Commercial Manager in Miami, FL at Royal Caribbean

Date Posted: 11/21/2019

Job Snapshot

Job Description

The position, Commercial Manager is responsible for optimizing Azamara's shore excursion, pre/post, hotel, air, trip insurance, cancellation, and transfer revenue; and collaborating closely with the OBR team in accomplishing the same for the brand's onboard revenue products. The Commercial Manager manages pricing, inventory, financial, policy, and analytical dynamics globally, and leads the coordination of efforts across areas of the business needed to optimize results. The role is responsible for setting business targets in collaboration with other business units, leading cross-functional teams that develop and execute strategies to deliver them, and tracking progress. This includes leading pre-cruise commercial efforts across various Departments as well as providing support to OBR commercial efforts onboard the ships. Critical to the success of this job is managing the tools and processes that measure the performance and outcomes of various initiatives, collaborating well with other departments, identifying and pursuing new revenue ideas and synergies on an ongoing basis, and the ability to lead multiple high-priority initiatives simultaneously. 

Essential Duties And Responsibilities: 

  • Responsible for the development, implementation, and ongoing management of pricing and policy strategy globally for all of the brand's revenue streams except ticket revenue.
  • Generates, monitors, and updates revenue forecasts and KPIs for shore excursion, pre/post, onboard, hotel, air, trip insurance, cancellation, and transfer revenue in collaboration with appropriate business units.
  • Develops and tracks brand-level, market-level and channel-level targets and results for all relevant revenue products, and holds them accountable for performance.
  • Works with various parties including Onboard Revenue, Marketing, Sales, Trade Support, program providers, Land Product Development, Air, Finance, IT, Business Intelligence, and Revenue Planning to tailor program based on brand needs, raise awareness, coordinate commercial efforts, and maximize revenue.
  • Pro-actively leads cross functional trading efforts with other Departments involved in commercial efforts to drive growth for relevant revenue streams types. Drives the development, implementation, and measurement of promotional activities, as well as prioritizing areas most in need of promotional focus.
  • Develops, with the support of the Business Intelligence department, regular and ad hoc reporting to communicate results to internal and external stakeholders.
  • Monitors and analyzes new technology and trends within all revenue areas to pursue ongoing operational and technology improvements, including processes, procedures, systems, and tools; as well as propose potential new products and services.
  • Prepares quantitative and qualitative business cases, evaluating new products, services, or providers.
  • Establishes project plans that outline project milestones regarding data automation, forecasting, optimization, or benefit measurement projects.  Ensure that modeling and analytical work in support of other team's initiatives is completed per project plans and timelines.  Convenes cross-functional teams to deliver projects. 
  • 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 other job-related duties assigned by their supervisor or management.

Job Requirements


  • Bachelor's degree required with quantitative discipline focus preferred.  MBA or related discipline preferred.
  • Minimum of five years of experience in pricing, revenue management, financial analysis, commercial, e-commerce or closely related area required.  Travel and leisure industry background preferred.
  • Minimum eight years of experience supervising others at various organizational levels.

Knowledge And Skills:

  • The ability to establish and develop long term relationships with both internal and external constituents will be a key to the success of the role.
  • Demonstrated ability to work in a team environment.
  • Superior leadership, collaboration and influencing skills.
  • Sound business skills to include sales and marketing knowledge, financial and quantitative skills, and superior problem solving and decision-making skills.
  • Excellent presentation skills and executive presence.
  • Sound financial management skills.
  • Ability to achieve results within budget and target deadlines.
  • Strong strategic thinking and planning skills including the ability to anticipate trends, situations or changing market conditions and take appropriate action on a timely basis.


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. RCL and each of its subsidiaries prohibit and will not tolerate discrimination or harassment.