Mgr, Revenue Management

Royal Caribbean Group-posted 4 days ago
Full-time • Manager
Onsite • Miami, FL
5,001-10,000 employees
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Revenue Management is responsible strategic and tactical initiatives related to revenue maximization, determines pricing, works closely with Sales and Marketing to develop promotions to increase demand, & controls availability to ensure full utilization of inventory, explores new business opportunities and is integral in developing policies. The Manager, Revenue Management, is responsible for the creation and implementation of a strategic plan to maximize the utilization of, and revenues generated from, stateroom inventory. This plan includes determining pricing throughout the deployment cycle, negotiating large group contracts and charters, setting both global and domestic sourcing strategies, assisting Deployment with the maximization of hardware utilization and monitoring economic and market trends to adjust the strategy when necessary. The Manager works closely with senior management, Sales, Marketing, Trade Support and Services and other operational departments to implement this plan, as well as guides a team of senior analysts, analysts, and administrators to achieve revenue plans and forecasts.

  • Develop strategic plans to maximize ticket revenues and utilization of inventory for multiple product portfolios, ranging from $50M to over $1B, for North America and International cruise markets.
  • Create and present strategic plans to senior management, as well as tactical plans and decisions in reaction to changing market conditions.
  • Lead the implementation of strategic and tactical plans both through cross-departmental initiatives and guidance of decisions made by a team of analysts, senior analysts and administrators.
  • Maximize revenue via inventory and pricing management.
  • Customize pricing and terms and conditions to support Strategic sales and marketing initiatives.
  • Participate in the development of multi-million-dollar incentive and charter sales opportunities with Sales and Business Development Directors, in North America and Internationally
  • Audit deal pricing and contract compliance and work cross-departmentally to minimize risk
  • Initiate cross-departmental action plans and promotions with Sales and Marketing when indications point to demand and pricing softness.
  • Coordinate 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
  • Hire, train and develop a team of high performing individuals in Pricing and Inventory Management principals.
  • Ensure ethical and Revenue Management policies and procedures are in strict accordance with company guidelines. Review and improve guidelines periodically and communicate through departmental training and online tools. Develop commercial understanding and thinking to drive excellent business results
  • Oversee development of Strategic Pricing, ensuring compliance with anti-trust and Sarbanes Oxley requirements.
  • Ensure International pricing and taxation guidelines are met.
  • Stay abreast of international and industry rules and tailor strategies and pricing actions accordingly.
  • Manage pricing in multiple currencies and develop and track international `sourcing¿ goals in conjunction with International Division.
  • Generate, monitor and change Revenue forecasts for product portfolios that support quarterly Wall Street guidance.
  • Generate assumptions and trends that drive period over period changes. Generate occupancy and net ticket goals for in excess of 400 sailings using standardized and ad-hoc analysis. Track and improve forecast error.
  • Drive continuous improvement of policies and processes as well as 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.
  • Develop working knowledge of Reservation and Pricing systems (AS400), Data Mining tools (Hyperion) and demonstrate expertise in analytical tools such as Excel, to effectively execute strategies and tactics.
  • 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
  • Represent RCCL Revenue Management at Corporate Industry and Trade conferences, including delivering presentations and providing guidance on procedural and customer trends, both B2B and B2C.
  • Performs other duties as required.
  • Demonstrated aptitude for problem solving and problem identification
  • Ability to collect, analyze, and interpret revenue performance data
  • Ability to structure logically quantitative analysis of complex issues
  • Ability to operate in cross functional environment
  • Ability to manage, coach and develop direct reports
  • Excellent interpersonal skills, and demonstrated ability to work independently and use proper judgment
  • Willingness to accept immediate product and project responsibility
  • Strong written and verbal communication and presentations skills
  • Ability to work in global environment
  • Outstanding organizational skills and attention to detail is absolutely required
  • Competency of computer systems and applications is essential, with an emphasis on the ability to access and manipulate data from a variety of sources
  • Strong Excel, Power point and Hyperion and basic Colonial/AS400 is required
  • Ability to manage multiple projects and responsibilities at once and operate in a team environment
  • Bachelor's degree (BA) from four-year college or university required with focus in quantitative discipline preferred.
  • Four to 6 years related experience in financial / business analysis or related field required.
  • Must be able to demonstrate understanding of revenue management concepts and tools and demonstrate understanding of basic economics.
  • Demonstrated knowledge of Revenue Management and micro-economics is preferred
  • Previous experience with Sales or Marketing preferred.
  • Previous experience in implementing system enhancements and decision-making tools.
  • Demonstrated experience in project management.
  • Previous experience with leading a team and coaching preferred.
  • Master of Business Administration (MBA) or master's degree (MA) preferred.
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