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Commercial Planning Manager, Latin America & Caribbean

 Position Summary:

The Commercial Manager role’s primary responsibility is the planning, forecasting, and reporting of key channel activity. This includes trade booking and revenue performance as well as sales and marketing investment, trade commissions, incentives, and sales expenditure (including Co-op expenditure).


The role provides critical commercial support to the market leaders and channel owners regarding strategies and investment decisions to ensure the maximization of guests and revenue for the Royal Caribbean brand in Latin America and the Caribbean. This will involve the development of robust business cases to support proposed strategies/investments together with appropriate financial analysis


The role also has responsibility for developing and maintaining performance and insight reporting for market leaders and channel owners, working closely with the International Sales Planning function to ensure the integrity of all commercial performance reporting.





Essential Duties and Responsibilities 


  • Commercial Planning and Analysis:
    • Sourcing and Track Updates
    • Collaborate with Revenue Management, Sales and Marketing to develop volume and yield objectives and ensure these are achieved.
    • Work with Sales channel owners to form a strategy, review and interpret business performance, and provide guidance on adjustments to sourcing and tracking, as well as on activities and promotional plans for the trade channel
  • Annual and Quarterly Planning
    • Manage and own the Commercial Annual Operating Plan process, collaborating with Revenue Management, Sales and Marketing to set the strategy and tactics for the Market to exceed its annual operating plan and grow the APD of the region, integrating sales, marketing, PR, Revenue Management, and call center in LACAR.
    • Work with channel owners to align on distribution strategy (shares, booking windows), as well as annual, quarterly and long-term commercial business plans.
    • Manage and own the annual operating plan for the Trade Channel/Sales function, collaborating with Revenue Management, Sales and Marketing to determine the annual performance targets for the trade channel including volumes, APDs, Cost of Sale and sales expenditure.
    • Work with local commercial/sales/finance team to build trade agreement contracts, developing quarterly targets for travel agent commission, overrides and trade incentives
    • Work with Sales and Finance to distribute budget based on targets set
  • Co-Op & Sales & Marketing:
    • Work with sales teams to develop Monthly Co-Op and Sales and Marketing Activity Plans; Gather and review monthly market plans, confirming if it ties to forecast, focus of activity (product), type of activity, and top partners. Split S&M and Co-Op.
    • Develop Market activities calendar at a glance vs. track forecast expectations with promo calendar overlay (highlight key activities, holidays, project deadlines)
    • Perform Co-op and Marketing investment ROI analysis.  Present key insights to channel owners and the leadership team. Identify trends, issues, and areas for growth and general recommendations for the Commercial team to implement. Work with sales to develop the next period's sales activities
  • Override & Sales Incentive Pay-outs:
    • Oversee and report on weekly / monthly/quarterly/annual of performance to goal, travel agent commission, incentive targets and commission overrides (based on automated reporting provided by International Reporting and Analytics)
  • Strategic Planning:
    • Work with Sales Planning and Market Leadership to develop long-term market strategy, taking ownership of market sizing, market/economic/political trends, performance analysis, capacity and deployment analysis.
  • Other:
    • Lead various commercial projects that are focused on driving improved trade channel performance, new ways of working with our trade channel partners, changes to our distribution models, among others.


Performance Reporting & Insights:

  • Sales Performance & Performance against Track
    • Review performance against dynamic track on a weekly basis and provide insights into major drivers of performance across channels, such as web visits and bookings, CO performance, trade partner performance, including FIT performance, market context, promo performance, etc.
    • Work with the International Reporting and Analytics team in the development of automated sales reports.  Provide guidance on market and trade partner specifics.
    • Oversee weekly reporting and commentary on market, product, channel and individual top trade partner performance against track and week over week, as well as progress to quarterly/ annual targets. Identify trends, issues, and areas for growth and general recommendations for the Commercial team to implement
  • Weekly Commercial Performance / Performance against Targets
    • Work with International Reporting and Analytics to develop market commercial reports.  Provide guidance on market commercial terms and nuances.
    • Gather and provide commentary on market, product, channel and individual top trade partner performance against targets and week over week, as well as progress to quarterly/ annual targets. Identify trends, issues, and areas for growth and general recommendations for the Commercial team to implement
    • Produce and present sales analytics and recommendations to support strategic decisions.
  • Channel Strategy and Trading
    • Work with Sales to develop trade strategy and tactics, based on insights into channel and trade partner performance, performance by market, including competitive landscape, S&M activities, promo performance, proposed actions, and any support needed by RM / Marketing or other. Identify and own next steps for approval and execution (business cases, requests to RM, promo requests, etc).
    • Develop of business cases to support strategies and investment proposals, including financial impact
    • Prepare presentations for Monthly International Trading and Ad Hoc Commercial Strategy Sessions
    • Liaise with Web and CO channel owners to ensure channel strategies are aligned in terms of timing, focus, products, etc.






Qualifications, Knowledge, and Skills:

  • Bachelor’s degree in business or finance-related topic
  • 7 or more years in an analytical, commercial or similar role
  • Revenue Management experience preferred
  • Proven experience leading a team
  • Experience gained within the travel industry is preferred
  • Senior stakeholder management experience

Key Relationships

  • International Reporting and Analytics
  • Sales, Latin America & Caribbean
  • Revenue Management
  • Marketing
  • Trade Support
  • Finance 


Nearest Major Market: Miami

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