Riviera Travel
Senior Revenue Manager
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Role Purpose
Own trading performance for the Fixed Capacity portfolio — River Cruise and Ocean products, optimising yield and load factors within a fixed capacity environment. Ships and cabins are committed assets — once sold out or past their window, revenue cannot be recovered. This role requires disciplined, proactive revenue management: the ability to read booking curves early, make confident pricing decisions at pace, and avoid the twin traps of premature sell-out and unsold inventory.
What makes this role different
River Cruise and Ocean are not forgiving commercial models. The capacity is fixed, the cost base is largely committed regardless of occupancy, and the margin impact of getting it wrong is direct and immediate. You're not flexing supply — you're optimising a constrained asset. The best River Cruise revenue managers are part analyst, part trader, and part air traffic controller: constantly monitoring pace, making calls before the data is perfect, and staying disciplined when the temptation is to discount to fill.
Key Responsibilities
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- Own trading performance across all River Cruise and Ocean sailings — monitoring pace, load factors and yield on an ongoing basis
- Make proactive pricing and inventory decisions to optimise occupancy and revenue ahead of problems emerging
- Manage sell-out curves — balancing the risk of premature closure against the cost of unsold inventory
- Lead trading inputs into revenue meetings: clear, data-led recommendations with a point of view
- Work closely with the Capacity Manager to understand committed inventory, cost exposure and availability risk
- Ensure pricing strategy from the Pricing, Insight & Performance team is executed accurately and consistently in market
- Being fluent in both our own pricing and offering and how this sits vs competition with our trading markets
- Partner with Marketing on demand stimulation — identifying when and where promotional or campaign activity is needed to support trading and providing clear commercial briefs
- Consider loyalty scheme implications on yield decisions as the programme develops — understanding how loyalty customer behaviour affects booking patterns and revenue management levers
- Line management and day-to-day development of the Revenue Analyst and Capacity Manager within the Fixed Capacity vertical
- Identify structural demand risks or opportunities early and escalate with a clear recommendation
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Skills & Experience
- Proven experience in revenue management, yield management or commercial trading in a capacity-constrained environment
- Comfortable making confident decisions at pace with imperfect information
- Strong analytical instincts — able to spot patterns in booking data and act before the picture is complete
- Experience managing or coaching junior team members
- Effective stakeholder manager — able to work with Marketing, Product and Sales to drive commercial outcomes, and hold a position under pressure
- Proven experience of utilising Revenue management techniques and tools and ability to progress the capabilities of these
- Progressive use of AI is desirable but not a pre requisite
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