Revenue Science Manager

Overall Purpose of Role:

Deliver quantifiable business value through the application of advanced operational research, modelling and analytical techniques. The Revenue Science Manager will materially improve the accuracy and frequency of the demand forecast driving improved and more frequent price and inventory decisions to optimize net revenue and profitability. Through coaching and development, the Revenue Science Manager will raise the general analytical skill base across the wider team.

Main Activities and Responsibilities:

• Champion the role of science in advancing their revenue management capability across the business and at the appropriate level so that it is fully understood by all – help the layperson understand a highly complex field.
• Apply and adapt knowledge and experience of theoretical, mathematical concepts to develop advanced modelling and analytics to maximize net revenue and profitability.
• Use advanced modelling and analytic capability to produce timely and accurate demand forecasts. Demand forecasts will incorporate (but not be restricted to) models for: price elasticity; booking materialization, cancellation and retention; un-constraining techniques and cruise segmentation.
• Initially use SQL, R and other ‘Open Source’ tools to build out capabilities and gain support and business case justification for more advanced analytical tools as appropriate.
• Develop testing methodology to ensure models remain statistically significant. In a highly dynamic environment, models should continuously evolve and learn to ensure demand forecast accuracy.
• Balance ‘art’ and ‘science’ and adapt systems and models over time based on observed behaviors.
• Work with Decision Support to feed advanced analytics into existing booking curve functionality and associated system of alerts. Recommend developments to existing tool set to further advance the revenue optimization capability.
• Further advance the capability to provide revenue management decision makers with daily, optimized price and inventory recommendations. Work with relevant stakeholders to build out the automated application of price based on agreed business rules.
• Adapt the modelling and analytic capability to provide guidance and set up parameters for launch. To include pricing and inventory limits and alarms where appropriate.
• Work closely with the Strategic Planning & Pricing team to support the evolution and implementation of the pricing strategy and architecture.
• Work closely with the Revenue Automation team to develop strategic and automated capability.
• Support wider revenue management needs through advanced modelling and problem solving techniques that support strategic direction.
• Develop ROI metrics to quantify value of enhanced capability.

People Management/Coaching/Development/Resourcing:

• Play a key role in raising the general analytical skill base across the wider Revenue Management through individual and team coaching and development.
• Work closely with Southampton University to develop a source of talent and use summer project opportunities to further develop COSTA revenue science capability.
• Work closely with the COSTA Commercial team to enhance understanding and support for revenue science. Embed new approach, thinking and capability across the team.

General Responsibilities:

• Represent Commercial in the strategic development and implementation of revenue science.
• Drive the strategic delivery of revenue science to fit and influence the COSTA business model.
• Corporate contact for all things associated with revenue science.
• Represent commercial on COSTA and CORP initiatives, where appropriate.
• Responsibility for business case compilation in respect of revenue science securing appropriate development funding.

Customer Responsibilities (Internal & External Customers):

• Use relationship management & stakeholder engagement skills to influence customers. Working closely with Commercial Finance will be essential to gain support for, understanding and development of, their advanced capability.
• Identify and develop strong relationships with peers within Commercial, across COSTA, sister OC’s and the wider Carnival Corporation and actively seek ways to improve individual and department performance based on stakeholder feedback.

Technical (including systems) and/or Professional Responsibilities:

• Establish and maintain an active external network to keep abreast of (and communicate) latest developments in operational science and its application to revenue management in cruise (both within Costa and across the Carnival Corporation).

Other Responsibilities:

• Develop strong relationships with technology business partners.
• Work closely and develop strong relationships with overseas commercial teams. This will require self/team joining international conference calls at the appropriate times and often out of standard office hours.

HESS Responsibilities:

• Lead by example by taking care of the health and safety of yourself and others.
• Report all accidents, ‘near miss’ incidents and work related ill health conditions to your manager/supervisor/team leader.
• Follow safety rules and procedures.
• Use work equipment, personal protective equipment, substances, and safety devices correctly.
• Take part in safety training & risk assessments and suggest ways of reducing risks.
• Appoint shore side risk assessment subject matter experts as required to review and approve ship risk assessments.
• Actively promote safe working within your team and encourage safe behaviors.
• Demonstrate safety leadership in accordance with their Elev8 safety behaviors.

General Responsibilities:

• Adheres to Corporate Policies and Procedures, including Code of Conduct, Audit Procedures and any control related responsibility for financial data entered, stored, or reported via business systems within employee’s control (list not exhaustive).
• To undertake ad hoc duties as required.

Other Features of Job (travel, hours of work, working conditions etc):

• Monday to Friday – standard working hours
• Costa conditions apply

Location: Genoa (Italy) Offices

PERSONAL SPECIFICATION:

Education, Qualifications  & Training:

Essential:

• Mathematical sciences or related degree with postgraduate in operational research, applied statistics or similar.

Desirable:

• PhD in revenue management, system dynamics or associated discipline would be an advantage.

Job Requirements

Experience:

Essential:

• Evidence of applying complex mathematical modelling to resolve practical business problems.
• Understanding of pricing systems and revenue management principles.
• Strong analytical and commercial experience and evidence of improving business performance.
• Exposure to demand forecasting techniques.

Desirable:

• 2-3 years revenue consulting experience.
• Experience of managing perishable inventory. For example: airline, rail road, car rental, hotel, container shipping, etc.
• Specific cruise experience and working knowledge of cruise competitor activity.

Work Based Competencies:

• Strong written and oral communication skills and capable of influencing senior management.
• Strong aptitude for analytical concepts and ability to articulate the application of science across the business.
• Operational Research, statistical software/packages/tools, SQL, R, power pivots.
• Highly numerate with strong analytical skills and the ability to interpret and communicate findings.
• Experience of managing competing priorities effectively, prioritizing workload to meet required deadlines.
• Strong planning and organizational skills.
• Exceptional attention to detail and accuracy.
• Capable of building strong positive relationships with key stakeholders.

Behavioral Competences:

• A leader - ability to provide vision, strategic thought and motivation.
• A developer of people and a team player – including raising the analytical skill base across the team.
• Passion for liaising, influencing, working with and guiding other people and teams.
• Very strong commercial acumen.
• Self-motivated and self-directed/Proactive/Disciplined/Dynamic/Passionate.
• Highly productive and unrelenting drive to move department forward – a driver of change.
• Active and confident communicator, comfortable dealing with people at all levels within the business.
• Innovative and Creative in sourcing solutions.
• Outstanding customer service attitude