Director, Revenue Optimization in Miami, FL at Royal Caribbean Cruises Ltd. International

Date Posted: 1/6/2020

Job Snapshot

Job Description

The Director, Revenue Optimization is responsible for leading the brand's efforts to maximize all revenue streams. The position will oversee the Revenue Management and Commercial teams, lead all cross functional efforts across Azamara aimed at optimizing revenue opportunities, and represent the brand in cross-branded revenue related initiatives. The position is directly responsible for all pricing, inventory, financial, policy, and analytical decisions globally related to ticket, onboard, shore excursion, pre/post, hotel, air, trip insurance, cancellation, and transfer revenue.

Essential Duties and Responsibilities: 

  • Responsible for developing and implementing strategic and tactical plans to maximize ticket revenues and utilization of inventory.  Oversees the management of day to day ticket pricing and inventory decisions in all global markets given prevailing market conditions and competitive environment. 
  • Oversees development of strategic ticket 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.
  • Develops and implements strategies to maximize onboard, pre/post, shore excursion, air, trip insurance, cancellation, and transfer revenue globally.
  • Responsible for leading cross functional trading efforts to drive growth for all revenue types. Works with various parties including Marketing, Sales, Trade Support, program providers, Land Product Development, Onboard Revenue, Air, and Revenue Planning to tailor program based on brand needs, raise awareness, and maximize revenue.
  • Generates, monitors, and updates all revenue forecasts that support quarterly Wall Street guidance. Develops and tracks market and channel level targets and performance for all relevant revenue products.
  • Lead the development, implementation, and ongoing review of various company policies impacting revenue streams.
  • Actively participates with Sales and Marketing in the development, implementation, and measurement of promotional activities, as well as prioritizing areas most in need of promotional focus.
  • Participates in the development of multi-million-dollar incentive and charter sales opportunities.
  • Work across organization with brand and market leadership teams to manage channel strategy globally. Develops distribution strategies to achieve brand profitability objectives. This includes leading the yearly market level budget planning process, ensuring there is a clearly defined actionable channel strategy for each market that is aligned with the brand's strategic direction, and driving performance and results.
  • Pursues ongoing operational and technology improvements within the Revenue Management and Commercial teams, including processes, procedures, systems, and tools.
  • Selects, leads and develops high performing teams responsible for developing, interpreting, and implementing complex pricing and inventory management actions.
  • 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 other job-related duties assigned by their supervisor or management.

Job Requirements


  • Bachelor's degree required with quantitative discipline focus preferred.  MBA or related discipline strongly preferred.
  • Minimum of eight years of experience in pricing, revenue management, financial analysis, commercial, e-commerce or closely related area required.  Travel and leisure industry background preferred.
  • Minimum eight years of experience supervising others at various organizational levels.

Knowledge and Skills: 

  • The ability to establish and develop long term relationships with both internal and external constituents will be a key to the success of the role.
  • Demonstrated ability to work in a team environment.
  • Superior leadership, collaboration and influencing skills.
  • Sound business skills to include sales and marketing knowledge, financial and quantitative skills, and superior problem solving and decision-making skills.
  • Excellent presentation skills and executive presence.
  • Sound financial management skills.
  • Ability to achieve results within budget and target deadlines.
  • Strong strategic thinking and planning skills including the ability to anticipate trends, situations or changing market conditions and take appropriate action on a timely basis.

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. RCL and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.

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