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Senior Manager, Airline Supplier and Strategy

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.


This position will work on-site in our Miramar, Florida office.


Position Summary / Job Purpose:


This role will support all travel procurement and planning activities with strong emphasis on air travel partner relations across all brands.  The individual will have a strong commercial awareness and partner with internal stakeholders across all markets to deliver KPIs linked to this area.


Candidate must manage, develop, and provide clear air strategies using analytical tools as well as secure market intelligence via account management.  


In supporting the Director of Travel Partnerships, candidate will assist the delivery of local and global strategies to provide competitive air procurement solutions to complement our core cruise products. Responsible for short, medium, and long-term planning & strategizing with the objective of meeting the business needs related to ship deployments plans and air sourcing requirements. 


Essential Duties and Responsibilities:


  • Candidate will implement and develop air strategies that will support the global deployment plans for all brands.   Functions will include:  identify opportunities, highlight air constraints, and provide solutions/recommendations to internal stakeholders.
  • Responsibilities also includes maintaining existing travel supplier relationships and developing new opportunities, notably with airlines operating across the globe. 
  • Establishes air optimization strategy to support all brands globally and manages contracted relationships directly with airlines and air brokers.
  • This role will work closely with technology, finance, and operations teams to position Royal Caribbean Group air solutions successfully.
  • Expert use of analysis, forecasting, and problem solving in order to develop strategies in a dynamic air landscape.
  • A strong understanding of New Distribution Capabilities (NDC) and how Airlines Retailing & Distribution strategies are presently evolving and how these changes will impact air sourcing strategies.
  • Negotiate the best available discounts as well as favourable terms especially in markets where air options are limited in scope.  
  • The candidate will work very closely with brand revenue management teams, supporting and rolling out brand air strategies to support ship deployment plans.
  • Candidate will be responsible in developing strategies on how to incorporate Royal Caribbean Group New Travel Platform with the direction of each brands’ aspirations for vacation packages which include air.
  • Responsible on mitigating attrition and risk associated with unused air inventory financially committed.
  • Develops a procurement and negotiation strategy based on multiple and often complex variables. Negotiates price, preferred availability, payment terms, air allocations, and charters.
  • Interprets contracts, identifies risks, consults with internal subject matter experts on contract terms (e.g. Legal, Risk Management, Security, Privacy) and drafts language to incorporate feedback into contracts.
  • Able to identify and explain contract terms and the associated risks to the relevant stakeholders.
  • Facilitates timely resolution of contractual issues to minimize risk, including the impact of air service disruptions on the organization while driving optimal savings for Royal Caribbean Group.
  • Functions as the lead negotiator for a variety of agreements, contract interpretations, new services and any other issues requiring contractual resolution, assessing risk, and drafting appropriate language to address business requirements.
  • Data management to ensure contract details are communicated effectively, and files are updated.
  • Analyzes and incorporates specific market data into negotiations, strategies and plans that correlate to the air being procured.
  • Communicates and presents clear strategies, plans and cost impacts to upper management.
  • Collaborate with other Royal Caribbean Group discipline and procurement leaders to create strategy and evaluate categories of opportunity whilst maintaining compliance to evolving procurement and finance policy.
  • Collaborate with counterparts in other continents to ensure global alignment related to air requirements.
  • Develop, maintain, and document multi-year air sourcing procurement strategy, anticipating market conditions and company growth.
  • Monitors and sustains procurement programs, including quarterly business reviews with key airline partners and brokers, tracking and maintenance of Key Performance Indicators (KPIs), monitoring of committed air risk, as well as addressing contract issues.
  • Performs other duties as required.  This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor or management.


Key Success Criteria:


  • Strategic approach to sourcing air.
  • Strong negotiator and contract management
  • Drive Capital Efficiencies and ROI.
  • Proven success in introducing major change to complex organizations.
  • Responsible for implementing and driving change.
  • Passion and tenacity for solving problems through creativity and resourcefulness.
  • Excellent project management skills and ability to independently manage multiple projects simultaneously.
  • Ability to thrive in a fast-paced dynamic environment.
  •  Performs other duties as required.  This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.  Employees will be required to perform any other job-related duties assigned by their supervisor or management.  


Internal Stakeholders:


  • Brand leaders (All Brands), Revenue Management, Sales, Operations and Finance.
  • Miami HQ (GTS teams, Revenue Planning, Systems & IT Teams)


Education, Experience, Knowledge & Skills:


  • 8+ years of business management leadership related to air procurement.
  • Strong analytical skills for planning, estimating, budgeting, and monitoring project work.
  • Strong verbal and written communication skills with the ability to articulate complex ideas in easy-to-understand business terms.
  • Strong understanding of New Distribution Capabilities (NDC) and new retailing and distribution trends.
  • Experience in providing direction and performing responsibilities via influence.
  • Self-motivated, high-energy individual with a strong drive for accomplishment and high capacity for work, with the ability to focus and execute on multiple priorities at any given time.
  • Outstanding strategic planning, consulting, and basic management financial skills.
  • Experience evaluating business trends, developing, and successfully implementing new business programs and strategies that enhance multiunit business performance.


Working Conditions:


  • 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.
  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job.



We know there is 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 will 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.



Nearest Major Market: Miami

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