Director Revenue Steering & Pricing

Job Overview

Job Responsibilities

• Lead the annual revenue budget and 3–5-year long-range revenue plan, incorporating cross-functional and market inputs.
• Own revenue driver planning across attendance, yield/per capita, pricing, channel and product mix, demand, capacity, and new asset growth.
• Develop revenue strategies aligned with business objectives, operating plans, and long-term commercial goals.
• Build baseline, upside, and downside scenarios covering demand, price elasticity, macroeconomic trends, competition, and new product launches.
• Deliver strategic modelling, sensitivity analysis, and demand forecasting to support executive decision-making.
• Lead pricing architecture and dynamic pricing strategy across all channels, products, packages, and seasonal demand periods.
• Design pricing frameworks including price ladders, rate fences, inventory thresholds, demand triggers, promotional guardrails, and approval workflows.
• Drive pricing science through elasticity modelling, willingness-to-pay analysis, conversion testing, cannibalization assessment, and profitability optimization.
• Ensure pricing models remain commercially relevant by integrating operational insights, macroeconomic trends, and AI-driven forecasting capabilities.
• Provide strategic recommendations on pricing, demand generation, capacity planning, inventory management, promotions, channel mix, and guest value proposition.
• Support investment decisions, partnerships, new products, packages, events, and commercial opportunities through feasibility studies and financial modelling.
• Evaluate market conditions, industry trends, competitor activity, and consumer behaviour to refine revenue strategies.
• Translate analytical insights into executive-ready presentations and recommendations for senior leadership and Board-level audiences.
• Partner closely with Commercial, Marketing, Finance, Operations, Digital, IT, Trade, Loyalty, and Ticketing teams.
• Ensure a single source of truth across forecasting, pricing, inventory, campaign planning, and revenue assumptions.
• Lead revenue steering forums, pricing councils, performance reviews, and governance meetings.
• Build strong stakeholder alignment across annual operating plans, long-range planning, pricing, promotions, and channel strategies.
• Develop dashboards and KPI reporting covering attendance, revenue, yield, forecast accuracy, channel profitability, product performance, margins, and pricing effectiveness.
• Conduct gap analysis, scenario modelling, revenue leakage analysis, and what-if simulations to identify growth opportunities.
• Establish a test-and-learn framework for pricing and packaging initiatives, including success metrics, governance, and post-implementation reviews.
• Lead, coach, and develop a high-performing Revenue Optimization team.
• Build organizational capability in pricing science, forecasting, AI-enabled revenue management, data visualization, and executive storytelling.
• Establish a Revenue Strategy and Dynamic Pricing Centre of Excellence with standardized methodologies, governance, and best practices.
• Foster a culture of accountability, collaboration, continuous improvement, and innovation.

Job Essential

• Bachelor or Master’s degree in Business, Economics, Industrial Engineering, Finance F&P, Statistics, Aviation, Pricing Science, Econometrics, Operations Research or a related quantitative discipline.
• Proven track record & strong commercial acumen with excellent understanding of commercial drivers within Theme parks, Museums, Airlines or revenue management environment and broader attractions, hospitality, leisure, travel or ticketed-entertainment environments.
• Exceptional verbal and written communication skills, with experience preparing strategic documents and presenting to C-suite and Board-level audiences with clear decision recommendations, trade-offs and financial implications.
• Advanced data analysis skills: Excel/VBA, SQL; powerBI, Python and ideally Tableau, cloud data platforms and revenue management / dynamic pricing tools or ticketing systems.
• Minimum 10+ years of progressive experience in management consulting, tourism management, commercial strategy, pricing, revenue management or forecasting/planning.
• 2+ year experience in senior revenue management or commercial roles ideally in a global organization with complex revenue structure including ownership of revenue strategy, pricing architecture, dynamic pricing, long-range forecast or commercial analytics teams.
• Demonstrated experience influencing executive decisions across pricing, promotions, packages, channel mix, inventory controls and budget assumptions.
• Strong commercial acumen with excellent understanding of commercial drivers within Theme parks, Airlines or revenue management environment, with confidence in managing budgets, forecasting & inventory management and translating them into a strategic revenue growth agenda.
• Dynamic pricing, pricing architecture, price ladders, rate fences, price elasticity, demand triggers, inventory controls, package/bundle economics, promotion guardrails and guest value perception.
• Long-range demand and revenue forecasting, planning, revenue driver trees, scenario modelling, sensitivity analysis and commercial due diligence.
• Ability to lead, coach, and motivate a high-performing cross departmental teams, including setting objectives and providing feedback while building analytical talent and a revenue strategy centre of excellence.
• Strategy frameworks and revenue best practices benchmarked against leading theme park, hospitality, airline and ticketed-entertainment revenue management models.
• Financial management, including budgeting and P&L oversight with direct linkage to pricing, demand, yield/per cap, margin and investment decisions.
• Project management principles and structured delivery tools for cross-functional pricing, data, digital and AI-transformation initiatives.
• Executive-level communication and presentation skills
• Cross-functional collaboration and leadership across Commercial, Digital, Finance, Operations, IT, Marketing, Trade, Loyalty and Ticketing.
• Data-driven decision-making, scenario planning, and structured problem-solving including experimentation, forecast reconciliation, model governance and post-launch value realization.
• Ability to navigate complex environments with multiple competing priorities.
• Designing and delivering C-suite and board-level strategic narratives that convert analytics into clear choices, risks, recommendations and implementation pathways