Revenue Management Manager - River Cruises

Journey with us! Combine your career goals and sense of adventure by joining our exciting team of employees. Royal Caribbean Group is pleased to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

The Royal Caribbean Group’s Celebrity Cruise Line's Revenue Management Team has an exciting career opportunity for a full time Manager of Revenue Management - River Cruises reporting to the AVP of  Revenue Management.

Position is onsite and based in Miami, FL 

Position Summary:

Revenue Management is responsible for strategic and tactical initiatives related to revenue maximization. The Revenue Management department 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 of 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.

Essential Duties and Responsibilities:

• The Manager will 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. 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. The Manager will also be responsible for leading 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.

• The Manager is responsible for the revenue maximization via inventory and pricing management. This includes customizing pricing and terms and conditions to support Strategic sales and marketing initiatives.
• The Manager 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 works cross-departmentally to minimize risk.
• Initiates cross-departmental action plans and promotions with Sales and Marketing when indications point to demand and pricing softness. 
• The Manager also 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 tailors strategies and pricing actions accordingly.
• Manages pricing in multiple currencies and develops and tracks international sourcing goals in conjunction with International Division.

• Generates, monitors and changes Revenue forecasts for product portfolios that supports quarterly Wall Street guidance.
• Generates assumptions and trends that drive period over period changes.
• Generates occupancy and net ticket goals for in excess of 400 sailings using standardized and ad-hoc analysis.
• Tracks and improves forecast error.

• Hires, trains and develop as many as 10 Senior Analysts and Business Analysts in Pricing and Inventory Management principals.
• Ensures ethical and Revenue Management policies and procedures are in strict accordance with company guidelines.
• Reviews and improves guidelines periodically and communicates through departmental training and online tools.

• Drives continuous improvement of policies and processes as well as the enhancement and creation of tools.
• Represents Revenue Management in system overhauls that deliver benefits to a variety of pricing related activities.
• Provides policy-redesign recommendations and develops business requirements and corresponding ROI analysis that support investment, upwards of $2M.

• Develops working knowledge of Reservation and Pricing systems (AS400), Data Mining tools (Hyperion) and demonstrates expertise in analytical tools such as Excel, to effectively execute strategies and tactics.

• Establishes and develops metrics and measurement tools with Planning and Analysis teams that enhance yield management activities across the organization.
• Creates and distributes reports to Executive leadership on key strategic initiatives, as well as tactical reactions to changing conditions.
• Works 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.

• Represents RCG 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. This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.  Employees will be required to perform any other job-related duties assigned by their supervisor or management.

 Qualifications, Knowledge and Skills:

• Bachelors degree (BA) from four-year college or university required with focus in quantitative discipline preferred.
• Masters of Business Administration (MBA) or Masters degree (MA) strongly preferred.
• Four to six years related experience in financial / business analysis or related field required.
• Familiarization with revenue management concepts and tools preferred.
• Previous experience with Sales and Marketing preferred.
• Previous experience in implementing system enhancements and decision-making tools preferred.
• Demonstrated experience in project management.
• 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, PowerPoint and Hyperion and basic Colonial/AS400 is required.
• Ability to manage multiple projects and responsibilities at once and operate in a team environment.
• Demonstrated knowledge of Revenue Management and micro-economics is preferred.

Financial Responsibilities:

• The manager is responsible for strategies and decisions that directly impact net ticket revenue for a product portfolio that represents between $300M to over $1B in annual revenues.
• The manager is also responsible for strategies and decisions that directly impact occupancy levels which drives onboard revenues and other revenues.
• The manager is responsible for accurately forecasting both ticket revenues and occupancy levels, as well as tracking the impact of market and economic changes on this forecast.

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.

#LI-CH1