Director, International Commercial and Revenue

Journey with us! Combine your career goals and sense of adventure by joining our incredible team of employees at Royal Caribbean Group. We are proud to offer a competitive compensation and benefits package, and excellent career development opportunities, each offering unique ways to explore the world.

We are proud to be the vacation-industry leader with global brands — including Royal Caribbean International, Celebrity Cruises and Silversea Cruises — the most innovative fleet and private destinations, and the best people. Together, we are dedicated to turning the vacation of a lifetime into a lifetime of vacations for our guests.

Royal Caribbean Group’s Celebrity Cruises brand has an exciting career opportunity for a full time Director, International Commercial and Revenue on the Sales Team reporting to the Vice-President, EMEA Celebrity and MD Royal Caribbean Cruises.

This position will work on-site in our office located in Weybridge.

Position Summary:

This role will work with Leadership in APAC/EMEA/LACAR and SLT members of each region and with Celebrity Miami, Revenue Management, Marketing, Deployment, Port Development, and others as necessary to develop and ensure alignment of market strategies with brand best practices, priorities, and strategic direction. 

Essential Duties and Responsibilities:

• Support International VP/SVP to lead regional teams with members sitting in Miami and across the U.K, Australia and Mexico offices, with oversight of commercial strategy, Sales and Marketing allocation, reporting, analysis, revenue performance and planning, onboard revenue, and new products and new market strategies.

• Oversee and allocate, by market and channel, international sales and marketing funds, ensuring that investments are driving business unit objectives.

• Oversee reporting detailing all International KPIs and general NTR and onboard revenue positions and trends for circa 300,000 international passenger business. 

• Oversee all in-market commercial leaders providing general commercial reporting and guidance to market Managing Directors

• Establish and grow Onboard Revenue Performance and Strategy business unit, tasked with marketing and developing pre-cruise purchase strategy and casino development programs for all international markets. 

• Responsible for analytical and strategic support to markets through oversight of Analytics and Commercial teams. 

• Oversees International revenue results and works with Revenue Management to ensure proper targets, pricing and promotional strategies are implemented. 

• Oversees market targets, commission, incentives, co-op and investment plans.

• Continually assess profitability improvement opportunities across markets and collaborate with internal teams to implement brand best practices

• Analyze potential for regions where there is future growth potential and work with regional leaders to develop strategies

• Develop strategic roadmaps of “must have” product, service and experience innovations that generate new revenue streams in the International Markets.

• Oversee and implement diverse projects and business initiatives that fall within the scope of the business unit.

• Seek partnerships with vertical markets (e.g. Airlines) to compliment or enhance vacation services and products.

• Oversee sizing and prioritization of new and existing markets, market entry, distribution and commercial strategies, and formulation of annual operating plans and long-term strategic plans.

• Direct development of long-term market and trade channel strategy to support growth and profit in alignment with sourcing needs.

• Provide support and guidance on commercial agreements and sales territory distribution.

• Identify commercial and organizational capabilities to sustain long term growth for international markets

Qualifications, Knowledge and Skills:

• Graduate degree in Business or Finance

• Industry experience

• Extensive exposure to working in a commercial environment with management experience.

• Experienced user in Microsoft applications

• Strong Revenue Management background is essential

• Proven track record of developing and implementing strategies across various markets and business channels

• Deep understanding of “cruise-economics” and corporate/industry financials and financial drivers

• Experience in writing business cases and board papers

• Strong experience of delivering in international matrix organizations

• Proven leader of highly motivated teams and growing talent

• Excellent communication and engagement

• Ability to influence at all levels

• Team player, highly motivated and results driven

• Enjoys being challenged and challenging others

• Ability to thrive in a fast paced and dynamic environment

• Excellent stakeholder management

• Able and willing to occasionally travel internationally

• Availability for regular out of hours calls

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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