Director, Commercial Planning

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.

This position will be working onsite from Miami.

Position Summary:

Commercial Planning is the key function for the coordination of the commercial strategy and the optimisation of resources in all markets.

The Commercial Planning Director will lead the team responsible for the definition of the commercial strategy of Silversea Worldwide by developing the plan to be followed by channels and geographical markets; this function is also fundamental for ensuring the operative implementation of key projects is delivered effectively to sustain the business development of the organization. Commercial teams will be guided by the planning set by this department through actionable insights and proper analytics and commercial intelligence. The team is also owner of strategic projects related to Contact Center, trade partners efficiency, direct channel optimization, and cost control through commercial intelligence and continuous improvement. The scope also includes identification of strategic insights supporting overall brand objectives (financially, branding, customer expectations, business relations improvements, etc.) through the development and enhancement of analytics tools.

Essential Duties and Responsibilities:

• Lead the execution of a commercial transformation within the Silversea organization by revolutionizing the commercial approach for both B2B and B2C through ad hoc but continuous projects.
• Create a commercial enablement culture and mindset where the commercial planning team proactively works to identify areas of optimization and works with commercial teams to change the way we operate (e.g., connecting media leads with sales performance and optimizing revenue outcomes)
• Collaborate with commercial senior leadership to design, develop and execute 5 and 10-year strategic commercial plan in line with organisational goals
• Partner with senior leadership and market leaders to design and develop Annual Operating Plan (AOP) for each of the global markets and channel leaders for the Silversea brand.
• Design and lead AOP quarterly check in and alignment meetings with Silversea global market stakeholders, developing strategies to address gaps to KPIs with local commercial planning teams.
• Coordinate cross markets business reviews through ad hoc governance model in conjunction with Revenue Management and Planning & Forecasting;
• Coordinate business strategies to deliver channel growth in accordance with the strategic plans through:
  • Setting sales targets by market, channel, and sub-channel, while forecasting and establishing annual sales quotas that project anticipated sales volume and profit for each segment
  • In coordination with Finance teams, reviewing and providing guidance on commercial SG&A budgets
  • Designing and supervising the incentive programs for both internal and external stakeholders
• Define and adapt the overall market strategies and tactics, sales channels and Key Accounts optimization
• Net Ticket Revenue, Commission and over commission budget definition with Revenue Management and markets while defining risks and opportunities from a commercial perspective
• Support to Revenue Management for the definition of quarterly forecast and monthly sourcing shift
• Definition, approval and ownership of sales performance reporting & monitoring tool process

Qualifications, Knowledge and Skills:

• MBA, MSc, or significant relevant experience
• 10-15 years of progressive experience in tourism and leisure businesses with commercial or analytical functions such as: revenue management, pricing, commercial planning, business development
• Business and commercial acumen in the tourism & leisure industry
• Advanced experience in sales analytics for international organisations in tourism & leisure industry
• Advanced experience in budget & forecasting
• Experience with sales and business strategies development
• Project management experience
• Advanced negotiation and communication skills
• Team management and leadership (direct and indirect)
• Experience in luxury businesses and/or cruise industry as a plus
• Proficiency with Power BI, Microsoft Excel and PowerPoint
• Strong project management skills required
• Strong written and verbal communications
• Strong interpersonal skills at all levels of the business, a team player
• Proven ability to lead teams and to lead significant cross-functional and cross-departmental initiatives
• Knowledge of the company and the broader cruise/leisure industry
• Knowledge of the sales process, and marketing channels, pricing and strategies.
• Knowledge of revenue performance management and metrics and corporate revenue expectations.
• Knowledge of Royal Caribbean Group's products, services and capabilities relative to competitors.
• Ability to assemble and lead cross-functional teams to develop and achieve revenue maximization strategies that include input and buy-in from all stakeholders.
• Ability to analyze corporate data, research and analysis to make recommendations for product strategy and success.
• Exhibit ability to interact with all departments and levels of management throughout organization and with external customers and companies.

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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