Manager, Casino Partnerships

Position Summary:

The Casino Partnership Manager is responsible for creating, implementing, and executing strategies to maximize casino net revenues from business alliance partners. The primary focus of the role will be generating profitable growth from existing partners and developing strategies to acquire new partners into the program.  A key component of this role will be the design, execution and analysis of sales and marketing strategies as well as the development of strong external relationships contributing to global growth and profitability. This position is accountable for the operational oversight of service support teams. These responsibilities include, but are not limited to, implementation of new initiatives, structuring and development of department processes, communication support to all related business segments, special event calendar and execution and pre cruise and onboard guest experience.  The success of this role will be measured by the achievement of annual Net Revenue and Booking targets, positive ROI, VIP NPs satisfaction ratings and expansion of business partner network. 

Essential Duties and Responsibilities:

• Identifies new casino partners and alliances with strong potential revenue opportunity within an integrated sales and marketing strategy
• Maintains and strengthens existing partner relationships
• Develops and executes sales strategies for Royal Caribbean casino operations with collaborating partners
• Negotiates favorable terms for Royal Caribbean in alliance relationships with supporting matrix analysis
• Liaison with Royal Caribbean Marketing department to support collateral production, EM/DM campaigns, cobrand events to support partners and alliances
• Establish relationships with land-based properties, identify, and quantify opportunities with in-house Player Development and Casino Marketing team members for high level player leads and group bookings
• Serve as the primary point of contact for contractual Partnerships and Alliances
• Ensure sound financial decision making for all groups and individual guests regarding revenue opportunities and costs
• Establish ongoing revenue and cost analysis and reporting
• Formulates, executes, and analyzes tier structure, cost and play criteria, to optimize profitability of new and existing partnerships based on region and casino structure
• Review revenue flows and actual results daily and collaborate with ship and shore side casino teams to optimize play from partnership groups and individuals
• Develop tactics to optimize revenue from partnership and alliance guests while shipboard
• Collaborate with internal departments and Casino Operations to ensure service levels for partnerships are maintained and to facilitate seamless execution of Partnership customer logistics and experience
• Develop new events, promotions, or other demand-generating programs to attract or grow partnerships
• Support property events with Royal Caribbean brand presence as a company ambassador
• Maintain awareness of trends in the gaming industry and with cruise line competitors
• Provide day to day operational support to each vessel in the Royal Caribbean
• Perform any other job-related duties assigned by their supervisor or management.

Education, Experience, Knowledge & Skills:

• Bachelor’s degree in hospitality management, business administration or related field from an accredited college or university or the international equivalent)
• Minimum of 5-7 years of experience in Casino Marketing, Casino Sales, Player Development, or Casino Partnership Alliance with proven success within the last 24 months
• Excellent interpersonal skills
• Self-guided individual with exceptional organizational skills and proactive approach to daily job responsibilities
• Strong written and verbal communication skills for a multicultural environment with all customers and employees
• Effective computer skills, especially email programs, Microsoft Excel, Microsoft Access and Microsoft PowerPoint
• Working knowledge in CRM Siebel and/or Salesforce
• Casino Marketing techniques to generate demand
• Proven Sales capabilities and effective verbal and written communications skills
• Casino data analytics
• Compile, analyze and manage the financial aspects of a casino partnership, including the successful identification of margin improvements through cost efficiencies and revenue growth
• Build and present a business case, extensive and complicated procedures and presentations
• Work independently and deliver projects on time and on budget
• Principles of casino mathematics, including the calculation of an average daily theoretical loss and average daily worth
• Principles and processes for providing customer and personal services including needs assessment techniques, quality service standards, alternative delivery systems, and customer satisfaction evaluation techniques
• Casino credit and ability to make supportable credit decisions with information available
• Collaborate with staff in a positive and productive manner
• Extensive travel domestically and internationally and work flexible hours
• Always conducts and represents Royal Caribbean Cruises Ltd. in a professional manner

Financial Responsibilities (For Management Roles Only)

• Generating minimum 10% Net Revenue growth year over year in new business
• Executing existing partnership agreements worth over $10M in Net Gaming Revenue
• Meeting or exceeding Annual Financial Targets Execute contract negotiations that are profitable to Royal Caribbean and within our sales guidelines
• Oversees creation and management of compensation and Cooperative Marketing budgets and plans for assigned portfolio of accounts