Director of Revenue Management, Trafalgar River Cruises

Description:

JOIN US - HELP PEOPLE TRAVEL BETTER

Our purpose is simple yet powerful: to enrich lives by connecting people and places. We believe that travel broadens perspectives, sparks joy and brings the world closer together. With our customers at the heart of everything we do, we are committed to Making Travel Matter for people, the planet, and wildlife—and we know that when travel is shared, it becomes more human, more accessible, and more joyful.

We are explorers, creators, and problem-solvers. We believe that great ideas demand great execution, and that travel should always be fun. Above all, we know that our people make the difference.

We live our values every day—leading the way, exploring together—with a spirit defined by courage, grit, entrepreneurship, transparency, enthusiasm, and the power of One Team.

If you thrive in a fast-moving environment, welcome new ideas, and are inspired by helping others discover the world, then you’ll feel right at home with us.

POSITION SUMMARY

The Director of Revenue Management is responsible for establishing and leading the revenue management function for Trafalgar River Cruises. This role owns pricing, inventory, and yield strategy for the river cruise portfolio, ensuring we maximize total revenue and contribution across all channels and markets.

Working in close partnership with Deployment Planning, Product, Finance, Sales, Marketing/D2C, and our operational partner (Uniworld), this role sets the commercial strategy for pricing, yield, promotions, and onboard revenue while ensuring Trafalgar River Cruises is positioned competitively and profitably.

As we build our in-house river capability, this role will be instrumental in designing revenue management processes, tools, and reporting frameworks that align with our new functional operating model.

KEY RESPONSIBILITIES

Revenue Strategy & Leadership

• Build and lead the river cruise revenue management function, establishing best-practice processes, governance, and tools.
• Develop and deploy comprehensive pricing, yield, and inventory strategies for all sailings, cabins, itineraries, markets, and distribution channels.
• Partner with Deployment Planning to align pricing strategies with capacity planning and fleet deployment.

Pricing, Inventory & Yield Management

• Own fare-setting, cabin category pricing, promotional strategy, discounting guardrails, and override governance.
• Manage daily and strategic inventory decisions, including cabin optimization, holds, allotments, and over/under-allocation across channels.
• Ensure accurate and timely setup of products, pricing, promotions, and offers across all systems.

Forecasting & Performance Analysis

• Build accurate and dynamic demand forecasts by sailing, itinerary, region, and channel.
• Analyze market trends, competitive pricing, pace, and historical performance to make informed revenue decisions.
• Create and maintain dashboards to track load factor, revenue per guest, yield, pace, and promotional effectiveness.

Cross-Functional Collaboration

• Partner with Sales and D2C Marketing to ensure pricing and offers align with channel strategy and revenue goals.
• Work with Product, Operations, and Uniworld to ensure the commercial plan reflects guest value, cost structures, and operational considerations.
• Collaborate with Finance on budgeting, forecasting, and performance reporting.

Onboard Revenue

• Develop and oversee the onboard revenue strategy, including excursions, drinks packages, experiences, retail, and future concessions.
• Set targets, monitor performance, optimize offer design, and maximize ancillary attachment.

Requirements:

ROLE SUCCESS CRITERIA

• Load Factor Targets: Achieve and exceed LF goals by sailing, itinerary, and season.
• Net Yield Growth: Deliver year-over-year improvement in net revenue per guest.
• Revenue Mix Optimization: Drive ancillary and onboard revenue contribution (excursions, air, pre/post).
• Pace-to-Target Performance: Hit booking pace milestones for all key sailings and commercial periods.
• Promotional Efficiency: Reduced reliance on discounting while maintaining revenue and LF goals.
• Forecast Accuracy: Deliver predictable and reliable revenue and LF forecasting.
• Channel Contribution Management: Balance revenue objectives across Trade, D2C, and international markets.

KEY INDIVIDUAL TRAITS

• Collaborative: Builds strong relationships and works cross-functionally with a consultative, co-creative approach to influence and align others in a fast-paced environment.
• Boldness: Approaches tasks and decisions with confidence and a proactive mindset, willingness to speak up and challenge the status quo.
• Attention to detail: Carefully reviews work to ensure accuracy, quality, and completeness. Adheres to rules and procedures.

YOUR EXPERIENCE AND EXPERTISE

• 8–10+ years of progressive experience in revenue management or yield management, ideally within cruise, travel, or hospitality.
• Demonstrated success building or transforming a revenue management function.
• Experience managing pricing and inventory in a multi-channel, multi-region environment.
• Strong commercial acumen with proven results delivering revenue, yield, and LF targets.
• Experience collaborating with Sales, Marketing, Product, and Finance in a matrixed or functional org.
• Highly analytical mindset with advanced ability to interpret complex data sets.
• Strong leadership skills with the ability to influence cross-functional partners.
• Expert-level understanding of pricing strategy, demand forecasting, and yield optimization.
• Excellent communication skills with the ability to present insights and recommendations clearly to senior leadership.
• Detail-oriented, structured, and comfortable in a fast-paced, high-growth environment.
• Revenue management platforms (cruise, hospitality, or travel RM systems).
• Salesforce CRM.
• Power BI and Advanced Excel (pivot tables, modeling, automation).
• Microsoft Office Suite (PowerPoint, Outlook, Word).
• Experience with digital commerce, dynamic pricing, or modern Revenue Management tools is preferred.

TRAVEL & OTHER REQUIREMENTS

• Work Location: Costa Mesa, CA (Hybrid) or Remote (U.S. Eligible). We are open to candidates who can work in a hybrid schedule from our Costa Mesa office or fully remote within the U.S. for the right fit.
• Travel: International travel required - up to 10% domestic and international travel (ship visits, product reviews, supplier/partner meetings).