Mgr, Onboard Revenue RCI

1 month ago

Miami, United States Royal Caribbean International Full time

Journey with us Combine your career goals and sense of adventure by joining our exciting team of employees. Royal Caribbean Group is pleased to offer a competitive compensation & benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

Position Summary:

Responsible for profitable revenue generation of our Vendor Accounts and meeting/exceeding revenue targets.  Work closely with Director of Hotel Performance to develop strategies and plans that grow profitable business throughout our fleet.  Oversee the execution of Sales and Marketing activities between Royal Caribbean International and our vendor accounts. Communicate with other departments for support of strategies and initiatives. Establish and build strong relationships within the assigned Royal Caribbean Vendors.  Build strong internal relationships which will support a need for overall business knowledge to enable successful implementation of new programs onboard our fleet.

Essential Duties and Responsibilities:

  • Work with brand OBR, operational, and finance teams to set monthly, annual, and quarterly targets related to assigned accounts.
  • Manage and monitor account and ship performance against targets, forecast, and contractual minimums, identifying drivers and risks.
  • Establish, build, and maintain global relationships with assigned Royal Caribbean Vendor Accounts.
  • Negotiate Onboard Revenue contracts for assigned accounts to attain revenue/growth goals.
  • Manage account performance to exceed Onboard Revenue growth target for the division.  
  • Work with partners to review channel, product, pricing, promotional, and sq ft performance.
  • Generate innovative ideas which will bring new business development to Onboard Revenue.
  • Evaluate and identify revenue generating opportunities and the sourcing/mix of revenue to grow our most profitable channels. Identify and assess opportunities to accelerate App revenue growth.
  • Oversee implementation of initiatives related with assigned account.
  • Directly influence staffing, coaching, sales development, rotations, performance evaluation for revenue partners that are onboard to ensure top quality employees are representing Royal Caribbean International’s best interest.  
  • Provide day to day operational support to each vessel in the Royal Caribbean fleet for all areas overseen by this position.
  • Translate Royal Caribbean International corporate marketing and strategic direction to revenue partners and assists partners in creating initiatives and projects to support these goals.
  • Work with our revenue partners in conjunction with our newbuilding department to design operational space concepts and layouts for new and revitalized ships within our fleet.  Leverage business analysis to influence newbuild and revitalization concept/design/allocation.
  • Oversee Marketing & Revenue Managers for Royal Caribbean fleet; this includes hiring, training, scheduling, target setting as well as evaluating ship and individual performance. 
  • Interact regularly with all levels of our partners organization (from Presidents to Managers) as well as all levels of shipboard and shoreside management.
  • Managers will be required to perform any other job-related duties assigned by their supervisor or management and may cover any revenue partner account during their tenure. Will be required to manage and supervise minimum of two vendor accounts at one time.

Knowledge and Skills:

  • Must have the natural ability to inspire and motivate a largely remote teams around the world.  
  • Must be a leader that others want to follow and learn from. 
  • Must have excellent written and verbal communication skills. 
  • Must have strong executive presentation skills. 
  • Must have strong negotiation skills.
  • Must have demonstrated tenacity and the ability to promote a strong unified team environment. 
  • Must have demonstrated tenacity and the ability to promote a collaborative environment. 
  • Must be able to build relationships with decision-makers of all operational areas, as well as the team both onboard and shore side. 
  • Must be knowledgeable in shipboard operations and procedures and services relative to competitors. 
  • Must be creative, enthusiastic, and always willing to go above and beyond what is expected to exceed customer expectations. 

Qualifications and Education:

  • 5 years outside Sales, Marketing and/or Revenue experience required; Travel industry preferred.
  • 3 years of Hotel Operations experience required (Travel industry preferred)
  • Bachelor s degree required in related field required.  Master s degree preferred.
  • Must be able to travel for 3-10 days at a time.
  • Proven success in sales relationships with top producing accounts.
  • Established success and advanced proficiency in the core competencies.

Financial Responsibilities:

  • Support Revenue for concessionaire accounts of over $200 Million.
  • Ability to set and track financial goals for your accounts weekly.

 Physical Demands:

The physical demands described here are representative of those requirements employees must meet to perform the essential functions of this job with or without reasonable accommodations.  While performing job functions the employee is regularly required to sit, stand, write, review and type reports, compile data, operate a pc, communicate, listen, and assess information. The employee may move about the office complex, may travel to other office locations, and may lift, push, pull or move 10 - 15 pounds. Visual requirements include distant, close and color vision, and ability to adjust focus.  

Work Environment:

Ability to work in a fast-paced office environment and manage multiple projects and priorities. The environment includes work inside/outside the office, possible travel to other offices, as well as possible domestic, international, and shipboard travel.

 We know there's a lot to consider. As you go through the application process, our recruiters will be glad to provide guidance, and more relevant details to answer any additional questions. Thank you again for your interest in Royal Caribbean Group. We'll hope to see you onboard soon.

It is the policy of the Company to ensure equal employment and promotion opportunity to qualified candidates without discrimination or harassment on the basis of race, color, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. Royal Caribbean Group and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.

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