Senior Director, Revenue Management

ABOUT US

Silversea Cruises is the leading ultra-luxury and expedition cruise line—acclaimed for both its all-inclusive lifestyle offering and its global destination portfolio. Silversea’s guests travel deep into over 900 destinations across all seven continents, enjoying a curated selection of immersive experiences in the world’s most remarkable places. Among the most comfortable and spacious ships at sea, each of the cruise line’s ships enjoys an atmosphere of elegance, conviviality, and whispered luxury.

POSITION OVERVIEW

The Senior Director of Revenue Management is responsible for identifying and implementing new strategies for performance optimization through new revenue opportunities, predictive modeling, net ticket revenue analytics, and strategic initiatives. The leader is responsible for directing the operation that drives more than $1.0B in revenue per year through inventory, pricing, commercial, and strategic actions. Develops the brands promotional strategy leveraging AI support, post promotion analytics, and historical trends. Leads the development of the revenue Strategic Plan and effectively communicates new initiatives across the global organization and to RCG leadership. To accomplish these goals, this leader will need to work with partners throughout the organization including Brand Finance, Strategy, Sales, Marketing, Deployment, Air, Trade Support & Service, Onboard Revenue, IT, and others. This position actively leads and coaches a staff of approximately 15 professionals, analyzing the current results, understanding market conditions, and developing promotions, and making pro-active day-to-day pricing and inventory decisions. The Senior Director is responsible for ensuring all team members have a strong foundation in revenue management and are well-poised to contribute to the company’s financial performance. The Senior Director represents Revenue Management for Silversea to the brand leadership teams.

• Strategic Initiatives: Develop revenue management and promotional strategy maintaining strong balance of influence and understanding to obtain stakeholder approval. Execute strategies and provide KPI updates to senior leadership.
• RM Transformation: Develop go to market strategy for revenue management incorporating new system functionality and brand strategies. Modernize RM capabilities and processes and implement a full dynamic pricing model fueled by both data science and deep business knowledge.
• Stakeholder Influence: Influence key leadership stakeholders across departments and functions to drive brand strategy.
• Financial Responsibilities: Drive over $1 billion in revenue per year through revenue management and commercial decision making. Accurately forecast revenue for the brand.

RESPONSIBILITIES

• Develop and mentor a high performing team that will lead data driven strategic decisions across the organization maximizing revenue.
• 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.
• Select, develop, lead, and coach team of approximately 15 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.
• 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.
• 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
• 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.
• Develops the capital requests for IT projects exceeding $1M annually. Contributes to ongoing operational improvements with the Revenue Management department, including the enhancement and creation of tools. Identifies revenue generating technology gaps, determines the revenue opportunities through technology enhancements, and leads the business in the change.
• 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.
• Develops new ideas for achieving revenue goals and leads the cross-functional teams to align and execute a plan. Adopt analytic methodologies and optimization approaches to facilitate the maximization revenue performance.
• Create and distribute reports to Executive leadership on key strategic initiatives.
• Drive a structured, strategic point of view for Silversea’s sourcing and deployment strategy.
• Leads the development of the revenue Strategic Plan for the brand.
• Partner with the Data Sciences and Engineering team to build a machine learning based dynamic pricing and demand forecasting solution.
• Establish key metrics and analysis to support the net ticket revenue optimization.
• 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.
• 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.
• Ability to manage long-term communications projects, as well as quick turn-around assignments. Must be able to lead multiple projects simultaneously.
• 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. 

FINANCIAL RESPONSIBILITIES

• Responsible for strategies resulting in over $1B in annual net ticket revenue or over $1.5B in annual gross ticket revenue.
• Responsible for strategies to drive up 8% ticket revenue growth annually
• Responsible for optimizing sourcing through minimizing currency risk.

QUALIFICATIONS

• Master of Business Administration (MBA) or Master’s degree (MA) preferred.
• Bachelor’s degree (BA) from four-year college or university required.
• At least seven to ten years of related experience in revenue management or related field required.
• Five plus years of more leading an analytical team.
• Five plus years of experience with management required.
• Previous experience in implementing system enhancements and decision-making tools in and in project management preferred.
• Extremely analytical, knowledge of analytics tools and systems a plus.
• Strong ability to think creatively on strategy, innovating on conventional processes and practices

KNOWLEDGE AND SKILLS

• Excellent leadership, motivation, and mentorship abilities.
• Ability to coach and develop team members.
• Counsel and decision support to senior leadership.
• Strong written and verbal communication skills Skilled in analyzing information and solving problems.
• Experience with consumer database analytics and consumer database management.
• Excellent interpersonal skills to communicate across Business Units with all levels of management and employees.

PHYSICAL DEMANDS

• Work is performed in an office environment generally and may require light lifting/carrying to set up facilities for business purposes.
• Role requires an ability to travel domestically and/or internationally at times to support business purposes in addition to maintaining a regular work schedule.
• Other role assignments may include project work shipside and will require the ability to perform responsibilities in the conditions onboard ships.

WORK ENVIRONMENT

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job.
• The environment includes work inside/outside the office, travel to other offices, as well as domestic, international, and shipboard travel.
• A high noise level is possible if visiting shipboard or offsite locations.