SENIOR ANALYST, PRICING & SAILING MANAGEMENT
JOB SUMMARY:
Responsible for maximizing net ticket revenue across an assigned portfolio of ships and sailings through integrated pricing, inventory management, and demand analysis. Own sailing performance, identify risks and opportunities, and implement actions that balance occupancy, achieved price, and remaining demand. Support Norwegian’s annual ticket revenue goals through proactive decision-making and collaboration with commercial partners.
POSITION RESPONSIBILITIES:
- Own pricing and inventory performance for assigned ships and sailings, taking accountability for identifying issues, implementing actions, and monitoring results.
- Develop and execute revenue management strategies based on booking trends, demand forecasts, remaining inventory, competitive positioning, and revenue targets.
- Monitor performance against budget, forecast, prior year, and booking curves, identifying changes in booking pace, yield, occupancy, and category mix.
- Manage pricing and inventory together, including category availability, selling limits, nesting, guarantee inventory, and occupancy controls, to maximize total sailing revenue.
- Evaluate pricing relationships across cabin categories, departure dates, and comparable itineraries to maintain a clear and effective pricing structure.
- Recommend and implement tactical offers, targeted discounts, and availability changes, assessing incremental demand, revenue dilution, and the opportunity to reduce discounts as performance improves.
- Use revenue management system recommendations alongside market knowledge and analysis to inform decisions, investigate exceptions, and provide feedback on system performance.
- Assess the impact of pricing and inventory changes, using results to refine future actions and improve decision-making.
- Develop initial pricing and inventory strategies for new deployment, considering historical performance, itinerary characteristics, seasonality, and competitive supply.
- Partner with Sales, Marketing, Revenue Operations, Guest Services, and other teams to align commercial support with sailing needs and ensure accurate execution.
- Present clear performance updates, recommendations, and action plans to leadership, explaining expected outcomes and key trade-offs.
- Use AI tools to support analysis, automate recurring tasks, develop reports, and improve pricing and inventory decisions, validating outputs for accuracy and applying business judgment.
- Improve reporting, analytical tools, and recurring processes to increase efficiency and support timely decisions.
- Support system enhancements by defining business requirements, testing changes, and validating pricing and inventory functionality.
- Train and mentor analysts, share market insights, and contribute to consistent revenue management practices across the team.
- Support special projects, ad hoc analysis, and 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 three years of experience in cruise line revenue management, pricing, inventory management, or a related analytical role.
- Experience independently managing business performance, translating analysis into decisions, and evaluating results.
- Experience in the cruise, travel, hospitality, or leisure industry preferred.
KNOWLEDGE & SKILLS:
- Strong analytical and problem-solving skills, with the ability to translate complex data into clear, actionable recommendations.
- Understanding of pricing, demand forecasting, inventory controls, customer segmentation, and revenue optimization.
- Advanced Excel skills, including complex formulas, pivot tables, and scenario analysis.
- Proficiency with business intelligence and reporting tools, such as Tableau or Power BI; SQL and data querying skills preferred.
- Ability to use AI tools to improve analytical productivity and decision-making, with an understanding of their limitations and appropriate handling of company data.
- Ability to evaluate trade-offs between occupancy, price, promotional investment, and remaining inventory.
- Sound judgment and confidence making
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
