Senior Manager, Revenue Management

POSITION RESPONSIBILITIES:

• Own revenue performance for assigned ships and markets, establishing pricing and inventory strategies and ensuring timely execution.
• Manage, coach, and develop analysts, setting clear responsibilities, performance expectations, and decision-making guidelines.
• Translate revenue targets into actionable market and sailing plans, prioritizing the highest-impact risks and opportunities.
• Monitor performance against budget, forecast, prior year, and booking curves, identifying changes in demand and directing corrective actions.
• Oversee category pricing, availability, selling limits, nesting, guarantee inventory, and occupancy controls to maximize total sailing revenue.
• Manage pricing relationships across cabin categories, departure dates, and comparable itineraries, responding to market conditions while maintaining a consistent pricing approach.
• Direct tactical offers and targeted discounts, evaluating incremental demand, revenue dilution, and opportunities to reduce promotional support as performance improves.
• Lead regular portfolio reviews, challenging assumptions, assigning clear actions, and evaluating results.
• Assess demand forecasts and revenue management system recommendations, investigate exceptions, and provide feedback to improve their commercial application.
• Develop initial pricing and inventory strategies for new deployment based on historical performance, seasonality, itinerary characteristics, and competitive supply.
• Partner with Sales, Marketing, Revenue Operations, Guest Services, and other stakeholders to align commercial support with sailing needs and resolve execution issues.
• Present portfolio performance, emerging risks, opportunities, and recommended actions to senior leadership, explaining expected outcomes and key trade-offs.
• Lead the use of AI tools to support analysis, reporting, scenario modeling, and process automation, ensuring outputs are validated and company data is handled appropriately.
• Improve reporting, analytical tools, and recurring processes to strengthen decision-making and increase team productivity.
• Define business requirements and support testing for enhancements to pricing, inventory, and revenue management systems.
• Build team capability through training, coaching, knowledge sharing, and consistent revenue management practices.
• Lead special projects and cross-functional initiatives, and perform other job-related functions as assigned.

KNOWLEDGE & EXPERIENCE:

EDUCATION:

• Bachelor’s degree in Business, Economics, Finance, Mathematics, Statistics, Management Science, or a related analytical field, or an equivalent combination of education and relevant experience.
• Master’s degree in a related field preferred.

EXPERIENCE:

• Minimum six years of progressive experience in revenue management, pricing, inventory management, or a related analytical discipline, including at least three years of people management experience with responsibility for coaching, performance management, and employee development.
• Demonstrated accountability for commercial performance and delivery of business results.
• Experience developing and implementing pricing and inventory strategies, evaluating results, and presenting recommendations to senior leadership.
• Experience in the cruise, travel, hospitality, or leisure industry preferred.

KNOWLEDGE & SKILLS:

• Strong commercial judgment and understanding of pricing, demand forecasting, inventory controls, customer segmentation, and revenue optimization.
• Ability to connect portfolio strategy with sailing-level execution and prioritize decisions with the greatest revenue impact.
• Strong leadership, coaching, and performance management skills, with the ability to build accountability and develop independent decision-makers.
• Strong analytical and problem-solving skills, including the ability to challenge assumptions and translate complex data into clear commercial actions.
• Advanced Excel skills and proficiency with business intelligence tools, such as Tableau or Power BI; SQL and data querying skills preferred.
• Ability to apply AI tools to analytical and management workflows, validate outputs, understand their limitations, and guide effective team adoption.
• Ability to evaluate trade-offs between occupancy, achieved price, promotional investment, and remaining inventory.
• Excellent communication and influencing skills, including the ability to present recommendations and secure alignment across functions.
• Ability to manage competing priorities, make timely decisions with incomplete information, and escalate material risks appropriately.
• Strong attention to detail and ability to establish controls that support accurate and consistent execution.
• Familiarity with reservation and revenue management systems; Seaware or comparable cruise systems preferred.