Director, Revenue Management & Analytics

Job Summary

Hong Kong Disneyland Resort (HKDL) is seeking a highly collaborative, data-driven leader to serve as Director, Revenue Management & Analytics (RMA).

Reporting to the Chief Financial Officer, the Director leads the team that integrates forecasting & planning, demand generation (with Sales and Marketing), and pricing, optimization, & inventory management across the theme park, hotels, merchandise, food & beverage, and priority access products (with Operations).

The RMA team owns the revenue plan within the Annual Operating Plan (AOP) and Long-Term Plan (LTP), identifies where growth will come from, and partners across the resort to deliver profitable, predictable growth in visitation and per capita spend. The team also informs long-term expansion – new attractions, hotels, and outlets – from a revenue perspective.

The Director is a culture champion who aligns commercial strategy with operational execution, so decisions are integrated, owned, and executed smoothly. The successful candidate combines high technical and commercial competence with a low-ego, collaborative approach that earns cross-functional buy-in and drives the business forward.

Responsibilities

Executive Leadership

• Lead and develop the team responsible for HKDL’s revenue management, pricing, and business forecasting strategy and execution across all driver revenue functions in HKDL including theme park, hotels, merchandise, F&B, access products, etc.
• Partnership: be the principal partner for leadership across commercial & operations on all things revenue & profitability; provide the organization with actionable insights that drive financial results while delivering on guest promises
• Collaborate with Consumer Insights to understand decision drivers, the impact of pricing on value perception, and optimize for cohort elasticities
• Culture building: facilitate a collaborative and inclusive culture that fosters trust across teams, constructive debate, and empowerment & ownership of the business
• Talent development: coach and guide a team of cast members to take a balanced approach to drive revenue and solve complex problems, one that is data-driven, commercially minded, and operationally pragmatic. Be the hub (with a deep bench) for analytical talent.

Forecasting & Planning

• Lead the near term and long-range revenue drivers planning process – Including the development of Annual Operating Plan and Long-Range Plan – by providing insight to future market demand, sales volumes and revenues.
• Develop and provide accurate near-term forecasts for theme park attendance, resort occupancy and revenue across all major driver revenue areas.

Demand Generation

• In partnership with Sales and Marketing, own the commercialization process that is responsible for driving visitation to HKDL
• Own the structuring and development of the go-to-market travel product, across all key markets & channels (marquee ticket pricing, hotel rate setting, promos and product bundles, etc.)

Pricing & Optimization

• Develop and drive HKDL’s near- and long-term pricing tactics based on business strategies, opportunities, market conditions, consumer insights and analytics.
• In partnership with Operations (Hotel, Merchandise, F&B, access products), develop clear and compelling pricing ladders and optimize yield and inventory of park products; be the key partner & liaison between commercial and operations teams

Qualifications

• Bachelor’s degree, MBA or Master’s degree in data science, economics, statistics or similar field is preferred
• 10+ years of progressive leadership experience in revenue management, pricing, forecasting/planning, or commercial analytics (theme parks, attractions, airlines, cruise lines, or similar tourism & hospitality analogs)
• Demonstrated ability to achieve persistent topline growth at scale (e.g. commercial scope $100M+)
• Strong quantitative toolkit and exceptional business acumen.
  • Proven experience using appropriate quantitative tools & techniques (demand/elasticity modeling, experimentation, etc.) to drive commercial outcomes  
  • Ability to quickly distill business opportunities and challenges into key drivers for multiple lines of business
  • Excels in identifying new areas of opportunity and growth
• Executive communication: skillful and impactful communicator who can deliver clear narratives and influence in a highly collaborative, matrixed organization; deliver presentations to senior executives with poise, confidence, and pragmatism  
• Proven ability to build relationships, trust and credibility. Exceptional influencing and collaboration skills with ability to integrate diverse and at times opposing points of view to desired resolution
• Authentic and inclusive leader who has a track record of developing people and leading a highly skilled, cross functional team
• Unquestioned ethics and integrity