year over year.