Manager, Commercial Strategy

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About Us

Royal Caribbean Group is the world’s largest cruise line, having a record-breaking year and launching not one but TWO brand new ships in 2024, including a brand-new class of ship in Icon of the Seas! It couldn’t be a more exciting time to join a global business that is blazing a trail in the travel industry right now.

With our 3 brands Royal Caribbean International, Celebrity Cruises & Silversea we have ships in South America, Europe, Asia, Australia, and several North American markets beyond our headquarters in Miami, FL. We cover the globe. No matter where our guests want to go, Royal Caribbean Group has a ship that can deliver a world-class vacation.

At Royal Caribbean Group we never rest on our laurels; we constantly strive to improve our work and be at the forefront of the industry. The work that we do is exciting, challenging, and innovative. You get to work both independently and as part of a collaborative and dynamic international team. We are passionate, we are innovative, and we are unstoppable.

We are now looking for a Manager, Commercial Strategy who will be the principle stakeholder in the development of EMEA’s distribution strategy.

This role will be based onsite at our offices in Weybridge, UK.

Distribution Strategy:

• Leads the execution of the strategy for the region by developing actions and timelines that deliver on strategic goals

• Working with leadership to determine short and long terms goals for the various channels to deliver business needs and cost of sale reductions

• Consolidate and utilise insights to support investment decisions and further evolve future distribution strategy

• Monitor and make recommendations to improve return on investment to align to strategic cost efficiency goals at market level

• Maintain a strong awareness of overall sales and marketing strategies to ensure alignment between the commercial and broader business strategy

Commercial Agreements:

• In conjunction with the Business Development & Commercial Planning Director and VP EMEA, set targets that support the strategic goals at channel level and overall business targets

• Owns the proposal process and timetable for commercial schemes for annual and tactical deals while managing the complexities of supporting the growth of the Royal Brand in EMEA

• Develop supporting terms, targets and commission incentives to achieve brand revenue and cost goals

• Negotiates with senior sales stakeholders to ensure commercial targets are aligned and a consensus is reached on future sales expectations

• Chair monthly commercial planning meetings with the markets to maintain an always on approach to continuous improvement

• Utilise a strong understanding of market commercial landscapes and nuances to influence target setting discussions with senior stakeholders

• Develop mechanisms for understanding trends and channel cost efficiency, deriving insights to drive continuous improvement in return on investment to support decisions

• Lead a team of 2 analysts to ensure appropriate reporting in place to support commercial activities including performance vs. target for trade partners, tactical scheme performance and scenario modelling to assist with commercial planning

• Management of sales incentives for sales teams

QUALIFICATIONS AND EDUCATION

• Minimum 5 years’ experience in a commercial environment

• Experience in people management

• Experience with using Power BI

• Advanced level knowledge of MS Office applications, particularly Excel

FINANCIAL/QUANTITIVE RESPONSIBILITIES

Leads the process to define the optimal spend of EMEA’s $6.6m annual override commission schemes.

WORK ENVIRONMENT:

· The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job with or without reasonable accommodations. The environment includes office location, and /or moving inside/outside the office. A high noise level is possible if visiting shipboard or offsite locations. The work level in the work environment is usually moderate.

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, colour, religion, sex, age, national origin, disability, sexual orientation, sexuality, gender identity or expression, marital status, or any other characteristic protected by law. RCL and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.