Dir, Onboard Revenue

Position Summary / Job Purpose:

Onboard Revenue Director, China is responsible for driving China mainland and HK Homeport onboard revenue for Royal Caribbean International.

• Oversee Revenue Partner Managers of Onboard Revenue, shipboard Marketing and Revenue Managers and shore side Revenue Partners as well as leading the Shore Ex transformation project for China and the ultimate eradication of comp tours. 
• Oversight of F&B, the fundamental development of PCP into a meaningful Pre Cruise-Planner and activities revenue. 
• Responsible for implementing strategic plans to optimize onboard revenue and guest satisfaction ratings, cross-marketing and sales strategies, including: (Specific revenue centers include but not limited to Gift Shop, Beverage, Spa, Photo, Art, Internet, Shopping Ashore, Bingo, VVIP guest service, Amenities and Weddings). 
• The Director will also oversee all onboard revenue and sales revitalization projects to manage the scope of workflow through to execution as well as new build vessels as they come leveraging a team.

Essential Duties and Responsibilities:

• Own the On-board Revenue Strategy for the China market including on board product management, Shore Excursion program development and the effectiveness of PCP in the marketplace. 
• Deliver at onboard revenue target each year, and drive growth at 5-10% per year.
• Deliver 50% PCP penetration in 2025 through effective marketing and engagement with the Travel Trade and Direct Channels.
• Accelerate onboard revenue growth to reach and exceed Brand Average by end of 2026 and continuously driving growth to sustain a leading position in the fleet;
• To support the Brand's mission of sustaining the worlds ultimate innovative cruise line, all duties and responsibilities are to be performed in accordance with the Brand’s Pillars of Safety, Service and Style, ISM/ISO and SQM standards, USPH guidelines and environmental regulations.
• Supports in the Development and manages the annual strategic plans, New Builds, and Revitalization projects for Onboard Revenue & Sales divisions.
• Directing, coaching, leading and motivating shoreside OBR team in the decision-making process and implementation of any revenue-related issues impacting on board operations.
• Direct ownership of a team of 6 Manager / account executives and a PCP call center team.
• Collaborating with concession partners on business strategies and tasks particularly for Retail and Spa but also including F&B.
• Review revenue forecasts, actual performance and variance analysis with Marketing and Revenue Managers; present courses of action and marketing promotion plans for discussion, approval and implementation.
• Liaise with all shore side concessionaires on issues regarding strategic initiatives, revenue standards, pricing, revenue performance and development of new products and services, as well as operational issues such as inventory, staffing and berthing.  This also includes the discussion and agreement of annual revenue targets.
• Develop or adjust marketing and revenue strategies and tactics to increase guest participation and maximize profitability of the revenue areas throughout the fleet in China. 
• In tandem with shore side Revenue Partner Managers and shipboard Marketing and Revenue Manager, ensures consistent brand standard image for guest-contact promotional materials and events.  This includes the promotion of on-board collateral including the Cruise Compass, television/electronic media, direct-to-stateroom mail, and point-of-purchase displays.
• Escalates any unresolved revenue related challenges or issues to the President China
• Work with Hotel Operations regional leadership, Brand Quality to develop and maintain standardized and consistent Onboard Revenue policies and procedures in SQM. 
• Identify new revenue ideas and programs to be developed for shipboard implementation that support corporate and Hotel Operations' strategic and operational goals
• Identify and lead the development of reports and initiatives to better leverage existing information and systems (i.e.: high value guest report and demographic data)
• Work with New Build, Design, Hotel Operations, Finance, Capital Committee, Contractors, Vendors and operators that will facilitate the revitalization projects as they relate to Onboard Revenue Areas or Onboard Sales Areas.
• 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.

Education, Experience, Knowledge & Skills:

• 5-10 years previous industry sales, revenue generation and management experience
• 5+ years managerial experience required (must have experience managing a team of sales or revenue generating teams). 
• 3+ years of shipboard experience preferred
• 3+ years of outside sales, revenue, or managerial experience
• Bachelor’s Degree or equivalent education required
• Must have the natural ability to inspire and motivate a direct team and a matrix organization around the world.  Must be a leader that others want to follow and learn from.
• Must have excellent written and verbal communication skills in English and Chinese mandarin.  Cantonese and Korean would be a big Plus.
• Must have strong executive presentation skills.
• Must have demonstrated tenacity and the ability to promote a strong unified team environment from direct reports.
• Must be able to build relationships with decision-makers at all account levels.
• Must have demonstrated tenacity and the ability to promote a collaborative environment from direct reports.
• 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.
• Ability and capability of presenting oneself in a polished and professional manner are principal characteristics.