Revenue Management

Luis Diego Zúñiga

***** ** ** **. *******, FL ***27

Mobile: 786-***-**** ********@*****.***

PROFESSIONAL EXPERIENCE

Royal Caribbean International – Miami, Florida

Director, Revenue Management 2014- 06/15

Responsible for the development and implementation of Pricing and Revenue Management Strategies to maximize revenue across all international markets (18 international offices, $2.2B US Dollars in Revenue) as well as the required synergies between Revenue Management, Marketing and Sales to achieve results. Headed a team of 26 individuals in total.

Responsible for overseeing the development of new reporting for both high level business performance and exception reporting. Both key for reacting to market conditions in a timely manner.

Q1 2015 Revenue Budget was met. Q2 2015 Revenue Budget is on target to hit revenue expectations.

Eulen America – Miami, Florida

Director, Pricing & Contract Administration 2012- 2014

Responsible for developing and implementing Pricing and Revenue Management strategies across all divisions in the company to achieve Revenue Target.

Responsible for developing Revenue Performance Analytics as well as KPIs to identify and aggressively pursue revenue opportunities and address potential challenges in a timely manner.

Head of a department of 6 direct reports and 8 indirect reports across the US and the Caribbean responsible for $95 Million Dollars in Revenue for 2014.

Responsible for Contract Negotiation and Administration to ensure Revenue Performance and Profitability at the contract level.

Improved overall bidding response processes to achieve greater response volume and contract award ratios. In 2014, the bid response volume went from 12 per year to 125 with a 27% award ratio and no overhead cost increase.

In 2013 Eulen America exceeded revenue goal by 15% and 2014 exceed revenue budget by 7% Spirit Airlines – Miramar, Florida

Manager, Revenue Management 2006-2012

Responsible for the development and implementation of Pricing and Revenue Management Strategies in order to achieve revenue maximization for the company (1.2 Billion US Dollars in Revenue).

Responsible for Market Analysis processes to easily identify strategic opportunities in order to set up pricing hierarchy and inventory levels accordingly.

Responsible for the development of exception reporting for both Pricing and Revenue Management in order to react to market conditions in a timely manner.

2010 Revenue Budget was exceeded by 14% overall.

2011 Total Operating Revenue increased to $289.9M or 37.1% to $1.1B on a YOY basis

2012 1Q Operating Revenue increased to $301.5M or 29.6% on a YOY basis Spirit Airlines- Miramar, Florida

Manager, Marketing Latin America

Responsible for business development in Latin America while utilizing cost-effective strategies for both interactive and traditional marketing channels.

Responsible for proactively interacting with the PRM team in order to provide feedback for Latin American markets and suggest possible strategies to be implemented so revenue generation may be improved. Feedback is provided for all market segments utilizing revenue analytics and performance metrics (After 6 months absorbed US Domestic Marketing also).

During this period, the advertising cost decreased by 20% for domestic markets and 80% for international markets through market targeted campaigns. As a result, the Average Load Factor increased by 8%, online business improved by 58% and revenues increased by 61%.

Absorbed added responsibilities as Interim Ancillary Revenue Manager overseeing the Free Spirit Loyalty Program, the $9 Fare Club and Credit Card Products growing revenue by 52% YOY to 27M for 2010.

Spirit Airlines – Miramar, Florida

Manager, Revenue Strategy & Pricing

Responsible for developing and implementing Strategic and Tactical Pricing based on market conditions and elasticity.

Responsible for identifying opportunities for analytical improvement focusing on Pricing while developing the reports and / or analytics necessary to ensure the success of the department.

Responsible for the development and implementation of new processes. Automation of such is a big piece in this area to ensure success through increased efficiency due to existing technology challenges.

During this period the Revenue Budget was exceeded by 15% on average. Carnival Cruise Lines – Miami, Florida

Manager, Pricing & Operations 2001-2006

Responsible for strategic analysis and pricing analytics. Reviewed all promotional campaigns and recommended measures to enhance future revenue opportunities. Analyzed company-wide initiatives to ensure maximization of revenue. Implemented new promotional programs that enhanced revenue opportunities. (3rd & 4th Occupancy optimization).

During this period the revenue performance of key programs was improved through market segmentation by offering timely pricing recalibrations based on market requirements.

New and innovative strategies were put in place to improve the revenue performance of specific programs. Such strategies resulted in10% revenue increase YOY.

Achieved significant improvements on departmental efficiency through automation of processes and analytics improvement / streamline.

Carnival Cruise Lines – Miami, Florida

Senior Analyst, Revenue Management

Responsible for creating revenue and profitability action plans for multiple products, developed and implemented strategic pricing and inventory management actions in order to maximize net ticket revenue yield.

During this period performed multiple strategic pricing, pricing recalibration and air add-on analyses and successfully implemented recommended actions to improve the product’s performance and the overall revenue performance of the company.

Developed and implemented multiple tools to improve the day-to-day data collection process.

Developed and improved a series of reports in order to make the decision-making process easier through automation, data quality and making the information available. Carnival Cruise Lines – Miami, Florida

Analyst, Revenue Management

Responsible for the revenue performance of specific products thorough analysis, proactive inventory control and timely pricing actions.

During this period, the involved products exceeded expectations under heavily competitive market conditions due to soft economy.

Contributed to the development of tools and reports to streamline manual processes increasing the efficiency of the department.

Sabre – Euless, Texas

Analyst, Customer Support 2000-2001

Responsible for providing assistance and/or guidance to SABRE customers on system resources overall but focused on revenue optimization applications.

During this period developed and successfully implemented performance measurement procedures and tools to improve turn-around time to customers and, therefore, the efficiency of the area.

TACA International Airlines – San Salvador, El Salvador Manager, Revenue Management 1997-1999

Responsible for complete reorganization of the Revenue Management Department to better optimize resources and improve efficiency of analysts.

Headed a brand new team of 8 analysts who joined Revenue Management as a result of the reorganization.

Improved revenue results for 1999 by 12% compared to same period on a year over year basis. While exceeding that same year’s revenue budget by 5%. LACSA Airlines – San Jose, Costa Rica

Manager, Yield Management – Revenue Management 1994-1997

Responsible for the overall revenue performance of the company while overseeing Inventory Control, Pricing and Schedules Implementation for North, South, Central America and the Caribbean.

During this period LACSA cash flows went from net negative to positive through the proactive interaction between Sales, Marketing and Operations lead by Revenue Management at the time of developing and implementing revenue strategies.

EDUCATIONAL BACKGROUND

Universidad Internacional de las Americas, San Jose, Costa Rica Two years in Business Administration.

Fully Bilingual English - Spanish

Revenue Management Systems – PROS & AIRMAX

Data Base Management – BRIO

GDS - SABRE, Navitaire & TASAR

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