Director, Revenue Management

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The Royal Caribbean Group has an exciting career opportunity for a full time Director of Revenue Management.

This position will work on-site in Miami, Florida

The Director of Revenue Management is responsible for maximizing Net Ticket Revenue (NTR).    This involves building and leading a team of professionals at the Analyst, Sr. Analyst and Manager and Sr. Manager levels who encompass separate product teams.  Developing and leading our people is a primary responsibility.  Under the Director’s leadership the product teams develop global and market strategies aimed at maximizing revenue during different economic environments.  This requires working across multiple organizations including Sales, Marketing, IT, Hotel Ops and others to coordinate both proactive strategic plans as well as adapt to tactical situations as they arise.  The Director is also responsible for overseeing the strategic pricing process, revenue forecasting process and is involved in deployment optimization strategy.

Key responsibilities include:

• Develops strategic plans to maximize ticket revenues and utilization of inventory for North American based products.  This includes the creation and oral 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 plans both through cross-departmental initiatives and guidance of decisions made by a team of managers, analysts, senior analysts, and administrators.
• 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 Internationally; Audits deal pricing and contract compliance and work cross-departmentally to minimize risk; 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
• 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.  Manages pricing in multiple currencies and develops and track international sourcing goals in conjunction with International Division.
• 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.
• Select, develop, lead, and coach staff responsible for developing, interpreting, and implementing complex pricing and inventory management actions on a day-to-day basis. 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
• 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. 
• 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
• 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.
• Employees will be required to perform any other job-related duties assigned by their supervisor or management.

• 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 accurately forecasting both net ticket revenues and occupancy levels, as well as tracking the impact of market and economic changes on this forecast.
• Maximize NTR and achieving annual targets
• Oversees development of Strategic Pricing and deployment process
• Partner with RM Strategy leadership and drive the implementation of strategic and tactical plans both through cross-departmental initiatives and providing guidance of decisions made
• Ensures best practices are developed and utilized throughout the product teams
• 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.
• Identify and facilitate process improvement and drive change management initiatives
• Ensures policies and procedures are followed and are timely updated and communicated as needed
• Oversees track adjustments used to make key decisions throughout the commercial teams globally
• Develop and mentor a high performing team to lead data driven strategic decisions across the organization
• Responsible for driving employee engagement initiatives

Financial Responsibilities:

• The Director is responsible for strategies and decisions that directly impact net ticket revenue for North America based products which represent over $1.9 billion in annual revenues for 2011.
• The Director is also responsible for strategies and decisions that directly impact occupancy levels which drives onboard revenues and other revenues.
• The Director is responsible for accurately forecasting both net ticket revenues and occupancy levels, as well as tracking the impact of market and economic changes on this forecast.
• An organization with sound revenue management practices is generally assumed to generate about 5-8% more revenue than an organization where revenue management is not in place.
• The Director is also responsible for strategies and decisions that directly impact net ticket revenue

Qualifications, Knowledge and Skills:

• Bachelor’s degree (BA) from four-year college or university required with focus in quantitative discipline preferred.
• MBA or Master’s Degree in Business, Economics, or related discipline strongly preferred.
• 5+ years of experience in revenue management or related field
• 4 to 10 years of experience in pricing, revenue management, or closely related area
• 4 or more years leading a successful team with direct reports, preferably with local and global environment
• Strong interpersonal skills and ability to communicate across multiple business unites with all levels of management and employees
• Ability to coach ad develop team members Strong analytical skills
• Strong written and verbal communication skills
• Ability to participate in both strategic and tactical corporate initiatives
• Extensive knowledge of revenue management:  pricing, forecasting, microeconomics, market segmentation, techniques for maximizing revenue
• Sound background in both Finance and Marketing.
• Previous experience in implementing system enhancements and decision-making tools in and in project management preferred.

 Physical Demands:

The physical demands described here are representative of those requirements employees must meet to perform the essential functions of this job with or without reasonable accommodations.  While performing job functions the employee is regularly required to sit, and stand, write, review and type reports, compile data, operate a pc, communicate, listen, and assess information.  The employee may move about the office complex, may travel to other office locations and may lift, push, pull or move 10-15 pounds. The employee is occasionally required to walk to the dock, ascend and descend the vessel.

We know there's a lot to consider. As you go through the application process, our recruiters will be glad to provide guidance, and more relevant details to answer any additional questions. Thank you again for your interest in Royal Caribbean Group. We'll hope to see you onboard soon!

It is the policy of the Company to ensure equal employment and promotion opportunity to qualified candidates without discrimination or harassment on the basis of race, color, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. Royal Caribbean Group and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.

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