Sr. Lead, Onboard Revenue

Royal Caribbean Group · Singapore

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KEY RESPONSIBILITIES

Role Summary

This role is primarily responsible for maximizing onboard revenue through strategic pricing, inventory, product management, and commercial analysis. The remaining of the efforts involves support for Onboard Revenue Marketing activities on an as-needed basis.

Revenue Management:

Responsible for revenue maximization via inventory and pricing management. This includes customizing pricing and promotion to support Strategic sales and marketing initiatives.

• Propose tactical pricing and promotion initiatives of onboard revenue products and draft terms and conditions
• Establish and develop metrics and measurement tools with Planning and Analysis teams that enhance yield management activities across the organization.
• Drive continuous improvement of policies and processes.
• Lead regular performance review across the channels and markets.
• Monitor and analyze the revenue performance (sales, revenue, profit margins) of each product category. Use data insights to propose product, pricing and promotion strategies to achieve revenue target.
• Build up promotion calendar based on sales results and support communication files

Product:

Analyze consumer spending trends in Singapore markets and continuously refine our product offerings to maximize profitability across all related categories including Dining, Beverage, Activities, Entertainment, Shore Excursions, Spa, Retail, Wi-Fi, and Photo, etc. To ensure the achievement of annual Onboard Revenue expectation.

• Work closely with external product suppliers and service partners. Follow up on contracts review, service level agreements and commercial terms to ensure the highest quality of service, operational efficiency, and maximum profitability for the company.
• Explore and develop new products opportunities based on consumer spending trends.
• Responsible for delivering the briefing to internal shore side office and shipboard teams for new product launch, including product details, selling points and operation procedure.

Operation and Implementation：

• Work closely with concession partners (third parties) with product, pricing and promotion guidance based on land base consumer behaviors and competitor actions, to ensure consistency of the onboard sales and marketing’s execution and goal’s completion.

• Schedule a regular meeting with concessionaire to review revenue performance and ensure all ongoing plans are fully maximized involving.
• Lead the daily basis communication within Singapore office, and Miami onboard revenue team, product owners, hotel operation, shipboard teams in order to ensure the successful implementation of onboard revenue’s strategic plan.
• Lead the development and implementation of standards, policies and procedures to optimize operational and sales performance.
• Ad hoc Analysis and projects to support strategic growth of the company.

• Perform 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.
• During the low season of Singapore market, this role should shift the focus on China product, keep close communication with key international markets, to ensure a good OBR performance delivered by these markets.

Onboard Marketing Support including:

• Support onboard activation execution
• Collaborate with Trade Marketing and Trade Sales teams to ensure OBR/PCP assets are sufficient for business needs.

QUALIFICATIONS AND EDUCATION

• Bachelor's degree and above, ideally in a commercial field
• 5+ years cruise/leisure industry working experiences are preferred
• Commercial vision and a highly analytical approach.
• Able to logically structure quantitative analysis of complex issues.
• Problem solving and multi-task skills, result driven.
• Highly motivated with initiative and ability to work under pressure and to tight deadlines.
• A proven team player with exceptional collaboration skills, able to build strong relationships and work effectively across multiple departments and functions to achieve common goals.
• Excellent written and oral communication skills and be able to work effectively with all levels of operational personnel.
• MS Excel Intermediate to Advanced level

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