SVP of Revenue Management

About Us:

Hornblower's passion is to provide amazing experiences on land and water. Our 40-year success through organic growth and acquisitions has resulted in a portfolio of over 25+ brands that welcome upwards of 30 million guests/riders annually. If you're an enthusiastic team player who thrives in an environment where communication, creativity, and cooperation are encouraged, this may just be the opportunity for you.

The Senior Vice President of Revenue Management serves on the leadership team and is responsible for the strategic planning, disciplined execution, and responsive tactics that drive the organization to achieve the key results. The role requires a collaborative, analytical, and results-driven leader with more than 15 years of experience developing and implementing successful growth and recovery strategies in a fast-paced and highly competitive environment with a proven history of improving profitability and quick decision-making. The candidate must have solid experience with implementing tools and processes to optimize yield, revenue, and EBITDA across multiple channels and pricing segments. The position leads, develops, and manages a team of nine, responsible for the pricing, reporting, analysis, scheduling, planning, communication, and innovation.

Key Responsibilities:

• Commercial Strategy: Architects the revenue strategy to achieve the organization's key results. Develops a clear plan that drives disciplined execution. Collaborates with other senior leaders to identify new opportunities to expand markets, offerings, channels, and consumer groups. Ensures financial optimization of business mix and asset utilization.
• Profitable Revenue Growth and Yield Optimization: Drives the organization's financial performance, leading a fast-paced trading environment and adapting tactics across the team to achieve the key results. Ensures the pricing strategy aligns with the organization's KPIs and revenue targets and ensures dynamic pricing recommendations support the financial objectives of the business. Understands the impact of competitor pricing and incorporate statistical modeling into existing tools.
• Leadership: Leads a high-performing team of strategists, analysts, and administrators. Aligns, motivates, and develops talents for effective collaboration, goal-focused execution, and longer-term succession planning. Ensures required tools for the team are developed and understood. Listens and adapts accordingly to feedback from the commercial team. Removes roadblocks to the team's success and celebrates wins.
• Market Positioning: aligns the revenue, pricing, and promotional strategy with the brand positioning and value proposition to differentiate the guest decision and inspire consumers to pay a premium.
• Performance Reporting and Analysis: Establishes the key performance indicators and targets for yield optimization. Makes fact-based decisions driven from timely and relevant insights and communicated through simple, standard, and structured processes that enable all commercial departments across the organization to react quickly to market conditions.
• Innovation: Sets a high standard for the organization and advocates for the transformation of both internal processes and tools to improve decision-making and create clarity across the organization.
• Relationship Management: Collaborate with Sales and Marketing on strategic agreements with external partners to improve financial performance. Ensure all arrangements have detailed implementation plans with disciplined execution and tracking of results.
• Allocate: Support and allocate resources for an effective organizational structure that balances process.
• Sales Operations: We're looking for an early-stage builder who can implement systems from scratch and adjust as the company's scales. Experience implementing and optimizing sales tools, platforms, technologies and systems including lead distribution tools, email tools, calling software, activity trackers, and more

Critical Metric Responsibilities:

• Revenue
• Revenue/Guest
• Occupancy
• Yield
• SG&A
• EBITDA
• ROIC
• NPS
• Market Share
• Employee Engagement
• Financial and Operational KPIs
• Channel, Segmentation, and Distribution KPIs

Requirements:

• 15+ years in Revenue Management in the travel and hospitality industry
• Bachelor's degree in finance, Economics, or Marketing. MBA preferred.
• Experience operating in a fast-paced Trading environment
• Strategic thinker
• Excellent communicator, both written and verbal
• Cross-functional planning
• Organizational design including development of KPIs
• Collaborative leadership style
• Influence on performance
• Experience leading dispersed teams of at least 10 people, ideally upwards of 20-30 people

The RESPECT Service System embodies Hornblower's mission, vision, values and operating principles. By creating a company culture that puts RESPECT at its core, we believe it will drive us to achieve our goal of becoming a Global Experiences and Transportation Leader.

EEO / Disabled / Protected Veteran Employer. Hornblower is proud to be an Equal Employment Opportunity employer. We offer equal employment opportunities to all qualified individuals and prohibit discrimination and/or harassment of any type, including but not limited to discrimination and or harassment based upon race, religion, religious creed, color, national origin, ancestry, citizenship, sex, sexual orientation, gender, gender identity, gender expression, age, pregnancy or relation medical conditions, childbirth, breastfeeding, parental status, veteran and/or military status, disability (physical or mental), medical condition, genetic information or characteristics, political affiliation, domestic violence survivor status, marital status, or other characteristics prohibited by federal, state, or local law. Additionally, as a federal, state, and local contractor, Hornblower complies with government regulations, including affirmative action responsibilities for qualified individuals, where and as they apply. The company also participates in the E-Verify program in certain locations.