AVP, Revenue Management

Royal Caribbean Cruises Ltd•Miami, FL

8d•Onsite

About The Position

The AVP of Revenue Management is responsible for directing the operation that drives Net Ticket Revenues to exceed Celebrity Cruise’s approximate $3.0B annual revenue goals. This position actively leads and coaches a staff of approximately 20+ professionals in the revenue strategy for Celebrity’s products, analyzing the current results, understanding market conditions, and developing promotions, and making pro-active day-to-day pricing and inventory decisions for cruise and cruise tour revenue in collaboration with Sales, Marketing, Deployment, Air, Trade Support & Service, Onboard Revenue, Newbuild, IT, and other departments. The AVP is responsible for ensuring all team members have a solid foundation in revenue management and are well-poised to contribute to the company’s financial performance. The AVP represents Revenue Management for Celebrity’s product portfolio to the brand leadership teams and will be required to travel, presenting business results and revenue opportunities to both internal and external leaders.

Requirements

Bachelors degree (BA) from four year college or university required with focus in quantitative discipline preferred.
Four to ten years of experience in pricing, revenue management, or closely-related area
Sound understanding of both Finance and Marketing.
Four years or more managing people

Nice To Haves

MBA or Masters Degree in Business, Economics, or related discipline strongly preferred.
Previous experience in implementing system enhancements and decision making tools in and in project management preferred.

Responsibilities

Develops strategic plans to maximize ticket revenues and utilization of inventory. This includes the creation, analysis, and presentation of the strategic plans to senior management, as well as tactical plans and decisions in reaction to changing market conditions.
Responsible for leading the implementation of strategic and tactical pricing plans both through cross-departmental initiatives and guidance of decisions made by a team of managers, analysts, senior analysts and administrators.
Develops new ideas for achieving goals and leads cross-functional teams to align and execute a plan.
Initiates cross-departmental action plans and promotions with Sales and Marketing when indications point to demand and pricing softness. Coordinates promotions to address product needs and develop initiatives that drive volume through more cost-effective distribution channels, working with Marketing on customer segmentation initiatives to drive incremental growth opportunities in North America and International Markets
Responsible for managing day to day pricing and inventory decisions to maximize net ticket revenue yields given prevailing market conditions and competitive environment. This includes customizing pricing and terms and conditions to support strategic sales and marketing initiatives.
Participates in the development of multi-million dollar incentive and charter sales opportunities with Sales and Business Development Directors, in North America and International markets.
Establishes Revenue policies and procedures and ensures structures and systems are in place to support key decisions. Ensure ethical and Revenue Management policies and procedures are in strict accordance with company guidelines. Review and improve. Drive continuous improvement of policies and processes impacting guest ticket pricing which include group policies as well as terms and conditions for deposits and cancelations. guidelines periodically and communicate through departmental training and online tools.
Oversees development of Strategic Pricing, ensuring compliance with anti-trust and Sarbanes Oxley requirements.
Ensures International pricing and taxation guidelines are met. Stays abreast of international and industry rules and tailor strategies and pricing actions accordingly.
Generates, monitors, and updates revenue forecasts for product portfolios that support quarterly Wall Street guidance. Generate assumptions and trends that drive period over period changes. Track and improve forecast error. Audits deal pricing and contract compliance and work cross-departmentally to minimize risk.
Select, develop, lead, and coach team of over 20 staff responsible for developing, interpreting, and implementing complex pricing and inventory management actions on a day to day basis. Prepares Development Plans to ensure all team members understand their current and potential opportunities for growth. Interacts frequently with team members to improve their understanding of the business and technical capabilities.
Contributes to ongoing operational improvements with the Revenue Management department, including the enhancement and creation of tools. Represent Revenue Management in system overhauls that deliver benefits to a variety of pricing related activities. Provide policy-redesign recommendations and develop business requirements and corresponding ROI analysis that support investment, upwards of $2m.
Establish and develop metrics and measurement tools with Planning and Analysis teams that enhance yield management activities across the organization. Create and distribute reports to Executive leadership on key strategic initiatives, as well as tactical reactions to changing conditions.
Work with all parts of the organization to meet customer satisfaction and retention goals during normal and extraordinary events, external crises and systemic failures that might result in customer-facing operational challenges.
Oversee the development and delivery of training for the Revenue Management organization, providing both Revenue Management practical training and tailored developmental training to our teams.
Represent Celebrity Revenue Management at Corporate Industry and Trade conferences, including delivering presentations and providing guidance on procedural and customer trends, both B2B and B2C.
This job description in no way states or implies that these are the only duties performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor or management.